04023nam 22007455 450 991029851000332120200920124743.03-662-43856-910.1007/978-3-662-43856-5(CKB)3710000000251227(EBL)1966955(OCoLC)892919291(SSID)ssj0001353680(PQKBManifestationID)11786804(PQKBTitleCode)TC0001353680(PQKBWorkID)11316421(PQKB)11615310(DE-He213)978-3-662-43856-5(MiAaPQ)EBC1966955(PPN)181349663(EXLCZ)99371000000025122720140930d2015 u| 0engur|n|---|||||txtccrBusiness Relationship Management and Marketing Mastering Business Markets /edited by Michael Kleinaltenkamp, Wulff Plinke, Ingmar Geiger1st ed. 2015.Berlin, Heidelberg :Springer Berlin Heidelberg :Imprint: Springer,2015.1 online resource (342 p.)Springer Texts in Business and Economics,2192-4333Description based upon print version of record.3-662-43855-0 Includes bibliographical references and index.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.Springer Texts in Business and Economics,2192-4333MarketingMarket researchLeadershipSales managementMarketinghttps://scigraph.springernature.com/ontologies/product-market-codes/513000Market Research/Competitive Intelligencehttps://scigraph.springernature.com/ontologies/product-market-codes/513030Business Strategy/Leadershiphttps://scigraph.springernature.com/ontologies/product-market-codes/515010Sales/Distributionhttps://scigraph.springernature.com/ontologies/product-market-codes/524000Marketing.Market research.Leadership.Sales management.Marketing.Market Research/Competitive Intelligence.Business Strategy/Leadership.Sales/Distribution.338.00151Kleinaltenkamp Michaeledthttp://id.loc.gov/vocabulary/relators/edtPlinke Wulffedthttp://id.loc.gov/vocabulary/relators/edtGeiger Ingmaredthttp://id.loc.gov/vocabulary/relators/edtMiAaPQMiAaPQMiAaPQBOOK9910298510003321Business Relationship Management and Marketing2544218UNINA