Kundenmanagement & Electronic Commerce

Which Customers Pay?

Predicting Value Pre and Post Sales

Authors: Beirau, David

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  • A study in the field of economics

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eBook 58,84 €
price for India (gross)
  • ISBN 978-3-658-28137-3
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Softcover 69,99 €
price for India (gross)
  • ISBN 978-3-658-28136-6
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
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.

About the authors

David Beirau works as a sales specialist for a global distributor and manufacturer of laboratory products.

Table of contents (5 chapters)

Table of contents (5 chapters)

Buy this book

eBook 58,84 €
price for India (gross)
  • ISBN 978-3-658-28137-3
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Softcover 69,99 €
price for India (gross)
  • ISBN 978-3-658-28136-6
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
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Bibliographic Information

Bibliographic Information
Book Title
Which Customers Pay?
Book Subtitle
Predicting Value Pre and Post Sales
Authors
Series Title
Kundenmanagement & Electronic Commerce
Copyright
2020
Publisher
Gabler Verlag
Copyright Holder
Springer Fachmedien Wiesbaden GmbH, part of Springer Nature
eBook ISBN
978-3-658-28137-3
DOI
10.1007/978-3-658-28137-3
Softcover ISBN
978-3-658-28136-6
Series ISSN
2627-3233
Edition Number
1
Number of Pages
XVII, 191
Number of Illustrations
33 b/w illustrations
Topics