東華大學圖書館 |

Language: English

Help

回圖書館首頁

手機版館藏查詢

Back

Switch To: Labeled | MARC Mode | ISBD

Which customers pay? = predicting va...

Beirau, David.

Linked to FindBook

Google Book

Amazon

博客來

Which customers pay? = predicting value pre and post sales /

Record Type:	Electronic resources : Monograph/item
Title/Author:	Which customers pay?/ by David Beirau.
Reminder of title:	predicting value pre and post sales /
Author:	Beirau, David.
Published:	Wiesbaden :Springer Fachmedien Wiesbaden : : 2020.,
Description:	xvii, 191 p. :ill., digital ;24 cm.
[NT 15003449]:	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.
Contained By:	Springer eBooks
Subject:	Customer relations - Management. -
Online resource:	https://doi.org/10.1007/978-3-658-28137-3
ISBN:	9783658281373

Which customers pay? = predicting value pre and post sales /
Beirau, David.

Which customers pay?predicting value pre and post sales /[electronic resource] :by David Beirau. - Wiesbaden :Springer Fachmedien Wiesbaden :2020. - xvii, 191 p. :ill., digital ;24 cm. - Kundenmanagement & electronic commerce,2627-3233. - Kundenmanagement & electronic commerce..

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.

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. Contents 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 Target Groups Researchers in the field of customer relationship management, sales management, and marketing management Sales manager, marketing manager, and sales representatives The Author David Beirau works as a sales specialist for a global distributor and manufacturer of laboratory products.

ISBN: 9783658281373

Standard No.: 10.1007/978-3-658-28137-3doiSubjects--Topical Terms:

582814
Customer relations
--Management.

LC Class. No.: HF5415.5

Dewey Class. No.: 658.812

Which customers pay? = predicting value pre and post sales /
LDR:02354nmm a2200337 a 4500 001 2213792
003 DE-He213
005 20200221105752.0
006 m d
007 cr nn 008maaau
008 201118s2020 gw s 0 eng d
020 $a 9783658281373 $q (electronic bk.)
020 $a 9783658281366 $q (paper)
024 7 $a 10.1007/978-3-658-28137-3 $2 doi
035 $a 978-3-658-28137-3
040 $a GP $c GP
041 0 $a eng
050 4 $a HF5415.5
072 7 $a KJS $2 bicssc
072 7 $a BUS058000 $2 bisacsh
072 7 $a KJS $2 thema
082 0 4 $a 658.812 $2 23
090 $a HF5415.5 $b .B422 2020
100 1 $a Beirau, David. $3 3443663
245 1 0 $a Which customers pay? $h [electronic resource] : $b predicting value pre and post sales / $c by David Beirau.
260 $a Wiesbaden : $b Springer Fachmedien Wiesbaden : $b Imprint: Springer Gabler, $c 2020.
300 $a xvii, 191 p. : $b ill., digital ; $c 24 cm.
490 1 $a Kundenmanagement & electronic commerce, $x 2627-3233
505 0 $a 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.
520 $a 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. Contents 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 Target Groups Researchers in the field of customer relationship management, sales management, and marketing management Sales manager, marketing manager, and sales representatives The Author David Beirau works as a sales specialist for a global distributor and manufacturer of laboratory products.
650 0 $a Customer relations $x Management. $3 582814
650 1 4 $a Sales/Distribution. $3 2179369
650 2 4 $a Marketing. $3 536353
710 2 $a SpringerLink (Online service) $3 836513
773 0 $t Springer eBooks
830 0 $a Kundenmanagement & electronic commerce. $3 3443664
856 4 0 $u https://doi.org/10.1007/978-3-658-28137-3
950 $a Business and Management (Springer-41169)