Face-To-Face Kommunikation Im Vertrieb Von Industriegutern

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Andrea Geile analysiert die Erwartungen der Einkaufer an die Kommunikation in unterschiedlichen Kontexten sowie die Einflussgroessen des Kommunikationsverhaltens der Verkaufer und formuliert Empfehlungen zur Optimierung der Face-to-Face Kommunikation zwischen Einkaufern und Verkaufern.