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Account management strategies in B2B sales : generating customer value and building sustainable business relationships - methodology, processes, tools / / Hans-Peter Neeb
| Account management strategies in B2B sales : generating customer value and building sustainable business relationships - methodology, processes, tools / / Hans-Peter Neeb |
| Autore | Neeb Hans-Peter |
| Edizione | [1st ed. 2023.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer, , [2023] |
| Descrizione fisica | 1 online resource (149 pages) |
| Disciplina | 658.812 |
| Soggetto topico |
Customer relations - Management
Sales management |
| ISBN |
9783658404505
9783658404499 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | The new school of thought in sales -- Sales culture and processes -- Key account management in B2B -- Account selection -- Strategy comparison customer company - supplier company -- Core benefits, core messages, win-loss analysis, value proposition -- Top executive relationship program -- Account status analyses. . |
| Record Nr. | UNINA-9910640384203321 |
Neeb Hans-Peter
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| Wiesbaden : , : Springer, , [2023] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Advances in Chinese Brand Management / / edited by John M. T. Balmer, Weifeng Chen
| Advances in Chinese Brand Management / / edited by John M. T. Balmer, Weifeng Chen |
| Edizione | [1st ed. 2017.] |
| Pubbl/distr/stampa | London : , : Palgrave Macmillan UK : , : Imprint : Palgrave Macmillan, , 2017 |
| Descrizione fisica | 1 online resource (X, 354 p.) |
| Disciplina | 658.812 |
| Collana | Journal of Brand Management: Advanced Collections |
| Soggetto topico |
Customer relations - Management
Marketing research Business intelligence International business enterprises Customer Relationship Management Market Research and Competitive Intelligence International Business |
| ISBN |
9781352000115
1352000113 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Section 1: Introdution (Balmer JMT and Chen WF) -- Section 2: China's Brands and Corporate Brand Communications in China: In Context -- Balmer, JMT. and Chen, W. 'China's brands, China's brand development strategies and corporate brand communications in China' -- Section 3: Corporate Heritage Brands in China -- Balmer, John MT, and Weifeng Chen.) "Corporate heritage brands in China. Consumer engagement with China's most celebrated corporate heritage brand-Tong Ren Tang: 同仁堂." -- Schroeder, Jonathan, Janet Borgerson, and Zhiyan Wu. "A brand culture approach to Chinese cultural heritage brands." -- Section 4: Luxury Brands in China -- Heine, Klaus, and Michel Gutsatz. "Luxury brand building in China: Eight case studies and eight lessons learned." -- Peng. N and Chen, AH "Consumer perspectives of cultural branding: The case of Burberry in Taiwan -- Section 5: Managing thebrand name and logo -- Dong, L. C. and Helms, M.M. Brand name translation model: A case analysis of US brands in china -- Schmitt, Bernd, and Shi Zhang."Selecting the right brand name: An examination of tacit and explicit linguistic knowledge in name translations." -- Chen, T. Ma K, Zheng, C and Wang H "The effects of sub-brands and brand name structure on extension evaluation: An empirical study based on Chinese culture" -- Section 6: Brand Building in China -- Sun, Qin, and Audhesh Paswan. "Country branding through Olympic Games." -- Na, and Fang Wan. "A configurational perspective of branding capabilities development in emerging economies: The case of the Chinese cellular phone industry." -- Tang Y-C. Liou F_M, and Peng S-y B2B brand extension to the B2C market-The case of the ICT industry in Taiwan -- Section 7: Brand Buying Behaviour in China -- Lin, Z., and He, X. The images of foreign versus domestic retailer brands in China: A model of corporate brand image and store image -- Yu, C., and Bastin, M. Hedonic shopping value and impulse buying behavior in transitional economies: A symbiosis in the mainland china marketplace -- Bian, X., and Veloutsou, C. Consumers' attitudes regarding non-deceptive counterfeit brands in the UK and China. |
| Record Nr. | UNINA-9910150188103321 |
| London : , : Palgrave Macmillan UK : , : Imprint : Palgrave Macmillan, , 2017 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Advances in Corporate Branding / / edited by John M. T. Balmer, Shaun M. Powell, Joachim Kernstock, Tim Oliver Brexendorf
| Advances in Corporate Branding / / edited by John M. T. Balmer, Shaun M. Powell, Joachim Kernstock, Tim Oliver Brexendorf |
| Edizione | [1st ed. 2017.] |
| Pubbl/distr/stampa | London : , : Palgrave Macmillan UK : , : Imprint : Palgrave Macmillan, , 2017 |
| Descrizione fisica | 1 online resource (XIII, 205 p.) |
| Disciplina | 658.812 |
| Collana | Journal of Brand Management: Advanced Collections |
| Soggetto topico |
Customer relations - Management
Strategic planning Leadership Industrial organization Customer Relationship Management Business Strategy and Leadership Organization |
| ISBN |
9781352000085
1352000083 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Chapter 1 Introduction: Current state and future directions for research on corporate brand management -- Chapter 2 Explicating corporate brands and their management: Reflections and directions from 1995 -- Chapter 3 The importance of corporate brand personality traits to a successful 21st century business -- Chapter 4 Managing the franchised brand: The franchisees' perspective -- Chapter 5 Alliance brands: Building corporate brands through strategic alliances? -- Chapter 6 The role of internal branding in the delivery of employee brand promise -- Chapter 7 An integrated approach to corporate branding -- Chapter 8 Finding sources of brand value: Developing a stakeholder model of brand equity -- Chapter 9 The organic view of the brand: A brand value co-creation model -- Chapter 10 Corporate brand orientation: What is it? What of it?. . |
| Record Nr. | UNINA-9910150188203321 |
| London : , : Palgrave Macmillan UK : , : Imprint : Palgrave Macmillan, , 2017 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Advances in Luxury Brand Management / / edited by Jean-Noël Kapferer, Joachim Kernstock, Tim Oliver Brexendorf, Shaun M. Powell
| Advances in Luxury Brand Management / / edited by Jean-Noël Kapferer, Joachim Kernstock, Tim Oliver Brexendorf, Shaun M. Powell |
| Edizione | [1st ed. 2017.] |
| Pubbl/distr/stampa | Cham : , : Springer International Publishing : , : Imprint : Palgrave Macmillan, , 2017 |
| Descrizione fisica | 1 online resource (X, 256 p. 15 illus.) |
| Disciplina | 658.812 |
| Collana | Journal of Brand Management: Advanced Collections |
| Soggetto topico |
Branding (Marketing)
Consumer behavior Marketing research Business intelligence Customer relations - Management Branding Consumer Behavior Market Research and Competitive Intelligence Customer Relationship Management |
| ISBN |
9783319511276
3319511270 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910254922503321 |
| Cham : , : Springer International Publishing : , : Imprint : Palgrave Macmillan, , 2017 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Advances in National Brand and Private Label Marketing : 10th International Conference, 2023 / / edited by Juan Carlos Gázquez-Abad, Francisco J. Martínez-López, Katrijn Gielens
| Advances in National Brand and Private Label Marketing : 10th International Conference, 2023 / / edited by Juan Carlos Gázquez-Abad, Francisco J. Martínez-López, Katrijn Gielens |
| Autore | Gázquez-Abad Juan Carlos |
| Edizione | [1st ed. 2023.] |
| Pubbl/distr/stampa | Cham : , : Springer Nature Switzerland : , : Imprint : Springer, , 2023 |
| Descrizione fisica | 1 online resource (156 pages) |
| Disciplina | 658.827 |
| Altri autori (Persone) |
Martínez-LópezFrancisco J
GielensKatrijn |
| Collana | Springer Proceedings in Business and Economics |
| Soggetto topico |
Branding (Marketing)
Ethnopsychology Customer relations - Management Branding Cross-Cultural Psychology Customer Relationship Management |
| ISBN |
9783031328947
9783031328930 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910726274303321 |
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Gázquez-Abad Juan Carlos
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| Cham : , : Springer Nature Switzerland : , : Imprint : Springer, , 2023 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Advances in National Brand and Private Label Marketing : 12th International Conference on Global Retail Brand Management, Dallas, Texas, USA, 2025 / / edited by Raj Sethuraman, Juan Carlos Gázquez-Abad, José Luis Ruiz-Real
| Advances in National Brand and Private Label Marketing : 12th International Conference on Global Retail Brand Management, Dallas, Texas, USA, 2025 / / edited by Raj Sethuraman, Juan Carlos Gázquez-Abad, José Luis Ruiz-Real |
| Autore | Sethuraman Raj |
| Edizione | [1st ed. 2025.] |
| Pubbl/distr/stampa | Cham : , : Springer Nature Switzerland : , : Imprint : Springer, , 2025 |
| Descrizione fisica | 1 online resource (176 pages) |
| Disciplina | 658.827 |
| Altri autori (Persone) |
Gázquez-AbadJuan Carlos
Ruiz-RealJosé Luis |
| Collana | Springer Proceedings in Business and Economics |
| Soggetto topico |
Branding (Marketing)
Retail trade Ethnopsychology Customer relations - Management Branding Trade and Retail Cross-Cultural Psychology Customer Relationship Management |
| ISBN | 3-031-97133-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9911022165903321 |
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Sethuraman Raj
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| Cham : , : Springer Nature Switzerland : , : Imprint : Springer, , 2025 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Advances in National Brand and Private Label Marketing : 11th International Conference, Oxford, UK, 2024 / / edited by Juan Carlos Gázquez-Abad, Nicoletta Occhiocupo, José Luis Ruiz-Real
| Advances in National Brand and Private Label Marketing : 11th International Conference, Oxford, UK, 2024 / / edited by Juan Carlos Gázquez-Abad, Nicoletta Occhiocupo, José Luis Ruiz-Real |
| Edizione | [1st ed. 2024.] |
| Pubbl/distr/stampa | Cham : , : Springer Nature Switzerland : , : Imprint : Springer, , 2024 |
| Descrizione fisica | 1 online resource (153 pages) |
| Disciplina | 658.827 |
| Collana | Springer Proceedings in Business and Economics |
| Soggetto topico |
Branding (Marketing)
Ethnopsychology Customer relations - Management Branding Cross-Cultural Psychology Customer Relationship Management |
| ISBN | 3-031-69192-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. The Progression of Sustainable Private Label Marketing: A Literature Review of Past Achievements and Future Promises -- 2. National Brands and Private Labels: An Old Friendship -- 3. Emotional Value and Brand Attachment towards Private Label Brands: The Influence on Value Co-creation Behaviour and Customer Engagement -- 4. Fuelling Competition across Petrol Retail Brands: A discussion paper on the role of marketing as evidence of anti-competitive collusion -- 5. Acquiring Customers Through Click-and Collect, Price Matching, and Environmental Information -- 6. Generic Drug Shortages and Undifferentiated Competition -- 7. Is It Fun to Buy Fake Products In Street Vending? The Moderating Effect of the Predisposition to Make Rational Decisions -- 8. The Impact of Nutri-Score Label on Food Packages on Consumer Responses: An Eye Tracking Study in India -- 9. Sustainable Line Extensions as a Blueprint for Brand Visibility: Learning from the NoLo Spirits Experience -- 10. Beyond Labelling: Brand Perception in Preferences for Sustainable Pork Products -- 11. Building Upon Retailers’ Absorptive Capacity to Boost the Innovation Process During Times of Emergency -- 12. What Will Be the Areas of Competition between NB and PL in the Metaverse -- 13. How Has Assortment Size in Staples Categories Evolved over the Last Decade? The Case of Beer in Spain -- 14. “Unless I See, I Do Not Buy”: Display Share Impact on Private Label Online Sales -- 15. The Relationship between Retail Assortment Size and Sales What Do We Know So Far. |
| Record Nr. | UNINA-9910886990903321 |
| Cham : , : Springer Nature Switzerland : , : Imprint : Springer, , 2024 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Artificial Intelligence along the Customer Journey : A Customer Experience Perspective / / by Ada Maria Barone, Emanuela Stagno
| Artificial Intelligence along the Customer Journey : A Customer Experience Perspective / / by Ada Maria Barone, Emanuela Stagno |
| Autore | Barone Ada Maria |
| Edizione | [1st ed. 2023.] |
| Pubbl/distr/stampa | Cham : , : Springer Nature Switzerland : , : Imprint : Palgrave Macmillan, , 2023 |
| Descrizione fisica | 1 online resource (xiii,127 pages) : illustrations |
| Disciplina | 658.80028563 |
| Soggetto topico |
Consumer behavior
Technological innovations Telemarketing Internet marketing Customer relations - Management Consumer Behavior Innovation and Technology Management Digital Marketing Customer Relationship Management |
| ISBN | 9783031487927 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Chapter 1. Introduction -- 1. A brief guide to artificial intelligence -- 2. Key artificial intelligence technologies along the customer journey -- 2.1. AI-powered self-service technologies -- 2.2. Chatbots -- 2.3. Voice assistants -- 2.4. Service robots -- 2.5. Augmented reality -- 2.6. Virtual reality -- 3. A new framework for modelling artificial intelligence technologies along the customer journey -- 3.1. Study design and procedure -- 3.2. Study results -- 4. A customer experience perspective on artificial intelligence -- 5. Appendix -- 6. References -- Chapter 2. AI-powered self-service technologies -- 1. Conventional vs. AI-powered SSTs: key characteristics and differences -- 2. AI-based SSTs: the rise of checkout-free and just walk out technologies -- 3. AI-powered self-service technologies along the customer journey: current applications and potential for the future -- 4. Conclusion -- 5. References -- Chapter 3. Chatbots -- 1. What are chatbots and why they are important for customer experience -- 2. The drivers of consumers’ cognitive, affective, and behavioural responses to chatbots -- 2.1 Consumers’ expectations and perceptions of chatbots -- 2.2. How to design chatbots for successful customer experiences: the role of human-like features -- 2.3 Disclosure of chatbot identity -- 3. The impact of chatbots on the customer journey: what we know so far and directions for future research -- 4. Conclusion -- 5. References -- Chapter 4. Voice Assistants -- 1. Drivers of VAs’ adoption -- 2. Privacy concerns as a deterrent of VA adoption -- 3. The impact of voice assistants on the customer journey -- 4. Directions for future research -- 5. Conclusion -- 6. References -- Chapter 5. Robots in Retail -- 1. Service robots and their main characteristics -- 2. When and why do consumers prefer robots over human employees? -- 3. Collaboration between robots and service employees -- 4. Service robots across the customer journey -- 5. Service robots in the face of service failure -- 6. Directions for futureresearch -- 7. Conclusion -- 8. References -- Chapter 6. Augmented Reality -- 1. Augmented reality in advertising: the power of AR in the pre-purchase stage -- 2. Augmented reality in retailing: virtual try-on applications -- 3. Augmented reality in retailing: augmented environments and product presentations -- 4. Directions for the future for augmented reality across the customer journey: business opportunities and avenues for further research -- 5. Conclusion -- 6. References -- Chapter 7. Virtual Reality and the Customer Journey -- 1. The main dimensions of virtual reality -- 2. Virtual reality experiences in the customer journey -- 3. Directions for future research -- 4. Conclusion -- 5. References -- Chapter 8. Conclusions -- 1. References -- Index. |
| Record Nr. | UNINA-9910799483503321 |
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Barone Ada Maria
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| Cham : , : Springer Nature Switzerland : , : Imprint : Palgrave Macmillan, , 2023 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Artificial intelligence for customer relationship management : solving customer problems / / Boris Galitsky
| Artificial intelligence for customer relationship management : solving customer problems / / Boris Galitsky |
| Autore | Galitsky Boris |
| Edizione | [1st ed. 2021.] |
| Pubbl/distr/stampa | Cham, Switzerland : , : Springer, , [2021] |
| Descrizione fisica | 1 online resource (XIX, 463 p. 226 illus., 112 illus. in color.) |
| Disciplina | 005.437 |
| Collana | Human-Computer Interaction Series |
| Soggetto topico |
User interfaces (Computer systems)
Customer relations - Management Artificial intelligence |
| ISBN | 3-030-61641-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Chatbots for CRM and Dialogue Management -- Recommendation by Joining a Human Conversation -- Adjusting Chatbot Conversation to User Personality and Mood -- A Virtual Social Promotion Chatbot with Persuasion and Rhetorical Coordination -- Concluding a CRM Session -- Truth, Lie and Hypocrisy -- Reasoning for Resolving Customer Complaints- Concept-based Learning of Complainant’s Behavior -- Reasoning and Simulation of Mental Attitudes of a Customer -- CRM Becomes Seriously Ill -- Conclusions. |
| Record Nr. | UNINA-9910483390703321 |
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Galitsky Boris
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| Cham, Switzerland : , : Springer, , [2021] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Artificial intelligence for customer relationship management : solving customer problems / / Boris Galitsky
| Artificial intelligence for customer relationship management : solving customer problems / / Boris Galitsky |
| Autore | Galitsky Boris |
| Edizione | [1st ed. 2021.] |
| Pubbl/distr/stampa | Cham, Switzerland : , : Springer, , [2021] |
| Descrizione fisica | 1 online resource (XIX, 463 p. 226 illus., 112 illus. in color.) |
| Disciplina | 005.437 |
| Collana | Human-Computer Interaction Series |
| Soggetto topico |
User interfaces (Computer systems)
Customer relations - Management Artificial intelligence |
| ISBN | 3-030-61641-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Chatbots for CRM and Dialogue Management -- Recommendation by Joining a Human Conversation -- Adjusting Chatbot Conversation to User Personality and Mood -- A Virtual Social Promotion Chatbot with Persuasion and Rhetorical Coordination -- Concluding a CRM Session -- Truth, Lie and Hypocrisy -- Reasoning for Resolving Customer Complaints- Concept-based Learning of Complainant’s Behavior -- Reasoning and Simulation of Mental Attitudes of a Customer -- CRM Becomes Seriously Ill -- Conclusions. |
| Record Nr. | UNISA-996464437703316 |
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Galitsky Boris
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| Cham, Switzerland : , : Springer, , [2021] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. di Salerno | ||
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