Key Account Management in Business-to-Business Markets

Key Account Management in Business-to-Business Markets

4.11 - 1251 ratings - Source

Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle decision-making model that supports the decision on the most efficient key account management organization for individual companies. In addition, he gives a comprehensive overview on the key account management conception and its controlling tools.An Assessment of Its Economic Value Prof. ... 1997; Cannon/Narayandes 2000], the determination of key accounts [e.g. Stevenson 1980; Plinke 1989a, Pels 1992 ; ... their growth by increasing transaction volume a€“ and thus sales [Pegram 1972; Shapiro 1974, Blois 1977, Ford 1980]. ... in which key account management research became an important part in marketing research, its focus changed from anbsp;...

Title:Key Account Management in Business-to-Business Markets
Author: Prof. Dr. Michael Kleinaltenkamp, Stefan Wengler
Publisher:Springer Science & Business Media - 2007-11-06

You must register with us as either a Registered User before you can Download this Book. You'll be greeted by a simple sign-up page.

Once you have finished the sign-up process, you will be redirected to your download Book page.

How it works:
  • 1. Register a free 1 month Trial Account.
  • 2. Download as many books as you like (Personal use)
  • 3. Cancel the membership at any time if not satisfied.

Click button below to register and download Ebook
Privacy Policy | Contact | DMCA