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Business relationship management and...

Geiger, Ingmar.

Business relationship management and marketingmastering business markets /

Record Type:	Electronic resources : Monograph/item
Title/Author:	Business relationship management and marketingedited by Michael Kleinaltenkamp, Wulff Plinke, Ingmar Geiger.
Reminder of title:	mastering business markets /
other author:	Kleinaltenkamp, Michael.
Published:	Berlin, Heidelberg :Springer Berlin Heidelberg :2015.
Description:	viii, 338 p. :ill., digital ;24 cm.
Contained By:	Springer eBooks
Subject:	Industrial marketing.
Online resource:	http://dx.doi.org/10.1007/978-3-662-43856-5
ISBN:	9783662438565 (electronic bk.)

Business relationship management and marketingmastering business markets /
Geschaftsbeziehungsmanagement.English.

Business relationship management and marketingmastering business markets /[electronic resource] :edited by Michael Kleinaltenkamp, Wulff Plinke, Ingmar Geiger. - Berlin, Heidelberg :Springer Berlin Heidelberg :2015. - viii, 338 p. :ill., digital ;24 cm. - Springer texts in business and economics,2192-4333. - Springer texts in business and economics..

Basic 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.

Relationship 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.

ISBN: 9783662438565 (electronic bk.)

Standard No.: 10.1007/978-3-662-43856-5doiSubjects--Topical Terms:

202058
Industrial marketing.

LC Class. No.: HF5415.1263

Dewey Class. No.: 658.8

Business relationship management and marketingmastering business markets /
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245 1 0 $a Business relationship management and marketing $h [electronic resource] : $b mastering business markets / $c edited by Michael Kleinaltenkamp, Wulff Plinke, Ingmar Geiger.
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300 $a viii, 338 p. : $b ill., digital ; $c 24 cm.
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505 0 $a Basic 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.
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