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Abstract

  • International retailing is undergoing rapid change and because of this senior managers need to understand how to manage the change process and develop working relationships with their counterparts in partner organizations.

  • By embracing organizational learning it is possible for a retail organization to formulate a vertically integrated strategy that provides superior customer value and results in the formation of trust-based relationships. These should be underpinned by mutuality and possess a strategic focus.

Copyright © 2006 John Wiley & Sons, Ltd.