Which Customers Pay?
Predicting Value Pre and Post Sales
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.
Customer Relationship Management
Organizational BuyingRelationship Value
Reasoning of Customers to Provide Value
Study 1: Opportunity Management
Study 2: Value Management
Limitations and Managerial Implications.
Beirau, David
| ISBN | 978-3-658-28136-6 |
|---|---|
| Media type | Book |
| Copyright year | 2019 |
| Publisher | Springer, Berlin |
| Length | XVII, 191 pages |
| Language | English |
