Key Account Management in Business-to-Business Markets An Assessment of Its Economic Value /
In times of fierce competition in business-to-business markets strong and economically sound business relationships with a company's customers rank among the main success factors. As a well established marketing management conception, key account management is of particular significance in this...
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
Wiesbaden :
Deutscher Universitätsverlag : Imprint: Deutscher Universitätsverlag,
2006.
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| Edition: | 1st ed. 2006. |
| Series: | Business-to-Business-Marketing
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| Subjects: | |
| Online Access: | https://doi.org/10.1007/978-3-8350-9355-3 |
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Table of Contents:
- State-of-the-art of key account management in academia and science
- Key account management controlling
- Analyzing key account management from the perspective of transaction cost economics
- Challenging the organization: the implementation of key account management
- Determining the economic value of key account management in business relationships
- Management implications
- Conclusion.