000 03036nam a22005055i 4500
003 DE-He213
005 20151013141923.0
007 cr nn 008mamaa
008 140930s2015 gw | s |||| 0|eng d
020 _a9783662438565
_9978-3-662-43856-5
024 7 _a10.1007/978-3-662-43856-5
_2doi
050 4 _aHF5410-5417.5
072 7 _aKJS
_2bicssc
072 7 _aKJSM
_2bicssc
072 7 _aBUS043000
_2bisacsh
082 0 4 _a658.8
_223
100 1 _aKleinaltenkamp, Michael.
_eeditor.
245 1 0 _aBusiness Relationship Management and Marketing
_h[electronic resource] :
_bMastering Business Markets /
_cedited by Michael Kleinaltenkamp, Wulff Plinke, Ingmar Geiger.
260 1 _aBerlin, Heidelberg :
_bSpringer Berlin Heidelberg :
_bImprint: Springer,
_c2015.
300 _aVIII, 338 p. 85 illus.
_bonline resource.
336 _atext
_btxt
_2rdacontent
337 _acomputer
_bc
_2rdamedia
338 _aonline resource
_bcr
_2rdacarrier
347 _atext file
_bPDF
_2rda
490 1 _aSpringer Texts in Business and Economics,
_x2192-4333
505 0 _aBasic Principles of Business Relationship Management: Phenomenon and Challenge to Management -- Theoretical Perspectives of Business Relationships - Explanation and Configuration -- Analysis, Goals and Strategies of Business Relationship Management: Repeat Purchasing in Business Relationships -- Customer Value and Customer Selection -- Strategies of Business Relationship Management -- Business Relationship Management & Marketing in a European-Chinese Context -- Implementation of Business Relationship Management: Instruments of Business Relationship Management -- Internal Implementation of Business Relationship Management -- Customer Relationship Management.
520 _aRelationship management, key account management and customer orientation are concepts that have become central to modern management. This book is dedicated to illustrating and reflecting these concepts and their corresponding methods and instruments in depth. It is thereby focused on the business-to-business realm and equally applies to traditional industrial markets as well as to business-to-business services. Contributions include state-of-the-art research results that are conveyed in a comprehensible fashion to be applied in both executive education as well as in practice.
650 0 _aEconomics.
650 0 _aMarketing.
650 1 4 _aEconomics/Management Science.
650 2 4 _aMarketing.
650 2 4 _aMarket Research.
650 2 4 _aBusiness Strategy/Leadership.
650 2 4 _aSales/Distribution/Call Center/Customer Service.
700 1 _aPlinke, Wulff.
_eeditor.
700 1 _aGeiger, Ingmar.
_eeditor.
710 2 _aSpringerLink (Online service)
773 0 _tSpringer eBooks
776 0 8 _iPrinted edition:
_z9783662438558
830 0 _aSpringer Texts in Business and Economics,
_x2192-4333
856 4 0 _uhttp://dx.doi.org/10.1007/978-3-662-43856-5
912 _aZDB-2-SBE
942 _2ddc
_cEBOOK
999 _c3421
_d3421