Three‐Way Consulting in the Middle East
Abstract
The main pitfall in introducing a technology to a new market is the amount of support it receives from its new environment. The transfer of a sales control system (designed in Europe) to six Gulf‐market distributors illustrates the need for a triangular consultancy relationship between consultant, user and sponsor, and the understanding and avoiding of cultural obstacles.
Keywords
Citation
Glassock, L. (1985), "Three‐Way Consulting in the Middle East", Industrial and Commercial Training, Vol. 17 No. 2, pp. 15-20. https://doi.org/10.1108/eb004001
Publisher
:MCB UP Ltd
Copyright © 1985, MCB UP Limited