Business Relationship Management and Marketing
Mastering Business Markets
Editors: Kleinaltenkamp, Michael, Plinke, Wulff, Geiger, Ingmar (Eds.)
Free Preview- A clear focus on supplier-customer relationships in business-to-business markets
- Combines practical relevance for executive education with scientific rigor of the latest research results
- Includes conceptual, strategic, and operational points of view on the topic
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- About this book
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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.
- About the authors
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Michael Kleinaltenkamp is full professor of business and services marketing at Freie Universität Berlin. He is joint program director of the Executive Master of Business Marketing and the China-Europe Executive Master of Business Marketing programs. His research interests include business-to-business marketing and services marketing.
Wulff Plinke is the founding dean of the European School of Management and Technology (ESMT) in Berlin. Before his spell at ESMT he held positions as full professor at Humboldt Universität zu Berlin and Freie Universität Berlin. His research interest lies in the area business-to-business marketing.
Ingmar Geiger is an assistant professor of business and services marketing at Freie Universität Berlin. He is joint program director of the Executive Master of Business Marketing and the China-Europe Executive Master of Business Marketing programs. His research interests include business-to-business marketing and negotiation.
- Reviews
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“This is a well-timed book for practising professionals and budding researchers. Although the book is a compilation of research papers, it covers all the important aspects and is a good read for clear understanding of concepts. The book is a compilation of nine individual research papers separated into three parts, maintaining a proper flow on the topic with each subsequent chapter complementing the previous one.” (Tinu Jain, Decision, Vol. 42, 2015)
- Table of contents (9 chapters)
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Phenomenon and Challenge to Management
Pages 3-26
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Theoretical Perspectives of Business Relationships: Explanation and Configuration
Pages 27-54
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Repeat Purchasing in Business Relationships
Pages 57-84
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Customer Value and Customer Selection
Pages 85-108
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Strategies of Business Relationship Management
Pages 109-152
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Table of contents (9 chapters)
- Download Preface 1 PDF (101.1 KB)
- Download Sample pages 1 PDF (1.1 MB)
- Download Table of contents PDF (98.4 KB)
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Bibliographic Information
- Bibliographic Information
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- Book Title
- Business Relationship Management and Marketing
- Book Subtitle
- Mastering Business Markets
- Editors
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- Michael Kleinaltenkamp
- Wulff Plinke
- Ingmar Geiger
- Series Title
- Springer Texts in Business and Economics
- Copyright
- 2015
- Publisher
- Springer-Verlag Berlin Heidelberg
- Copyright Holder
- Springer-Verlag Berlin Heidelberg
- eBook ISBN
- 978-3-662-43856-5
- DOI
- 10.1007/978-3-662-43856-5
- Hardcover ISBN
- 978-3-662-43855-8
- Softcover ISBN
- 978-3-662-51379-8
- Series ISSN
- 2192-4333
- Edition Number
- 1
- Number of Pages
- VIII, 338
- Number of Illustrations
- 85 b/w illustrations
- Topics
