Which Customers Pay?

Predicting Value Pre and Post Sales

Paperback Engels 2019 9783658281366
Verwachte levertijd ongeveer 9 werkdagen

Samenvatting

The main goal of this book is explaining which customers create value for suppliers and thereby realizes a better understanding of how suppliers can improve their revenue for value proposition and value creation in industrial markets. Two studies examine customer characteristics which moderate the relationship between supplier behavior and sales performance. The results support companies to identify and target customer contact persons and companies who show higher potential to create future value to the supplier and, therefore, should be approached and maintained.

Specificaties

ISBN13:9783658281366
Taal:Engels
Bindwijze:paperback
Uitgever:Springer Fachmedien Wiesbaden

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Inhoudsopgave

Customer Relationship Management.- Organizational Buying.- Relationship Value.- Reasoning of Customers to Provide Value.- Study 1: Opportunity Management.- Study 2: Value Management.- Limitations and Managerial Implications.

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        Which Customers Pay?