TY  - BOOK
AU  - Kleinaltenkamp,Michael
AU  - Plinke,Wulff
AU  - Geiger,Ingmar
ED  - SpringerLink (Online service)
TI  - Business Relationship Management and Marketing: Mastering Business Markets 
T2  - Springer Texts in Business and Economics,
SN  - 9783662438565
AV  - HF5410-5417.5 
U1  - 658.8 23
PY  - 2015///
CY  - Berlin, Heidelberg
PB  - Springer Berlin Heidelberg, Imprint: Springer
KW  - business
KW  - Marketing
KW  - Market Research
KW  - Leadership
KW  - Sales management
KW  - Business and Management
KW  - Market Research/Competitive Intelligence
KW  - Business Strategy/Leadership
KW  - Sales/Distribution
N1  - Basic Principles of Business Relationship Management: Phenomenon and Challenge to Management -- Theoretical Perspectives of Business Relationships - Explanation and Configuration -- Analysis, Goals and Strategies of Business Relationship Management: Repeat Purchasing in Business Relationships -- Customer Value and Customer Selection -- Strategies of Business Relationship Management -- Business Relationship Management & Marketing in a European-Chinese Context -- Implementation of Business Relationship Management: Instruments of Business Relationship Management -- Internal Implementation of Business Relationship Management -- Customer Relationship Management
N2  - Relationship management, key account management and customer orientation are concepts that have become central to modern management. This book is dedicated to illustrating and reflecting these concepts and their corresponding methods and instruments in depth. It is thereby focused on the business-to-business realm and equally applies to traditional industrial markets as well as to business-to-business services. Contributions include state-of-the-art research results that are conveyed in a comprehensible fashion to be applied in both executive education as well as in practice
UR  - http://dx.doi.org/10.1007/978-3-662-43856-5
ER  -