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Which Customers Pay?: Predicting Value Pre and Post Sales
Paperback
Series: Kundenmanagement & Electronic Commerce
Business GeneralManagementMarketing
ISBN13: 9783658281366
Publisher: Springer Gabler
Published: Oct 2 2019
Pages: 191
Weight: 0.57
Height: 0.45 Width: 5.83 Depth: 8.27
Language: English
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.
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