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...
Κύριος συγγραφέας: | |
---|---|
Συγγραφή απο Οργανισμό/Αρχή: | |
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.