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.. C'era una volta un'impresa ... : l'heritage marketing come nuova leva strategica applicata / Michela Chirco
| .. C'era una volta un'impresa ... : l'heritage marketing come nuova leva strategica applicata / Michela Chirco |
| Autore | Chirco, Michela |
| Pubbl/distr/stampa | Roma, : Eurilink, 2016 |
| Descrizione fisica | 111 p. : ill. ; 24 cm |
| Disciplina | 658.804 |
| Collana | Alumnia |
| Soggetto non controllato | Aziende - Marketing - Strategia |
| ISBN | 978-88-97931-68-3 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ita |
| Record Nr. | UNINA-9910436353203321 |
Chirco, Michela
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| Roma, : Eurilink, 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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B2B Customer Engagement Strategy : An Introduction to Managing Customer Experience / / by Daniel D. Prior
| B2B Customer Engagement Strategy : An Introduction to Managing Customer Experience / / by Daniel D. Prior |
| Autore | Prior Daniel D. |
| Edizione | [1st ed. 2023.] |
| Pubbl/distr/stampa | Cham : , : Springer International Publishing : , : Imprint : Palgrave Macmillan, , 2023 |
| Descrizione fisica | 1 online resource (233 pages) |
| Disciplina |
658.812
658.804 |
| Soggetto topico |
Customer relations - Management
Marketing Customer Relationship Management |
| ISBN |
9783031234095
9783031234088 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. What is Customer Engagement ? -- 2. CE Context -- 3. Customer Experience (CX) and Customer Journey -- 4. The Case for CE Capability -- 5. Customer Journey Management -- 6. Customer Relationship Management (CRM) -- 7. Customer Communications -- 8. Analytics and Insight -- 9. CE Capability Maturity -- 10. Current Issues in CE. . |
| Record Nr. | UNINA-9910686793103321 |
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Prior Daniel D.
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| Cham : , : Springer International Publishing : , : Imprint : Palgrave Macmillan, , 2023 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Business marketing : il progetto-cliente nell'era del web / Lagioni Iginio, Loretta Battaglia Glauco T. Savorgnani
| Business marketing : il progetto-cliente nell'era del web / Lagioni Iginio, Loretta Battaglia Glauco T. Savorgnani |
| Autore | LAGIONI, Iginio |
| Edizione | [2. ed. riv. e ampliata] |
| Pubbl/distr/stampa | Milano : Tecniche Nuove, 1998 |
| Descrizione fisica | XX, 516 p. : ill. ; 25 cm. |
| Disciplina | 658.804 |
| Soggetto topico |
Marketing
Commercio elettronico |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ita |
| Record Nr. | UNISA-990001081220203316 |
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LAGIONI, Iginio
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| Milano : Tecniche Nuove, 1998 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. di Salerno | ||
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Essential B2B Marketing Strategies : Theories, Cases and Concepts for a Contemporary World / / by Naushaba Chowdhury, Pravin Balaraman, Jonathan Liu, Ibrahim Sirkeci, Jonathan A.J. Wilson
| Essential B2B Marketing Strategies : Theories, Cases and Concepts for a Contemporary World / / by Naushaba Chowdhury, Pravin Balaraman, Jonathan Liu, Ibrahim Sirkeci, Jonathan A.J. Wilson |
| Autore | Chowdhury Naushaba |
| Edizione | [1st ed. 2025.] |
| Pubbl/distr/stampa | Cham : , : Springer Nature Switzerland : , : Imprint : Palgrave Macmillan, , 2025 |
| Descrizione fisica | 1 online resource (233 pages) |
| Disciplina | 658.804 |
| Altri autori (Persone) |
BalaramanPravin
LiuJonathan SirkeciIbrahim WilsonJonathan A. J |
| Soggetto topico | Marketing |
| ISBN | 3-031-91104-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Chapter 1: The Challenging and Changing B2B Landscape -- Chapter 2: Marketing Theories under the B2B Lens -- Chapter 3: B2B Marketing Mix -- Chapter 4: Exploring B2B Marketing Strategies -- Chapter 5: Ethics and Sustainability in B2B Marketing -- Chapter 6: Competitive Advantage through B2B Marketing -- Chapter 7: B2B Marketing in the Service Era -- Chapter 8: Servitization -- Chapter 9: B2B Marketing Technology -- Chapter 10: Leadership and People in B2B Marketing -- Chapter 11 Supply Networks in B2B -- Chapter 12: Artificial intelligence in B2B Marketing. |
| Record Nr. | UNINA-9911011771503321 |
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Chowdhury Naushaba
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| Cham : , : Springer Nature Switzerland : , : Imprint : Palgrave Macmillan, , 2025 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Industrial marketing strategy / Frederick E. Webster Jr
| Industrial marketing strategy / Frederick E. Webster Jr |
| Autore | Webster, Frederick E. <Jr.> |
| Pubbl/distr/stampa | New York [etc.], : J. Wiley & sons, c1979 |
| Descrizione fisica | XVI, 279 p. : ill. ; 24 cm. |
| Disciplina |
658.8
658.804 |
| Collana | Ronald series on marketing management |
| Soggetto topico | Marketing industriale |
| ISBN | 0471048798 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNISANNIO-MIL0346885 |
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Webster, Frederick E. <Jr.>
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| New York [etc.], : J. Wiley & sons, c1979 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. del Sannio | ||
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Integrated Product and Sales Management in B2B : Developing, Managing and Selling Technology Based Industrial Products Profitably / / Claus Tintelnot
| Integrated Product and Sales Management in B2B : Developing, Managing and Selling Technology Based Industrial Products Profitably / / Claus Tintelnot |
| Autore | Tintelnot Claus |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | Wiesbaden, Germany : , : Springer Fachmedien Wiesbaden GmbH, , [2023] |
| Descrizione fisica | 1 online resource (318 pages) |
| Disciplina | 658.804 |
| Soggetto topico |
Industrial marketing
Product management Sales management |
| ISBN | 3-658-42227-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Intro -- Preface -- Contents -- 1 Classification of Integrated Product and Sales Management -- Abstract -- 1.1 Corporate Strategy -- 1.1.1 Defining a Business Mission -- 1.1.2 Achieving Expected Business Success -- 1.1.3 Partnerships for Achieving Corporate Goals-Make or Buy, Company Foundation or M& -- A -- 1.2 Leadership, Management, and Self-Management -- 1.3 Organization of Product and Sales Management -- 1.3.1 Organization of Product Management in the Matrix -- 1.3.2 Organizational Structures for Product and Sales Management -- References -- 2 Product Management -- Abstract -- 2.1 Basics of Product Management -- 2.2 Strategic Core Functions and Tasks of Product Management -- 2.2.1 Competitive Strategy -- 2.2.1.1 Factors Influencing Competitive Strategy -- 2.2.1.2 Technology Competence of Competitors -- 2.2.1.3 Price Competition and Management -- 2.2.2 Product Strategy and Innovation Management -- 2.2.2.1 Price Positioning -- 2.2.2.2 Product and Performance Focus -- 2.2.2.3 Innovations and Synergies-Standardization Versus Individualization -- 2.2.2.4 Service as Differentiation and as a Business Model -- 2.3 Market Strategy -- 2.3.1 Strategic Planning Scenarios and Objectives -- 2.3.1.1 Market Research for Customer Behavior and Needs -- 2.3.1.2 Market Research for Competitor Behavior and Their Offerings -- 2.3.2 Product and Service Planning -- 2.3.2.1 Product and Service Roadmap -- 2.3.2.2 Medium and Long-term Planning -- 2.3.3 Product and Service Controlling -- 2.4 Product Creation Process and Value Chain up to Market Launch -- 2.4.1 Research-Basic Research and Applied Research (Basic Development) -- 2.4.2 Technology development -- 2.4.3 Pre-development and Product Development -- 2.4.4 Development of Hardware, Software, and Services-Influence of Digitalization and Industrial IoT -- 2.4.4.1 Development with Target Costing.
2.4.4.2 Commercial and Technical Value of a Solution -- 2.4.5 Product Types and Appropriate Product Development -- 2.4.5.1 Development of Standard Products and Components with Long-term Planning -- 2.4.5.2 Development of Customer Specific Products-Solution Business -- 2.4.6 Classic Product Development Versus Agile Development Methods -- 2.4.6.1 Classic Methodical Product Development with Evaluation Steps and Gates -- 2.4.6.2 Agile Development Methods -- 2.4.7 Problem Solving and Innovations through Knowledge and Creativity Techniques -- 2.4.8 Partnerships and Contracting out in Product Development -- 2.4.9 Laboratory Tests, Approvals, Listings, and Patent Applications -- 2.4.10 Parallel Development of Product and Production Technology-Simultaneous Engineering -- 2.5 Market Launch and the Roles of Product Management, Sales, and Marketing -- 2.5.1 Internal Training for Own Sales Staff, Sales Representatives, and Distributors -- 2.5.2 Industry, In-house Exhibitions, and Web Presence (Digital Touchpoints) -- 2.5.3 Individualization of Products and Services in B2B -- 2.5.3.1 Customer Specific Products -- 2.5.3.2 Individual Project Business such as Special Machinery and Plant Engineering -- 2.5.3.3 Special Components and Subsystems (OEM Business) -- 2.6 Commissioning, Maintenance, and IIoT Services -- 2.7 Product Life Cycle, "End of Life" of Products, and Requirement for Durable Products -- 2.8 Evaluation and Risk Assessment-Selected Tools for Product and Sales Management -- 2.8.1 Risk of Innovations according to Specht and Beckmann -- 2.8.2 Project Evaluation according to Arthur D. Little -- 2.8.3 SWOT Analysis -- 2.8.4 Strengths-Weaknesses Profiles with "Pros and Cons" -- 2.8.5 Success Factor Analysis -- 2.8.6 ABC Analysis for Classification of Products, Customers, and Other Services -- 2.8.7 Strategy Portfolios. 2.8.7.1 Strategy Portfolio According to BCG (4-Field Matrix) -- 2.8.7.2 McKinsey Strategy Portfolio (9-field Matrix) -- 2.8.8 Waterfall vs. Pie Charts -- 2.9 Weaknesses of Product Management-Organizational Responsibilities -- Anchor 60 -- References -- 3 Sales Management -- Abstract -- 3.1 Sales Strategy and Objectives-What is Sales? -- 3.2 Competitors and Own Company-Customer Surveys -- 3.3 Differentiation from Competitors -- 3.3.1 Differentiation Through Product Offerings and Service -- 3.3.2 Differentiation Through Branding -- 3.4 Decision-Makers at the Customer and Influencing Factors -- 3.5 Sales Organization and Sales Control -- 3.5.1 Organizational Structure and International Sales Territories with Subsidiaries in Direct Sales -- 3.5.2 The Dilemma of the Matrix-Products, Industries, and Regions or Countries -- 3.5.2.1 Customers in the Value Chain in B2B and B2D -- 3.5.2.2 Field Sales for Direct Business in B2B -- 3.5.2.3 Specialized Sales for Direct Business of Products and Services in B2B -- 3.5.2.4 Key Account and OEM Support for Direct Business in B2B -- 3.5.3 Multichannel Distribution -- 3.5.3.1 Indirect Sales via Representative and Distributers-B2D2B -- 3.5.3.2 E-commerce with Sales Portals and Integrated Systems in B2B, B2D, and C2O -- 3.5.3.3 Project Business with Customers, End Customers or Plant Operators -- 3.5.4 Sales Steering with Customer Prioritization -- 3.5.4.1 Sales Control with International Pricing -- 3.5.4.2 Sales Steering with Sales Back-office -- 3.5.4.3 Value- and resource-oriented Sales Management -- 3.6 Target Agreements in Sales-Motivation Through Salary, Bonuses, and Incentives -- 3.6.1 Bonus System and Performance Measures -- 3.6.2 Target Agreements -- 3.6.3 Control Measures to Prevent Bonus Manipulations -- 3.7 Sales Controlling, Reporting, and Supply Chain Management. 3.7.1 Basic Aspects of Controlling-Based Sales Management -- 3.7.2 Controlling of Revenue and Margin Development -- 3.7.3 Sales Reporting -- 3.7.3.1 Revenue, Cost, and Profit Planning -- 3.7.3.2 Deviations from the Plan and the Budget -- 3.7.3.3 Monthly Reporting with Highlights and Lowlights -- 3.7.4 Planning Calendar and Sales Forecast -- 3.7.5 Sales Process with CRM Systems, Digital Touchpoints, and Print Media -- 3.8 Sales Training and Coaching -- 3.8.1 Product and Service Trainings -- 3.8.2 Improving Sales Process and Personnel Development -- 3.8.2.1 Individual Sales Coaching -- 3.8.2.2 Individual Personality Coaching for Sales Staff and other Functional Areas -- Anchor 42 -- References -- 4 Customer Contact and Sales Conversation -- Abstract -- 4.1 Building and Maintaining Relationships (Relationship Management) -- 4.2 Cultural Fit-Appearance in Sales-Compliance -- 4.2.1 Kindness and Empathy with Customers -- 4.2.2 Appearance in Sales -- 4.2.3 Compliance -- 4.3 Sales versus Consulting -- 4.4 Who is the Right Contact Person at the Customer? -- 4.4.1 Selling-Center Meets Buying-Center -- 4.4.2 Decision-Maker Pyramid-Speaking Time with Influential People -- 4.5 The Sales Conversation and the Customer Relationship -- 4.5.1 Salesmen Personalities -- 4.5.2 Forms of Personal and Impersonal Sales -- 4.5.3 Preparation and Follow-up of Customer Contacts with CRM Systems -- 4.5.4 Cold Acquisition versus Hot Acquisition -- 4.5.4.1 Cold Calling with Software Support and Telephone Contact -- 4.5.4.2 Warm Acquisition-Sales Leads, Funnel, Pipeline -- 4.5.5 Technical Articles and Conference Contributions -- 4.5.6 Customer Visits or Video Conferences with Appointment and Offers -- 4.5.6.1 Preparation of Customer Visits-Travel Planning, Samples, and Presentations -- 4.5.6.2 Sales Conversations-Who is Likely to Participate and Who Should Participate?. 4.5.6.3 Touchable Samples and Product Presentations with Software -- 4.5.6.4 Accelerate and Record Sales Negotiations -- 4.5.6.5 Follow-up in Sales Processes -- 4.5.6.6 Customer Retention and Effort for Customer Recovery -- 4.6 The Offer and the Purchase Agreement -- 4.6.1 Offer Price, Invoice Price, and Conditions -- 4.6.2 Purchase Contract, Work Contract, Terms and Conditions, SLAs, Liability, and Listings -- 4.6.3 Customer Inquiry Management -- 4.7 Customer Journey and Customer Experience -- 4.7.1 Sales is the Voice of the Customers within the Company -- 4.7.2 Customer Satisfaction with Product or Service-Pre- and After-Sales -- 4.7.3 Customer Satisfaction with Delivery Performance, Payment Terms, Payment Arrears, and Complaint Processing -- 4.7.4 Customer Satisfaction Studies Based on Customer Surveys -- 4.8 Work-Life Balance -- Anchor 37 -- References. |
| Record Nr. | UNINA-9910799224303321 |
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Tintelnot Claus
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| Wiesbaden, Germany : , : Springer Fachmedien Wiesbaden GmbH, , [2023] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / / Joël Le Bon, Carl A. Herman
| Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / / Joël Le Bon, Carl A. Herman |
| Autore | Le Bon Joël (College teacher) |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
| Descrizione fisica | 1 online resource (176 p.) |
| Disciplina | 658.804 |
| Collana | Selling and sales force management collection |
| Soggetto topico |
Selling - Key accounts
Marketing - Key accounts Customer services |
| Soggetto genere / forma | Electronic books. |
| Soggetto non controllato |
Key account management
key account managers large customers complex sales selling center buying center buyer-seller relationships sales management and leadership value co-creation collaborative CRM sales technology |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Key account management, organizational alignment, and the selling center -- 2. Building and delivering value to key accounts -- 3. Leveraging collaborative CRM and technology -- 4. Business customer marketing and key account development -- Conclusion -- Biographies -- References -- Index. |
| Record Nr. | UNINA-9910463747803321 |
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Le Bon Joël (College teacher)
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| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / / Joël Le Bon, Carl A. Herman
| Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / / Joël Le Bon, Carl A. Herman |
| Autore | Le Bon Joël (College teacher) |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
| Descrizione fisica | 1 online resource (176 p.) |
| Disciplina | 658.804 |
| Collana | Selling and sales force management collection |
| Soggetto topico |
Selling - Key accounts
Marketing - Key accounts Customer services |
| Soggetto non controllato |
Key account management
key account managers large customers complex sales selling center buying center buyer-seller relationships sales management and leadership value co-creation collaborative CRM sales technology |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Key account management, organizational alignment, and the selling center -- 2. Building and delivering value to key accounts -- 3. Leveraging collaborative CRM and technology -- 4. Business customer marketing and key account development -- Conclusion -- Biographies -- References -- Index. |
| Record Nr. | UNINA-9910788135103321 |
|
Le Bon Joël (College teacher)
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| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / / Joël Le Bon, Carl A. Herman
| Key account management : strategies to leverage information, technology, and relationships to deliver value to large customers / / Joël Le Bon, Carl A. Herman |
| Autore | Le Bon Joël (College teacher) |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
| Descrizione fisica | 1 online resource (176 p.) |
| Disciplina | 658.804 |
| Collana | Selling and sales force management collection |
| Soggetto topico |
Selling - Key accounts
Marketing - Key accounts Customer services |
| Soggetto non controllato |
Key account management
key account managers large customers complex sales selling center buying center buyer-seller relationships sales management and leadership value co-creation collaborative CRM sales technology |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Key account management, organizational alignment, and the selling center -- 2. Building and delivering value to key accounts -- 3. Leveraging collaborative CRM and technology -- 4. Business customer marketing and key account development -- Conclusion -- Biographies -- References -- Index. |
| Record Nr. | UNINA-9910809209003321 |
|
Le Bon Joël (College teacher)
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| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Key account management : the definitive guide / / Diana Woodburn and Malcolm McDonald
| Key account management : the definitive guide / / Diana Woodburn and Malcolm McDonald |
| Autore | Woodburn Diana |
| Edizione | [3rd ed.] |
| Pubbl/distr/stampa | Chichester, England : , : Wiley Publishing, Inc., , 2011 |
| Descrizione fisica | 1 online resource (498 p.) |
| Disciplina |
658.8
658.804 |
| Soggetto topico |
Selling - Key accounts
Marketing - Key accounts |
| Soggetto genere / forma | Electronic books. |
| ISBN |
0-470-97473-7
1-119-20725-8 0-470-97475-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Key Account Management: The Definitive Guide; Contents; Foreword; Acknowledgements; The purpose of this book; Before you read this book!; List of figures and tables; 1 The crucial role of key account management; Introduction; 1.1 Pressures that have led to growth in customer power; 1.1.1 Summary of the pressures; 1.1.2 Rapid change; 1.1.3 Process refinement; 1.1.4 Redefining the marketplace and pleasing the customers; 1.1.5 Globalization; 1.1.6 Implications; 1.2 Why understanding relationships is so important; 1.2.1 Relationship risks; 1.2.2 Satisfactory return
1.2.3 Implications of joint commitment1.2.4 Misconception and disappointment; 1.3 Increasing complexity of key account relationships; 1.3.1 The consolidation of customers; 1.3.2 Dual roles: the customer may be 'competitor' as well as 'client'; 1.3.3 The development of global businesses that demand global supply; 1.3.4 The accelerating pace of change, particularly as new IT reshapes markets; 1.3.5 The emphasis on strategic alliances; Summary; 2 Selecting and categorizing key customers; Introduction; 2.1 Why is choosing the right customers so important?; 2.1.1 Fulfilling corporate strategy 2.1.2 Selecting for superior returns2.1.3 How many key accounts?; 2.2 Selection criteria; 2.2.1 Identifying customers; 2.2.2 Choosing selection criteria; 2.2.3 Applying selection criteria; 2.3 Categorizing key customers; 2.3.1 The key account selection matrix; 2.3.2 Relative business strength; 2.3.3 Rebuffs and exits; 2.3.4 Categorization versus selection: portfolios versus lists; 2.3.5 Allocating scarce resources; Summary; 3 Relationship stages; Introduction; 3.1 Understanding key relationships; 3.1.1 Why do you need to know?; 3.1.2 The hierarchy of key relationships 3.2 Stages in key relationships3.2.1 Exploratory relationships; 3.2.2 Basic relationships; 3.2.3 Cooperative relationships; 3.2.4 Interdependent relationships; 3.2.5 Integrated relationships; 3.2.6 Disintegrating relationships; Summary; 4 Developing key relationships; Introduction; 4.1 The customer's point of view; 4.1.1 What do customers want?; 4.1.2 A deep understanding of the customer; 4.2 Developing relationships; 4.2.1 Choosing the right relationship stage; 4.2.2 Contact mapping; 4.2.3 Relationship-building strategies; 4.2.4 Building an interdependent relationship 4.3 Managing relationships4.3.1 Multilevel relationships; 4.3.2 Avoiding relationship traps; Summary; 5 The buyer perspective; Introduction; 5.1 The purchasing context; 5.1.1 Customer drivers; 5.1.2 Cost reduction; 5.1.3 Risk reduction; 5.2 Buying company strategies; 5.2.1 Strategy independence; 5.2.2 Strategy direction matrix; 5.2.3 Supply chain integration; 5.2.4 Matching strategies; 5.2.5 Supplier delusions; 5.2.6 Trust; 5.3 Balance of power; Summary; 6 Key account profitability; Introduction; 6.1 Profitability in the context of key accounts 6.1.1 Sustainable competitive advantage and key accounts |
| Record Nr. | UNINA-9910130551403321 |
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Woodburn Diana
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| Chichester, England : , : Wiley Publishing, Inc., , 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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