Which Customers Pay?

Name: Which Customers Pay?
Brand: Springer Nature
SKU: 9783658281366
Availability: InStock

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Product Details

Brand

Springer Nature

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N/A

Part Number

GTIN

9783658281366

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New

Product Description

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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