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Multifaceted Buyer and Seller Relationships in the Telecommunications Services Industry

Dowling, Michael



Abstract

This paper analyzes an increasingly common type of complex relationship faced by telecommunications firms: a situation in which a major competitor is also an important supplier, buyer or partner (a ‘multifaceted relationship’). Based on interview data from several firms and descriptions of other such relationships in the business press, different kinds of multifaceted relationships are defined, ...

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