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Article
Publication date: 1 January 1985

Les Glassock

The Market Context. Most of what we buy, we purchase in a retail outlet of some kind. Whether it is a staple food, like flour, a convenience product or meat, we must find a stall…

66

Abstract

The Market Context. Most of what we buy, we purchase in a retail outlet of some kind. Whether it is a staple food, like flour, a convenience product or meat, we must find a stall, shop or supermarket to buy it.

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Journal of European Industrial Training, vol. 9 no. 1
Type: Research Article
ISSN: 0309-0590

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Article
Publication date: 1 February 1985

Les Glassock

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…

172

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.

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Industrial and Commercial Training, vol. 17 no. 2
Type: Research Article
ISSN: 0019-7858

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