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Die Anbieter-Kunden-Interaktion im Kontext professioneller Dienstleistungen
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In diesem Buch zeigt Daniel Maar anhand zweier Studien, dass professionelle Dienstleister durch ein aktives Management der Anbieter-Kunden-Interaktion die Beziehung zum Kunden strken und den langfristigen Unternehmens- und Projekterfolg steigern knnen. Die erste Studie untersucht, wie sich die Kommunikation von Unsicherheit durch professionelle Dienstleister in Abhngigkeit von zentralen Kontextfaktoren auf den Kunden auswirkt. Die zweite Studie thematisiert, welche Rolle der Preisfokus bei der Positionierung von Projektproposals whrend der Interaktion mit dem Kunden im Rahmen formeller Ausschreibungen spielt.
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