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Die Qualitt von Angebotssituationen beim Vertrieb von Managementberatungsleistungen
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Mit dem Wandel der Beratungsbranche hat sich auch die Art und Weise der Beschaffung von Beratungsleistungen durch die Klienten verndert. Das professionelle Management von Angebotssituationen bekommt eine immer grere Bedeutung: Aus der Perspektive des Anbieters werden diese zum Marketing-Instrument. Dabei beeinflusst die Qualitt der Angebotssituation die Entscheidung des Klienten. Michaela Skobranek analysiert Angebotssituationen aus Anbieter- und Nachfragersicht und untersucht empirisch die Frage, welche Faktoren das Qualittsurteil des Klienten beeinflussen. Im Ergebnis steht ein Qualittsmodell fr Angebotssituationen.
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