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Organisationale Kundenkompetenz im Projektgeschft
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Florian Kopshoff analysiert eine bislang kaum beachtete Einflussgre auf den Erfolg von Projektgeschften: die Kompetenz des Kunden. Mit einem Mixed-Method-Ansatz ermittelt und misst der Autor Zusammenhnge zwischen Verhaltensweisen des Kunden und dem Projekterfolg. Dabei erweisen sich kundenseitige Einflussnahmen auf die Lsung und spte Eigenleistungen zum Projekt als besonders wertkritisch. Ein praxistaugliches Typenraster erlaubt die Ableitung strategischer Reaktion sowohl fr Anbieter als auch fr Kunden.
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