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Which Customers Pay?
Predicting Value Pre and Post Sales
Udgivet af Springer Fachmedien Wiesbaden
ISBN
9783658281366
Om denne bog
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 …
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Bogdetaljer
Forfatter
David Beirau
Forlag
Springer Fachmedien Wiesbaden
Kategori
Salg og marketing
ISBN-13
9783658281366
EAN
9783658281366
Format
Hæftet
Sprog
Engelsk
sider
191
Undertitel
- Predicting Value Pre and Post Sales
Produktbeskrivelse
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.
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