The power to say ‘yes’

Contraction. That is the dominant characteristic of decision making in, and among, a broad spectrum of businesses in the retail sector that deal with other businesses. The B2B segment has been subjected to profound structural changes during the past two years. Retrenchments have thinned the ranks. Delegated authorities have been withdrawn and concentrated to those in higher ranks. Budgets on discretionary purchase items have been slashed. As a consequence, many relationships have been noticeably

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