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Which Customers Pay?: Predicting Value Pre and Post Sales
Description
(Kundenmanagement & Electronic Commerce) 1st ed. 2020 edition
by David Beirau (Author)
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.
Details
Year:
2020
Pages:
205
Language:
English
Format:
PDF
Size:
3 MB
ISBN-10:
3658281367
ISBN-13:
978-3658281366
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