Business Relationship Management And Marketing: Mastering Business Markets by Michael KleinaltenkampBusiness Relationship Management And Marketing: Mastering Business Markets by Michael Kleinaltenkamp

Business Relationship Management And Marketing: Mastering Business Markets

byMichael KleinaltenkampEditorWulff Plinke, Ingmar Geiger

Paperback | August 23, 2016

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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.
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.Wu...
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Title:Business Relationship Management And Marketing: Mastering Business MarketsFormat:PaperbackDimensions:338 pages, 23.5 × 15.5 × 0.17 inPublished:August 23, 2016Publisher:Springer-Verlag/Sci-Tech/TradeLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:366251379X

ISBN - 13:9783662513798

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Table of Contents

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.

Editorial 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)