Overview
- A study in the field of economics
Part of the book series: Kundenmanagement & Electronic Commerce (KEC)
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Table of contents (5 chapters)
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Front Matter
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Back Matter
Keywords
About this book
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.
Authors and Affiliations
About the author
Bibliographic Information
Book Title: Which Customers Pay?
Book Subtitle: Predicting Value Pre and Post Sales
Authors: David Beirau
Series Title: Kundenmanagement & Electronic Commerce
DOI: https://doi.org/10.1007/978-3-658-28137-3
Publisher: Springer Gabler Wiesbaden
eBook Packages: Business and Management, Business and Management (R0)
Copyright Information: Springer Fachmedien Wiesbaden GmbH, part of Springer Nature 2020
Softcover ISBN: 978-3-658-28136-6Published: 02 October 2019
eBook ISBN: 978-3-658-28137-3Published: 27 September 2019
Series ISSN: 2627-3233
Series E-ISSN: 2627-325X
Edition Number: 1
Number of Pages: XVII, 191
Number of Illustrations: 33 b/w illustrations
Topics: Sales/Distribution, Marketing