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Springer Texts in Business and Economics

Business Relationship Management and Marketing

Mastering Business Markets

Editors: Kleinaltenkamp, Michael, Plinke, Wulff, Geiger, Ingmar (Eds.)

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  • 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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Buy this book

eBook $64.99
price for USA in USD (gross)
  • ISBN 978-3-662-43856-5
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $84.99
price for USA in USD
  • ISBN 978-3-662-43855-8
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
Softcover $84.99
price for USA in USD
  • ISBN 978-3-662-51379-8
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
About this book

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

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

“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)

Table of contents (9 chapters)

Buy this book

eBook $64.99
price for USA in USD (gross)
  • ISBN 978-3-662-43856-5
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $84.99
price for USA in USD
  • ISBN 978-3-662-43855-8
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
Softcover $84.99
price for USA in USD
  • ISBN 978-3-662-51379-8
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
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Bibliographic Information

Bibliographic Information
Book Title
Business Relationship Management and Marketing
Book Subtitle
Mastering Business Markets
Editors
  • 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