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MKTG 4554 - Buyer-Seller Relationships at Virginia Tech

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Management of relationships between buyers and sellers among marketing organizations. Organizational buying, personal selling, and relationship marketing. The buying center and buying roles, the buying situation, the purchasing role, the sales process, personal selling approaches, negotiation, power and dependence, conflict resolution, and relational exchange. I, II I, II

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MKTG 4554 - Buyer-Seller Relationships
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