000 | 02683nam a22004215i 4500 | ||
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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 |
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024 | 7 |
_a10.1007/978-3-8350-9355-3 _2doi |
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050 | 4 | _aHF5410-5417.5 | |
072 | 7 |
_aKJS _2bicssc |
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072 | 7 |
_aKJSM _2bicssc |
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072 | 7 |
_aBUS043000 _2bisacsh |
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082 | 0 | 4 |
_a658.8 _223 |
100 | 1 |
_aWengler, Stefan. _eauthor. |
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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. |
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300 |
_aXVI, 294 p. _bonline resource. |
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336 |
_atext _btxt _2rdacontent |
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337 |
_acomputer _bc _2rdamedia |
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338 |
_aonline resource _bcr _2rdacarrier |
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347 |
_atext file _bPDF _2rda |
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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 |