Key Account Management in Business-to-Business Markets An Assessment of Its Economic Value /

In 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...

Πλήρης περιγραφή

Λεπτομέρειες βιβλιογραφικής εγγραφής
Κύριος συγγραφέας: Wengler, Stefan (Συγγραφέας)
Συγγραφή απο Οργανισμό/Αρχή: SpringerLink (Online service)
Μορφή: Ηλεκτρονική πηγή Ηλ. βιβλίο
Γλώσσα:English
Έκδοση: Wiesbaden : DUV, 2006.
Θέματα:
Διαθέσιμο Online:Full Text via HEAL-Link
Πίνακας περιεχομένων:
  • State-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.