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The Agile Sales : Successfully shaping transformation in sales and service / / by Claudia Thonet
| The Agile Sales : Successfully shaping transformation in sales and service / / by Claudia Thonet |
| Autore | Thonet Claudia |
| Edizione | [1st ed. 2023.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 |
| Descrizione fisica | 1 online resource (254 pages) |
| Disciplina | 658.81 |
| Soggetto topico |
Sales management
Personal coaching Marketing Sales and Distribution Coaching |
| ISBN |
9783658382865
9783658382858 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Culture change in sales -- The new value chain -- Innovation at exploitative and explorative levels -- The agile cycle: from customer requirements to implementation in sales and service -- Architecture and roles -- Frameworks for sales: Open Space Agility Framewwork, Agile Networks, Design Thinking, Service Design Thinking, Teamcanvas, Scrum, Kanban, Shopflor, Delegations Borard -- Moderating Agile - Meeting occasions and designs in sales: Kick-off, Teamforming, Think New, Planning Meeting, Reviews, Shopfloor Meetings, OKR Meetings. |
| Record Nr. | UNINA-9910659478103321 |
Thonet Claudia
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| Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Automotive Aftermarket : Global and Interdisciplinary Perspectives / / edited by Maria Elo, Fotios Katsardis
| Automotive Aftermarket : Global and Interdisciplinary Perspectives / / edited by Maria Elo, Fotios Katsardis |
| Autore | Elo Maria |
| Edizione | [1st ed. 2024.] |
| Pubbl/distr/stampa | Cham : , : Springer International Publishing : , : Imprint : Springer, , 2024 |
| Descrizione fisica | 1 online resource (374 pages) |
| Disciplina | 629.20688 |
| Altri autori (Persone) | KatsardisFotios |
| Collana | Management for Professionals |
| Soggetto topico |
Industries
International business enterprises Production management Management Sales management International Business Operations Management Sales and Distribution |
| ISBN | 3-031-62419-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Introduction -- Part I: Introduction to automotive aftermarket – a system relevant sector -- 2. Automotive aftermarket – introduction to a global business -- 3. Understanding the Automotive Aftermarket -- 4. An expert vignette from the American perspective – John R. Washbish, President and CEO -- 5. THE BIGGEST HIDDEN CHAMPION”- A vignette from Michael Söding, industry veteran from Schaeffler Group -- 6. Right to repair in the automotive industry -- Part II: Perspectives on knowledge, education and talent development -- 7. Marketing Information Systems in the Automotive After Sales Market -- 8. Vocational Education Training (VET) for Electrical Driven Cars: Development of a Training-Concept for the After-Sales Market (Project DIAKOM-E) -- 9. Gender equality at work: Tackling gender equality in senior leadership in the automotive aftermarket -- 10. Acquiring talent for the automotive aftermarket- How sustainability is becoming a key driver in talent acquisition and development for the sector -- Part III: Perspectives on regions, markets and internationalization -- 11. Automotive Aftermarket in the Western Balkans: Opportunities for the Region and the European Automotive Industry -- 12. Service design, marketing and automotive aftermarket- perspectives from a Polish study -- 13. The relevance and perception of African business potentials- German perspectives and strategies on internationalization to Africa -- Part IV: Perspectives on innovation, business ecosystems and global challenges -- 14. Innovation capabilities in the automotive aftermarket: Case study from Automechanika Frankfurt 2022 -- 15. How can the Nordic automotive aftermarket provide opportunities counteracting the challenges of disadvantaged entrepreneurs? -- 16. Automotive Remanufacturing- The ultimate form of circular economy -- 17. Leveraging Car Connectivity in the Automotive Aftermarket and Beyond. |
| Record Nr. | UNINA-9910887887003321 |
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Elo Maria
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| Cham : , : Springer International Publishing : , : Imprint : Springer, , 2024 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Bringing the Soul Back to Marketing : Proceedings of the 2023 AMS World Marketing Congress, Canterbury, UK, July 11–14, 2023 / / edited by Vincent Jeseo, Juliann Allen
| Bringing the Soul Back to Marketing : Proceedings of the 2023 AMS World Marketing Congress, Canterbury, UK, July 11–14, 2023 / / edited by Vincent Jeseo, Juliann Allen |
| Edizione | [1st ed. 2024.] |
| Pubbl/distr/stampa | Cham : , : Springer Nature Switzerland : , : Imprint : Springer, , 2024 |
| Descrizione fisica | 1 online resource (151 pages) |
| Disciplina | 658.8 |
| Collana | Developments in Marketing Science: Proceedings of the Academy of Marketing Science |
| Soggetto topico |
Marketing
Strategic planning Leadership Sales management Business Strategy and Leadership Sales and Distribution |
| ISBN | 3-031-53286-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Mass Customization’s Online Sales Configurator Capabilities and Purchase Intention: The Roles of Psychological Empowerment and Ownership -- Reviewing the Research Landscape of Online Scarcity Messages -- Understanding Customers’ Insights Using Attribution Theory -- Marketing Strategies of Tham Sing Robusta Coffee in Thailand: SWOT IE and TOWS Matrix -- Identifying Current Themes and Important Future Research Directions in the Field of Consumer Animosity. |
| Record Nr. | UNINA-9910845081803321 |
| Cham : , : Springer Nature Switzerland : , : Imprint : Springer, , 2024 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Demand Prediction in Retail : A Practical Guide to Leverage Data and Predictive Analytics / / by Maxime C. Cohen, Paul-Emile Gras, Arthur Pentecoste, Renyu Zhang
| Demand Prediction in Retail : A Practical Guide to Leverage Data and Predictive Analytics / / by Maxime C. Cohen, Paul-Emile Gras, Arthur Pentecoste, Renyu Zhang |
| Autore | Cohen Maxime C. |
| Edizione | [1st ed. 2022.] |
| Pubbl/distr/stampa | Cham : , : Springer International Publishing : , : Imprint : Springer, , 2022 |
| Descrizione fisica | 1 online resource (166 pages) |
| Disciplina | 658.7 |
| Collana | Springer Series in Supply Chain Management |
| Soggetto topico |
Sales management
Business logistics Production management Quantitative research Retail trade Data mining Sales and Distribution Supply Chain Management Operations Management Data Analysis and Big Data Trade and Retail Data Mining and Knowledge Discovery |
| ISBN | 3-030-85855-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Introduction -- 2. Data Pre-Processing and Modeling Factors -- 3. Common Demand Prediction Methods -- 4. Tree-Based Methods -- 5. Clustering Techniques -- 6. Evaluation and Visualization -- 7. More Advanced Methods -- 8. Conclusion and Advanced Topics. |
| Record Nr. | UNINA-9910523751603321 |
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Cohen Maxime C.
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| Cham : , : Springer International Publishing : , : Imprint : Springer, , 2022 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Description and Analysis of Factors That Generate Acceptance of Leadership within Selling Centers [[electronic resource] /] / by Rico Schwarzkopf
| Description and Analysis of Factors That Generate Acceptance of Leadership within Selling Centers [[electronic resource] /] / by Rico Schwarzkopf |
| Autore | Schwarzkopf Rico |
| Edizione | [1st ed. 2024.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2024 |
| Descrizione fisica | 1 online resource (221 pages) |
| Disciplina |
658.4012
658.4092 |
| Soggetto topico |
Strategic planning
Leadership Sales management Business Strategy and Leadership Sales and Distribution |
| ISBN | 3-658-44144-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Introduction -- Theoretical Framework -- Qualitative Study -- Quantitative Study -- Critical Appraisal -- Conclusion -- Bibliography. |
| Record Nr. | UNINA-9910838279903321 |
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Schwarzkopf Rico
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| Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2024 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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FANOMICS® : Turn Customers into Fans and Profit from it / / by Roman Becker, Gregor Daschmann
| FANOMICS® : Turn Customers into Fans and Profit from it / / by Roman Becker, Gregor Daschmann |
| Autore | Becker Roman |
| Edizione | [1st ed. 2023.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 |
| Descrizione fisica | 1 online resource (322 pages) |
| Disciplina | 658.812 |
| Altri autori (Persone) | DaschmannGregor |
| Collana | Future of Business and Finance |
| Soggetto topico |
Marketing
Sales management Management Sales and Distribution |
| ISBN | 3-658-41239-9 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Chapter 1 The Fan Principle: Fans and Fan Customers -- 1.1 What it is about -- 1.2 What is a fan? -- 1.3 From Fan Principle to FANOMICS: What is a Fan Customer? -- 1.4 The FANOMICS Basis: The Fan Indicator -- 1.5 The Fan Rate as a KPI -- 1.6 The Fan Portfolio -- 1.7 Bibliography -- Chapter 2 The value of fan customers -- 2.1 The fan as a growth driver -- 2.2 Fans and Market Penetration: Growth with existing customers in existing business -- 2.3 Fans and Market development: Growth through the acquisition of new customers in existing business -- 2.4 Fans and product development: Growth with existing customers through expansion of the product range -- 2.5 Fans and product diversification: Growth by attracting new customers for new products -- 2.6 Summary: The Fan Rate as the central growth factor -- 2.7 Increasing customer value through FANOMICS -- 2.8 Bibliography -- Chapter 3 FANOMICS - The Economics of the Fan Principle -- 3.1 Focus generates identification -- 3.2 Orchestration creates perceived uniqueness -- 3.3 Definition of FANOMICS -- 3.4 Example VI: ALDI South - the simple principle -- 3.5 Examples VII: Miele - Orchestration of performance and communication -- 3.6 FANOMICS: From development to implementation -- 3.7 Bibliography -- Chapter 4 How do I really turn customers into fans? -- 4.1 Positioning -- 4.2 Orchestration -- 4.3 Employees as Fan Makers -- 4.4 Customer value-based control -- 4.5 Bibliography -- Chapter 5 FANOMICS: More than controlling relationship quality -- 5.1 Customer value-based segmentation with the Fan Portfolio -- 5.2 FANOMICS as an instrument for efficient new customer acquisition -- 5.3 Dovetailing of NPS and FANOMICS to form "NPSplus Insights” -- 5.4 Bibliography -- Chapter 6 Success Factors of FANOMICS -- 6.1 Building awareness and acceptance -- 6.2 Validation of success effectiveness by measuring the customer value of Fans -- 6.3 Continuous measurement and goal systems for managing success -- 6.4 Bibliography. . |
| Record Nr. | UNINA-9910731464903321 |
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Becker Roman
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| Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Handbook of Market Research / / edited by Christian Homburg, Martin Klarmann, Arnd Vomberg
| Handbook of Market Research / / edited by Christian Homburg, Martin Klarmann, Arnd Vomberg |
| Edizione | [1st ed. 2022.] |
| Pubbl/distr/stampa | Cham : , : Springer International Publishing : , : Imprint : Springer, , 2022 |
| Descrizione fisica | 1 online resource (1108 pages) |
| Disciplina | 658.8 |
| Soggetto topico |
Marketing
Sales management Management Business Management science Sales and Distribution Business and Management |
| ISBN | 3-319-57413-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Data. Experiments in Market Research -- Field Experiments -- Design and Process of Survey Research -- Qualitative Market Research -- Challenges in Conducting International Market Research -- Dealing with Endogeneity: A Nontechnical Guide for Marketing Researchers -- Fusion Modeling -- Managing Data Quality -- Methods. Cluster Analysis -- Finite Mixture Models -- Factor Analysis -- Structural Equation Modeling -- Partial Least Squares Structural Equation Modeling -- Analysis of Variance -- Regression Analysis -- Multilevel Modeling -- Panel Data Analysis -- Logistic Regression and Discriminant Analysis -- Choice-based Conjoint Analysis -- Bayesian Models -- Automated text analysis -- Mediation Analysis in Experimental Research -- Exploiting Data from Quasi-Field Experiments -- Applications. Social Media Tracking -- Market Segmentation -- Measuring Customer Satisfaction and Customer Loyalty -- Assessing the Financial Impact of Brand Equity with Short Time-Series Data -- Measuring Sales Promotion Effectiveness -- Return on Media Models -- Preference Measurement -- Willingness to pay -- Modeling Customer Lifetime Value, Retention, and Churn. |
| Record Nr. | UNINA-9910512167503321 |
| Cham : , : Springer International Publishing : , : Imprint : Springer, , 2022 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Mastering the Travel Intermediaries : Origins and Future of Global Distribution Systems, Travel Management Companies, and Online Travel Agencies / / by Ben Vinod
| Mastering the Travel Intermediaries : Origins and Future of Global Distribution Systems, Travel Management Companies, and Online Travel Agencies / / by Ben Vinod |
| Autore | Vinod Ben |
| Edizione | [1st ed. 2024.] |
| Pubbl/distr/stampa | Cham : , : Springer Nature Switzerland : , : Imprint : Springer, , 2024 |
| Descrizione fisica | 1 online resource (500 pages) |
| Disciplina | 338.4791 |
| Collana | Management for Professionals |
| Soggetto topico |
Tourism
Management Electronic commerce Technological innovations Sales management Retail trade Tourism Management E-Business Innovation and Technology Management Sales and Distribution Trade and Retail |
| ISBN |
9783031515248
9783031515231 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | An Introduction to Travel Intermediaries -- Origins of the Global Distribution Systems (1925 – 1983) -- GDS: Platform Power (1984 – 1995) -- GDS: The Internet, New Channels and Transparency (1996 – 2011) -- Scale Matters: GDS Air Shopping -- GDS: The Turbulent Years (2012 – Present) -- The Impact of Evolving Business Models on Global Distribution Systems -- A Fast Response System: Airline Shopping in a NDC World -- Offer Management, Dynamic Pricing, and Order Management -- Origins of Online Travel Agencies -- Hotel Bookings and the Dominance of the OTAs -- Customer Trust and NDC -- The Impact of Emerging Technologies on Intermediaries -- Future State. |
| Record Nr. | UNINA-9910869181203321 |
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Vinod Ben
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| Cham : , : Springer Nature Switzerland : , : Imprint : Springer, , 2024 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Mehrstufige Eigenmarken : Eine empirische Analyse von Zielen, Erfolgsdeterminanten und Grenzen / / von Philipp Noormann
| Mehrstufige Eigenmarken : Eine empirische Analyse von Zielen, Erfolgsdeterminanten und Grenzen / / von Philipp Noormann |
| Autore | Noormann Philipp |
| Edizione | [1st ed. 2017.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2017 |
| Descrizione fisica | 1 online resource (XIX, 302 S. 19 Abb.) |
| Disciplina | 658.8 |
| Collana | Kundenmanagement & Electronic Commerce |
| Soggetto topico |
Marketing
Sales management Sales and Distribution |
| ISBN | 3-658-16005-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ger |
| Nota di contenuto | Status quo der Eigenmarkenforschung -- Studie I - Einflussfaktoren auf die Kaufbereitschaft von Konsumenten für Eigenmarken unterschiedlicher Stufen -- Studie II - Einfluss des kundenindividuellen Eigenmarkenanteils auf den Einzelhändlerumsatz. |
| Record Nr. | UNINA-9910136550803321 |
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Noormann Philipp
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| Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2017 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Multisensory Design of Retail Environments : Vision, Sound, and Scent / / by Marko Sarstedt, Monika Imschloss, Susanne Adler
| Multisensory Design of Retail Environments : Vision, Sound, and Scent / / by Marko Sarstedt, Monika Imschloss, Susanne Adler |
| Autore | Sarstedt Marko |
| Edizione | [1st ed. 2023.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 |
| Descrizione fisica | 1 online resource (82 pages) |
| Disciplina | 658.8 |
| Altri autori (Persone) |
ImschlossMonika
AdlerSusanne |
| Collana | Science meets Practice |
| Soggetto topico |
Marketing
Consumer behavior Sales management Business information services Consumer Behavior Sales and Distribution IT in Business |
| ISBN | 3-658-41242-9 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Chapter 1 Experience retail environments with (almost) all senses -- Chapter 2 Vision -- 2.1 Why visual stimuli? -- 2.2 The devil is in the details: How visual stimuli affect consumers -- 2.3 The whole is greater than the sum of its parts: How the visual context influences consumer behavior -- 2.4 Outlook on the use of augmented reality (AR) in the retail environment -- Chapter 3 Sound -- 3.1 Music influences consumer behavior, but there is nothing like the "right music" -- 3.2 Music influences the product choice: You buy what you hear -- 3.3 Music influences product perception: Feeling, tasting, and seeing what you hear -- 3.4 Music influences shopping and spending behavior -- 3.5 Recommendations for practice: Targeted vs. intuitive use of music -- 3.6 Acoustic stimuli at the point of sale: More than just background music -- 3.7 Outlook on music and sounds in online retail environments -- Chapter 4 Scent -- 4.1 Why ambient scents? -- 4.2 Scents act differently -- 4.3 The effect of warm and cool scents -- 4.4 Scents evoke specific associations -- 4.5 Ambient scents also have a long-term effect -- 4.6 Cultural preferences -- 4.7 The use of ambient scents raises ethical questions -- Chapter 5 The interaction of different sensory stimuli -- 5.1 Why combine different sensory stimuli? -- 5.2 How multisensory congruence elicits positive evaluations -- 5.3 How sensory perceptions influence one another (crossmodal correspondence) -- References. |
| Record Nr. | UNINA-9910743691303321 |
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Sarstedt Marko
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| Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Soggetto topico
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Sales and Distribution
(20)
- Sales management (20)
- Marketing (12)
- Business Strategy and Leadership (6)
- Leadership (6)