Notes

Introduction

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[1] Jim Cathcart, The Eight Competencies of Relationship Selling (Washington, DC: Leading Authority Press, 2002).

[2] Jeffrey K. Liker and Thomas Y. Choi, "Building Deep Supplier Relationships," Harvard Business Review, December 2004.

[3] See, for example, Robert Cialdini, Influence: The Psychology of Persuasion (New York: HarperCollins, 1998).

[4] Lee Alan Dugatkin, "Discovering That Rational Economic Man Has a Heart," Cerebrum, the Dana Foundation e-journal, July 2005, http://www.dana.org/news/cerebrum/detail.aspx?id=748

[5] Alan B. Goldberg and Bill ...

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