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dc.contributor.authorFam, Kim-Shyanen_NZ
dc.contributor.authorSimpson, Lisaen_NZ
dc.contributor.authorYang, Linen_NZ
dc.contributor.authorChung, Kim-Choyen_NZ
dc.date.available2011-04-07T03:01:57Z
dc.date.copyright2007-11-02en_NZ
dc.identifier.citationFam, K.-S., Simpson, L., Yang, L., & Chung, K.-C. (2007). Relationship building in small businesses - the case of linking personal selling with collectivism. In International Journal of Business and Management (Vol. 2). Presented at the Asia Pacific Marketing Conference.en
dc.identifier.urihttp://hdl.handle.net/10523/709
dc.description.abstractThis paper examines the link between personal selling and collectivism found in small clothing and shoe retailers in New Zealand, Portugal and Hungary. The study uses three culturally similar, predominately Anglophone nations, as most prior research with a cultural factor is conducted in culturally dissimilar nations and the results are hard to generalise across culturally similar countries. The results of the study show a strong link between choice of personal selling as a promotional tool and the collectivist orientation on the part of the retailers. The main conclusion of this paper therefore, is that where there is a definitive link between personal selling and collectivism in small clothing and shoe retailers, there also needs to be an understanding on the part of these retailers of how to most effectively use personal selling in their business.en_NZ
dc.format.mimetypeapplication/pdf
dc.relation.ispartofInternational Journal of Business and Managementen_NZ
dc.subject.lcshHF Commerceen_NZ
dc.subject.lcshHF5601 Accountingen_NZ
dc.titleRelationship building in small businesses - the case of linking personal selling with collectivismen_NZ
dc.typeConference or Workshop Item (Paper)en_NZ
dc.description.versionPublisheden_NZ
otago.date.accession2008-02-19en_NZ
otago.relation.issue3en_NZ
otago.relation.volume2en_NZ
otago.openaccessOpen
dc.identifier.eprints777en_NZ
dc.description.refereedPeer Revieweden_NZ
otago.school.eprintsMarketingen_NZ
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otago.event.dates2-3 November 2007en_NZ
otago.event.placeKuching, Malaysiaen_NZ
otago.event.typeconferenceen_NZ
otago.event.titleAsia Pacific Marketing Conferenceen_NZ
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