LEADER 04023nam 22007455 450 001 9910298510003321 005 20200920124743.0 010 $a3-662-43856-9 024 7 $a10.1007/978-3-662-43856-5 035 $a(CKB)3710000000251227 035 $a(EBL)1966955 035 $a(OCoLC)892919291 035 $a(SSID)ssj0001353680 035 $a(PQKBManifestationID)11786804 035 $a(PQKBTitleCode)TC0001353680 035 $a(PQKBWorkID)11316421 035 $a(PQKB)11615310 035 $a(DE-He213)978-3-662-43856-5 035 $a(MiAaPQ)EBC1966955 035 $a(PPN)181349663 035 $a(EXLCZ)993710000000251227 100 $a20140930d2015 u| 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aBusiness Relationship Management and Marketing $eMastering Business Markets /$fedited by Michael Kleinaltenkamp, Wulff Plinke, Ingmar Geiger 205 $a1st ed. 2015. 210 1$aBerlin, Heidelberg :$cSpringer Berlin Heidelberg :$cImprint: Springer,$d2015. 215 $a1 online resource (342 p.) 225 1 $aSpringer Texts in Business and Economics,$x2192-4333 300 $aDescription based upon print version of record. 311 $a3-662-43855-0 320 $aIncludes bibliographical references and index. 327 $aBasic 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. 330 $aRelationship management, key account management and customer orientation are concepts that have become central to modern management. This book is dedicated to illustrating and reflecting these concepts and their corresponding methods and instruments in depth. It is thereby focused on the business-to-business realm and equally applies to traditional industrial markets as well as to business-to-business services. Contributions include state-of-the-art research results that are conveyed in a comprehensible fashion to be applied in both executive education as well as in practice. 410 0$aSpringer Texts in Business and Economics,$x2192-4333 606 $aMarketing 606 $aMarket research 606 $aLeadership 606 $aSales management 606 $aMarketing$3https://scigraph.springernature.com/ontologies/product-market-codes/513000 606 $aMarket Research/Competitive Intelligence$3https://scigraph.springernature.com/ontologies/product-market-codes/513030 606 $aBusiness Strategy/Leadership$3https://scigraph.springernature.com/ontologies/product-market-codes/515010 606 $aSales/Distribution$3https://scigraph.springernature.com/ontologies/product-market-codes/524000 615 0$aMarketing. 615 0$aMarket research. 615 0$aLeadership. 615 0$aSales management. 615 14$aMarketing. 615 24$aMarket Research/Competitive Intelligence. 615 24$aBusiness Strategy/Leadership. 615 24$aSales/Distribution. 676 $a338.00151 702 $aKleinaltenkamp$b Michael$4edt$4http://id.loc.gov/vocabulary/relators/edt 702 $aPlinke$b Wulff$4edt$4http://id.loc.gov/vocabulary/relators/edt 702 $aGeiger$b Ingmar$4edt$4http://id.loc.gov/vocabulary/relators/edt 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910298510003321 996 $aBusiness Relationship Management and Marketing$92544218 997 $aUNINA