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Face-to-Face Kommunikation im Vertrieb von Industriegtern
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Ist ein Gesprchsobjekt hoch komplex und risikobeladen, spielt Face-to-Face Kommunikation und ihre Ausgestaltung auch im Zeitalter der Mediendominanz eine besondere Rolle. Andrea Geile analysiert die Erwartungen der Einkufer an die Kommunikation in unterschiedlichen Kontexten sowie die Einflussgren des Kommunikationsverhaltens der Verkufer und formuliert Empfehlungen zur Optimierung der Face-to-Face Kommunikation zwischen Einkufern und Verkufern. Abschlieend stellt die Autorin ein Konzept fr das Management zufriedenheitsorientierter Face-to-Face Kommunikation vor.
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