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Key Account Management in Business-to-Business Markets
Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle decision-making model that supports the decision on the most efficient key account management organization for individual companies. In addition, he gives a comprehensive overview on the key account management conception and its controlling tools.
E-Services
The volume presents the best papers of the special issue ‘E-Services’ of the Journal of Value Chain Management. A group of well-known authors from around the world discuss the state-of-the-art of the research and development in various aspects of ‘E-Services’ including E-Commerce, international aspects of electronic services, growth through E-Services, satisfaction and loyalty in electronic markets, and service engineering.
The Effect of Solution Transition on Steering the Sales Force: For New Marketing and Sales Metrics
The objective of this study is to provide a metric that helps to assess the solution readiness status of a firm’s sales force. Sales are often considered as part of a marketing strategy. It will be analyzed to what extent this perspective is justified and how this is influenced by the emergence of solutions. Besides, an overview about the sales marketing interface will be given to raise the awareness of this topic. Furthermore, this study will increase the understanding of the reader about applied metric concepts in marketing departments that can be found in existing firms today. It will be demonstrated how shareholder value influenced the design and why these metrics are not aligned with the latest study of firm value.
Handbook of Business-to-Business Marketing
This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a comprehensive overview of the academic state of the business-to-business marketing domain. It will also prove an invaluable resource for forward-thinking business-to-business practitioners who want to be aware of the current state of knowledge in their domains.
Customer Intimacy Analytics
The ability to capture customer needs and to tailor the provided solutions accordingly, also defined as customer intimacy, has become a significant success factor in the B2B space - in particular for increasingly "servitizing" businesses. This book elaborates on the solution CI Analytics to assess and monitor the impact of customer intimacy strategies by leveraging business analytics and social network analysis technology. This solution thereby effectively complements existing CRM solutions.
Robo-Advisory
Robo-Advisory is a field that has gained momentum over recent years, propelled by the increasing digitalization and automation of global financial markets. More and more money has been flowing into automated advisory, raising essential questions regarding the foundations, mechanics, and performance of such solutions. However, a comprehensive summary taking stock of this new solution at the intersection of finance and technology with consideration for both aspects of theory and implementation has so far been wanting. This book offers such a summary, providing unique insights into the state of Robo-Advisory. Drawing on a pool of expert authors from within the field, this edited collection aims...
The Science of Empire
In Science, Civilization, and Empire in India, Zaheer Baber analyzes the social context of the origins and development of science and technology in India from antiquity through colonialism to the modern period. The focus is on the two- way interaction between science and society: how specific social and cultural factors led to the emergence of specific scientific/technological knowledge systems and institutions that transformed the very social conditions that produced them. A key feature is the author's analysis of the role of pre-colonial trading circuits and other institutional factors in transmitting scientific and technological knowledge from India to other civilizational complexes. A significant portion represents an analysis of the role of modern science and technology in the consolidation of the British empire in India.
Cases in Management
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