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LEADER 00000cam  2200613Ii 4500 
001    262690871 
003    OCoLC 
005    20181101051506.7 
006    m     o  d         
007    cr cn||||||||| 
008    081017s2006    gw a    obm   000 0 eng d 
019    183353946|a288288658|a500586612|a607350676|a613672575
       |a646751018|a664273728|a698464676|a739130230|a756428285
       |a872117323|a911079136|a985044496 
020    9783835093553 
020    383509355X 
020    3835005170 
020    9783835005174 
020    128134365X 
020    9781281343659 
024 7  10.1007/978-3-8350-9355-3|2doi 
035    (OCoLC)262690871|z(OCoLC)183353946|z(OCoLC)288288658
       |z(OCoLC)500586612|z(OCoLC)607350676|z(OCoLC)613672575
       |z(OCoLC)646751018|z(OCoLC)664273728|z(OCoLC)698464676
       |z(OCoLC)739130230|z(OCoLC)756428285|z(OCoLC)872117323
       |z(OCoLC)911079136|z(OCoLC)985044496 
037    978-3-8350-0517-4|bSpringer|nhttp://www.springerlink.com 
040    GW5XE|beng|epn|erda|cGW5XE|dGW5XE|dHNK|dOCLCQ|dNUI|dE7B
       |dUBC|dMND|dYNG|dOCLCQ|dA7U|dOCLCQ|dOCLCO|dVMC|dBEDGE
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       |dZ5A|dOCLCQ|dUAB|dESU|dOCLCQ|dCEF|dU3W 
049    MAIN 
050  4 HF5438.8.K48|b.W46 2006eb 
082 04 658.81|222 
100 1  Wengler, Stefan.|0http://id.loc.gov/authorities/names/
       no2010023130 
245 10 Key account management in business-to-business markets :
       |ban assessment of its economic value /|cStefan Wengler ; 
       with a foreword by Michael Kleinaltenkamp. 
250    1 . Auflage. 
264  1 Wiesbaden :|bDeutscher Universitats-Verlag,|c2006. 
300    1 online resource (xiv, 294 pages) :|billustrations. 
336    text|btxt|2rdacontent 
337    computer|bc|2rdamedia 
338    online resource|bcr|2rdacarrier 
340    |gpolychrome|2rdacc|0http://rdaregistry.info/termList/
       RDAColourContent/1003 
490 1  Gabler Edition Wissenschaft. Business-to-Business-
       Marketing 
502    |cBerlin: Freie Universitat Berlin|d2005 
504    Includes bibliographical references (pages 254-294). 
505 0  State-of-the-art of key account management in academia and
       science -- Key account management controlling -- Analyzing
       key account management from the perspective of transaction
       cost economics -- Challenging the organization: the 
       implementation of key account management -- Determining 
       the economic value of key account management in business 
       relationships -- Management implications -- Conclusion. 
520    In times of fierce competition in business-to-business 
       markets strong and economically sound business 
       relationships with a company's customers rank among the 
       main success factors. As a well established marketing 
       management conception, key account management is of 
       particular significance in this context. Interestingly 
       enough, empirical research studies have recently proved 
       that relationship marketing, and particularly key account 
       management, does not achieve the economic value originally
       expected. 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, the author gives a comprehensive overview on 
       the key account management conception and its controlling 
       tools. 
588 0  Print version record. 
650  0 Selling|xKey accounts.|0http://id.loc.gov/authorities/
       subjects/sh85119840 
650  0 Marketing|xKey accounts.|0http://id.loc.gov/authorities/
       subjects/sh85081337 
650  0 Consumers|0http://id.loc.gov/authorities/subjects/
       sh85031491|xManagement.|0http://id.loc.gov/authorities/
       subjects/sh2002007911 
650  0 Transaction costs|0http://id.loc.gov/authorities/subjects/
       sh85136870|xManagement.|0http://id.loc.gov/authorities/
       subjects/sh2002007911 
655  4 Electronic books. 
655  7 Academic theses.|2lcgft|0http://id.loc.gov/authorities/
       genreForms/gf2014026039 
776 08 |iPrint version:|aWengler, Stefan.|tKey account management
       in business-to-business markets.|b1 . Aufl.|dWiesbaden : 
       Deutscher Universitats-Verlag, 2006|z3835005170
       |z9783835005174|w(OCoLC)183353946 
830  0 Gabler Edition Wissenschaft.|pBusiness-to-Business-
       Marketing.|0http://id.loc.gov/authorities/names/
       n2003108852 
990    SpringerLink|bSpringer English/International eBooks 2006 -
       Full Set|c2018-10-31|yNew collection 
       springerlink.ebooks2006|5OH1 
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