According to the interaction approach of Johansson, Hakansson and Wootz, the industrial seller can influence the course

Question:

According to the interaction approach of Johansson, Hakansson and Wootz, the industrial seller can influence the course of the purchasing process by anticipating three kinds of uncertainty. First, describe these three types of uncertainty. Then indicate what arguments a seller of copying equipment can use to either

(a) enlarge or

(b) reduce each of these uncertainties in his relationship with a potential customer.

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