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Organisationale Kundenkompetenz Im Projektgeschäft: Konzeptualisierung, Messung, Validierung
Paperback
Series: Applied Marketing Science / Angewandte Marketingforschung
ISBN13: 9783658229917
Publisher: Springer Gabler
Published: Jul 17 2018
Pages: 199
Weight: 0.58
Height: 0.46 Width: 5.83 Depth: 8.27
Language: German
Florian Kopshoff analysiert eine bislang kaum beachtete Einflussgrö e auf den Erfolg von Projektgeschäften: die Kompetenz des Kunden. Mit einem Mixed-Method-Ansatz ermittelt und misst der Autor Zusammenhänge zwischen Verhaltensweisen des Kunden und dem Projekterfolg. Dabei erweisen sich kundenseitige Einflussnahmen auf die Lösung und späte Eigenleistungen zum Projekt als besonders wertkritisch. Ein praxistaugliches Typenraster erlaubt die Ableitung strategischer Reaktion - sowohl für Anbieter als auch für Kunden.
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