國立高雄大學圖資館 |

語系: 繁體中文

說明(常見問題)

圖資館首頁

登入

回首頁

切換: 標籤 | MARC模式 | ISBD

Which customers pay?predicting value...

Beirau, David.

Which customers pay?predicting value pre and post sales /

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	Which customers pay?by David Beirau.
其他題名:	predicting value pre and post sales /
作者:	Beirau, David.
出版者:	Wiesbaden :Springer Fachmedien Wiesbaden :2020.
面頁冊數:	xvii, 191 p. :ill., digital ;24 cm.
Contained By:	Springer eBooks
標題:	Customer relationsManagement.
電子資源:	https://doi.org/10.1007/978-3-658-28137-3
ISBN:	9783658281373$q(electronic bk.)

Which customers pay?predicting value pre and post sales /
Beirau, David.

Which customers pay?predicting value pre and post sales /[electronic resource] :by David Beirau. - Wiesbaden :Springer Fachmedien Wiesbaden :2020. - xvii, 191 p. :ill., digital ;24 cm. - Kundenmanagement & electronic commerce,2627-3233. - Kundenmanagement & electronic commerce..

Customer Relationship Management -- Organizational Buying -- Relationship Value -- Reasoning of Customers to Provide Value -- Study 1: Opportunity Management -- Study 2: Value Management -- Limitations and Managerial Implications.

The main goal of this book is explaining which customers create value for suppliers and thereby realizes a better understanding of how suppliers can improve their revenue for value proposition and value creation in industrial markets. Two studies examine customer characteristics which moderate the relationship between supplier behavior and sales performance. The results support companies to identify and target customer contact persons and companies who show higher potential to create future value to the supplier and, therefore, should be approached and maintained. Contents Customer Relationship Management Organizational Buying Relationship Value Reasoning of Customers to Provide Value Study 1: Opportunity Management Study 2: Value Management Limitations and Managerial Implications Target Groups Researchers in the field of customer relationship management, sales management, and marketing management Sales manager, marketing manager, and sales representatives The Author David Beirau works as a sales specialist for a global distributor and manufacturer of laboratory products.

ISBN: 9783658281373$q(electronic bk.)

Standard No.: 10.1007/978-3-658-28137-3doiSubjects--Topical Terms:

202165
Customer relations
--Management.

LC Class. No.: HF5415.5

Dewey Class. No.: 658.812

Which customers pay?predicting value pre and post sales /
LDR:02354nmm a2200337 a 4500 001 577576
003 DE-He213
005 20200221105752.0
006 m d
007 cr nn 008maaau
008 201203s2020 gw s 0 eng d
020 $a 9783658281373$q(electronic bk.)
020 $a 9783658281366$q(paper)
024 7 $a 10.1007/978-3-658-28137-3 $2 doi
035 $a 978-3-658-28137-3
040 $a GP $c GP
041 0 $a eng
050 4 $a HF5415.5
072 7 $a KJS $2 bicssc
072 7 $a BUS058000 $2 bisacsh
072 7 $a KJS $2 thema
082 0 4 $a 658.812 $2 23
090 $a HF5415.5 $b .B422 2020
100 1 $a Beirau, David. $3 866017
245 1 0 $a Which customers pay? $h [electronic resource] : $b predicting value pre and post sales / $c by David Beirau.
260 $a Wiesbaden : $b Springer Fachmedien Wiesbaden : $b Imprint: Springer Gabler, $c 2020.
300 $a xvii, 191 p. : $b ill., digital ; $c 24 cm.
490 1 $a Kundenmanagement & electronic commerce, $x 2627-3233
505 0 $a Customer Relationship Management -- Organizational Buying -- Relationship Value -- Reasoning of Customers to Provide Value -- Study 1: Opportunity Management -- Study 2: Value Management -- Limitations and Managerial Implications.
520 $a The main goal of this book is explaining which customers create value for suppliers and thereby realizes a better understanding of how suppliers can improve their revenue for value proposition and value creation in industrial markets. Two studies examine customer characteristics which moderate the relationship between supplier behavior and sales performance. The results support companies to identify and target customer contact persons and companies who show higher potential to create future value to the supplier and, therefore, should be approached and maintained. Contents Customer Relationship Management Organizational Buying Relationship Value Reasoning of Customers to Provide Value Study 1: Opportunity Management Study 2: Value Management Limitations and Managerial Implications Target Groups Researchers in the field of customer relationship management, sales management, and marketing management Sales manager, marketing manager, and sales representatives The Author David Beirau works as a sales specialist for a global distributor and manufacturer of laboratory products.
650 0 $a Customer relations $x Management. $3 202165
650 1 4 $a Sales/Distribution. $3 737137
650 2 4 $a Marketing. $3 182957
710 2 $a SpringerLink (Online service) $3 273601
773 0 $t Springer eBooks
830 0 $a Kundenmanagement & electronic commerce. $3 866018
856 4 0 $u https://doi.org/10.1007/978-3-658-28137-3
950 $a Business and Management (Springer-41169)