ENGLISH

Which Customers Pay?: Predicting Value Pre and Post Sales

By David Beirau

Book information

Publisher
Springer Fachmedien Wiesbaden;Springer Gabler
Year
2020
ISBN
978-3-658-28136-6, 978-3-658-28137-3
Language
english
Format
PDF
Filesize
3 MB (3235542 bytes)
Series
Kundenmanagement & Electronic Commerce
Edition
1st ed. 2020
Pages
XVII, 191\205
Time added
2020-02-08 04:42:41
Business and Management; Sales/Distribution; Marke

Description

The main goal of this book is explaining which customers create value for suppliers and thereby realizes a better understanding of how suppliers can improve their revenue for value proposition and value creation in industrial markets. Two studies examine customer characteristics which moderate the relationship between supplier behavior and sales performance. The results support companies to identify and target customer contact persons and companies who show higher potential to create future value to the supplier and, therefore, should be approached and maintained. Front Matter ....Pages I-XVII Introduction (David Beirau)....Pages 1-7 Theoretical Foundation (David Beirau)....Pages 9-48 Study 1: Opportunity Management (David Beirau)....Pages 49-81 Study 2: Value Management (David Beirau)....Pages 83-141 Synthesis (David Beirau)....Pages 143-152 Back Matter ....Pages 153-191

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