000 02683nam a22004215i 4500
001 978-3-8350-9355-3
003 DE-He213
005 20161121230907.0
007 cr nn 008mamaa
008 100301s2006 gw | s |||| 0|eng d
020 _a9783835093553
_9978-3-8350-9355-3
024 7 _a10.1007/978-3-8350-9355-3
_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 _aWengler, Stefan.
_eauthor.
245 1 0 _aKey Account Management in Business-to-Business Markets
_h[electronic resource] :
_bAn Assessment of Its Economic Value /
_cby Stefan Wengler.
264 1 _aWiesbaden :
_bDUV,
_c2006.
300 _aXVI, 294 p.
_bonline resource.
336 _atext
_btxt
_2rdacontent
337 _acomputer
_bc
_2rdamedia
338 _aonline resource
_bcr
_2rdacarrier
347 _atext file
_bPDF
_2rda
505 0 _aState-of-the-art of key account management in academia and science -- Key account management controlling -- Analyzing key account management from the perspective of transaction cost economics -- Challenging the organization: the implementation of key account management -- Determining the economic value of key account management in business relationships -- Management implications -- Conclusion.
520 _aIn times of fierce competition in business-to-business markets strong and economically sound business relationships with a company's customers rank among the main success factors. As a well established marketing management conception, key account management is of particular significance in this context. Interestingly enough, empirical research studies have recently proved that relationship marketing, and particularly key account management, does not achieve the economic value originally expected. Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle decision-making model that supports the decision on the most efficient key account management organization for individual companies. In addition, the author gives a comprehensive overview on the key account management conception and its controlling tools.
650 0 _aBusiness.
650 0 _aMarketing.
650 1 4 _aBusiness and Management.
650 2 4 _aMarketing.
710 2 _aSpringerLink (Online service)
773 0 _tSpringer eBooks
776 0 8 _iPrinted edition:
_z9783835005174
856 4 0 _uhttp://dx.doi.org/10.1007/978-3-8350-9355-3
912 _aZDB-2-SBE
950 _aBusiness and Economics (Springer-11643)
999 _c505535
_d505535