Key account management in business-to-business markets: an assessment of its economic value
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Abschlussarbeit Buch |
| Sprache: | English |
| Veröffentlicht: |
Wiesbaden
Dt. Univ.-Verl.
2006
|
| Ausgabe: | 1. Aufl. |
| Schriftenreihe: | Gabler-Edition-Wissenschaft : Business-to-Business-Marketing
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XIV, 294 S. graph. Darst. 210 mm x 148 mm |
| ISBN: | 9783835005174 3835005170 |
Internformat
MARC
| LEADER | 00000nam a2200000 c 4500 | ||
|---|---|---|---|
| 001 | BV021788829 | ||
| 003 | DE-604 | ||
| 005 | 20080707 | ||
| 007 | t | ||
| 008 | 061030s2006 gw d||| m||| 00||| eng d | ||
| 015 | |a 06,N31,0274 |2 dnb | ||
| 016 | 7 | |a 980401380 |2 DE-101 | |
| 020 | |a 9783835005174 |c Pb. : ca. EUR 49.90 |9 978-3-8350-0517-4 | ||
| 020 | |a 3835005170 |c Pb. : ca. EUR 49.90 |9 3-8350-0517-0 | ||
| 024 | 3 | |a 9783835005174 | |
| 035 | |a (OCoLC)162252755 | ||
| 035 | |a (OCoLC)180934803 | ||
| 035 | |a (DE-599)BVBBV021788829 | ||
| 040 | |a DE-604 |b ger |e rakddb | ||
| 041 | 0 | |a eng | |
| 044 | |a gw |c XA-DE-HE | ||
| 049 | |a DE-12 |a DE-19 |a DE-1049 |a DE-945 |a DE-521 |a DE-2070s |a DE-188 |a DE-1051 | ||
| 084 | |a QP 620 |0 (DE-625)141911: |2 rvk | ||
| 084 | |a QP 621 |0 (DE-625)141912: |2 rvk | ||
| 084 | |a 330 |2 sdnb | ||
| 084 | |a 650 |2 sdnb | ||
| 100 | 1 | |a Wengler, Stefan |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Key account management in business-to-business markets |b an assessment of its economic value |c Stefan Wengler |
| 246 | 1 | 3 | |a The economic value of key account management in business-to-business markets |
| 250 | |a 1. Aufl. | ||
| 264 | 1 | |a Wiesbaden |b Dt. Univ.-Verl. |c 2006 | |
| 300 | |a XIV, 294 S. |b graph. Darst. |c 210 mm x 148 mm | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 490 | 0 | |a Gabler-Edition-Wissenschaft : Business-to-Business-Marketing | |
| 502 | |a Zugl.: Berlin, Freie Univ., Diss., 2005 | ||
| 650 | 0 | 7 | |a Transaktionskostenansatz |0 (DE-588)4206592-6 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Business-to-Business-Marketing |0 (DE-588)4631075-7 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Kundengruppenmanagement |0 (DE-588)4197319-7 |2 gnd |9 rswk-swf |
| 655 | 7 | |0 (DE-588)4113937-9 |a Hochschulschrift |2 gnd-content | |
| 689 | 0 | 0 | |a Kundengruppenmanagement |0 (DE-588)4197319-7 |D s |
| 689 | 0 | 1 | |a Transaktionskostenansatz |0 (DE-588)4206592-6 |D s |
| 689 | 0 | |5 DE-604 | |
| 689 | 1 | 0 | |a Business-to-Business-Marketing |0 (DE-588)4631075-7 |D s |
| 689 | 1 | 1 | |a Kundengruppenmanagement |0 (DE-588)4197319-7 |D s |
| 689 | 1 | 2 | |a Transaktionskostenansatz |0 (DE-588)4206592-6 |D s |
| 689 | 1 | |5 DE-188 | |
| 856 | 4 | 2 | |m HBZ Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015001510&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-015001510 | ||
Datensatz im Suchindex
| _version_ | 1804135698067881984 |
|---|---|
| adam_text | Titel: Key account management in business-to-business markets
Autor: Wengler, Stefan
Jahr: 2006
The economic value of key account management IX
Contents
1 Introduction.......................................................................................................1
1.1 Key account management - a seemingly evolutionary phenomenon............1
1.2 The efficiency of key account management.................................................4
1.3 Objective and structure of the thesis.............................................................8
2 State-of-the-art of key account management in academia and science.........12
2.1 Relationship marketing and the concept of key account management........12
2.1.1 From a transactional towards a relational understanding of
marketing........................................................................................13
2.1.1.1 The transactional marketing perspective............................14
2.1.1.2 The relational marketing perspective.................................16
2.1.1.3 Relationship marketing as relationship buying and
relationship selling.............................................................17
2.1.2 Key account management in the context of relationship marketing . 19
2.1.2.1 Key account management as a part of relationship
marketing...........................................................................19
2.1.2.2 Key account management as a focused relationship-
marketing-program............................................................21
2.1.2.3 Developments and evolution in the conception of key
account management.........................................................23
2.2 The conception of key account management..............................................25
2.2.1 Definition of akey account management concept............................25
2.2.2 Objectives of key account management...........................................28
2.2.3 Dimensions of key account management.........................................35
2.2.3.1 The strategic dimension of key account management.........35
2.2.3.2 The functional dimension of key account management......38
2.2.3.3 The organizational dimension of key account
management......................................................................42
2.2.4 Integrating the customer by applying key account management......47
2.3 Research and empirical evidence on key account management..................49
2.3.1 Conceptionalizationofkey account management............................50
2.3.1.1 National account management and key account
management......................................................................51
2.3.1.2 Global and euro key account management.........................53
2.3.2 Key account managers and key account management teams............54
2.3.2.1 Individual key account manager.........................................54
2.3.2.2 Key account management teams........................................56
2.3.3 Empirical research on key account management.............................59
2.3.4 The key account management conception and its performance
deficits............................................................................................63
Contents
Key account management controlling.............................................................66
3.1 Defining the task and objectives of key account management controlling ..67
3.1.1 Tasks and objectives of marketing controlling.................................67
3.1.2 Key account management controlling..............................................68
3.2 Tools in key account management controlling...........................................71
3.2.1 Unidimensional criteria...................................................................71
3.2.2 Multidimensional criteria................................................................81
3.3 Requirements of an implementation decision model..................................85
3.4 The theoretical foundation of the decision model.......................................87
3.4.1 A systematization of organization theory approaches......................87
3.4.2 A comparison of relevant modern organization theory approaches ..93
Analyzing key account management from the perspective of
transaction cost economics..............................................................................98
4.1 The fundamentals of transaction cost economics........................................99
4.1.1 Transaction cost economics in economic theory............................100
4.1.1.1 Differences between transaction cost economics and
orthodox microeconomic theory......................................100
4.1.1.2 Transaction cost economics and the new institutional
economics........................................................................102
4.1.2 Core assumptions in transaction cost economics...........................103
4.1.2.1 Methodological individualism..........................................103
4.1.2.2 Human factors.................................................................104
4.1.2.3 Environmental factors......................................................107
4.1.3 Characteristics of transactions.......................................................108
4.1.3.1 Asset specificity...............................................................108
4.1.3.2 Uncertainty......................................................................110
4.1.3.3 Frequency........................................................................Ill
4.1.4 Transaction costs...........................................................................112
4.2 Applying the framework of transaction cost economics...........................114
4.2.1 Organizational failure framework..................................................114
4.2.2 The governance structure in transaction cost economics................118
4.3 Bilateral governance and the relevance of the marketing organization.....122
4.3.1 The fundamental transformation....................................................123
4.3.2 Institutions in relational exchange.................................................125
4.3.2.1 Private ordering...............................................................125
4.3.2.2 Credible commitment and relational norms......................126
4.3.3 Long-term business relationships in transaction cost economics.... 127
4.3.4 The neglect of the internal organization in bilateral governance.... 131
4.3.5 The marketing organization in transaction cost economics............133
Contents___________________________________________________________ XI
5 Challenging the organization: the implementation of key account
management...................................................................................................135
5.1 The relevance of implementing key account management in marketing
management.............................................................................................136
5.1.1 The continuum of exchange relationships in bilateral governance .137
5.1.2 Market orientation and the marketing organization........................140
5.1.3 Implementing key account management as an organizational
consequence of relationship marketing..........................................142
5.2 The implementation of key account management as a strategic
marketing management decision..............................................................143
5.3 The (institutional) environment in transaction cost economics.................147
5.3.1 The relevance of the environment in marketing management
research.........................................................................................148
5.3.2 The transaction s embeddedness in the institutional environment.. 150
5.4 Institutional and organizational change in transaction cost economics......153
5.4.1 Institutions and institutional change in transaction cost
economics.....................................................................................154
5.4.2 The (marketing) organization as a bundle of institutions...............156
5.4.3 Intraorganizational change in transaction cost economics..............158
5.5 The necessity of a comparative institutional analysis as a sound basis
for deciding on the appropriate key account management program.........163
6 Determining the economic value of key account management in
business relationships....................................................................................166
6.1 Design alternatives of the key account management programs.................166
6.2 Defining the transaction cost relevant determinants.................................174
6.2.1 Asset specificity............................................................................176
6.2.2 Uncertainty...................................................................................179
6.2.2.1 Primary uncertainty.........................................................180
6.2.2.2 Secondary uncertainty......................................................181
6.2.2.3 Behavioral uncertainty.....................................................194
6.2.3 Frequency.....................................................................................196
6.3 The decision model..................................................................................199
6.3.1 Structure of the decision model.....................................................200
6.3.2 A comparative analysis of key account management alternatives ..201
7 Management implications..............................................................................218
7.1 Implementing key account management..................................................218
7.1.1 Assessment of the costs and benefits of the key account
management decision alternatives.................................................220
7.1.2 The relevance of key account management modes........................229
XII Contents
7.2 Application of the decision model............................................................237
7.2.1 The value of a preliminary efficiency assessment of key account
management..................................................................................238
7.2.2 The need for advanced key account management controlling........242
7.3 Assumptions and limitations of the decision model..................................244
7.3.1 The assumptions of the decision model.........................................244
7.3.2 The limitations of the decision model............................................246
8 Conclusion......................................................................................................250
9 Bibliography...................................................................................................254
The economic value of key account management ____________________________________________XIII
Figures
Figure 1: Findings on the use of criteria for the selection of key accounts..................5
Figure 2: The logical context of the thesis................................................................10
Figure 3: The selling concept...................................................................................14
Figure 4: The marketing concept..............................................................................15
Figure 5: Relationship buying and relationship selling.............................................18
Figure 6: Typology of businesses in business-to-business-markets...........................21
Figure 7: The evolution of key account management...............................................24
Figure 8: The relevant factors of the customer value................................................32
Figure 9: The dimensions of key account management............................................35
Figure 10: The Janus head of key account management.............................................41
Figure 11: Alternative organizational designs of key account management................44
Figure 12: The ABC analysis and its Lorenz curve....................................................73
Figure 13: Calculation of the customer contribution margin.......................................74
Figure 14: The customer profitability analysis and the Stobachoff curve....................76
Figure 15: The customer lifetime value......................................................................79
Figure 16: Developments in organizational science....................................................88
Figure 17: Organizational failure framework............................................................118
Figure 18: Governance costs as a function of asset specificity..................................120
Figure 19: The strategic decision-making process on the marketing
management organization......................................................................146
Figure 20: A layer scheme.......................................................................................151
Figure 21: Internal organizational alternatives..........................................................161
Figure 22: Relevant alternatives in the key account management decision process... 168
Figure 23: The structure of the decision model.........................................................201
Figure 24: The economizing effects of key account management alternatives..........210
Figure 25: The relevance of the key account management alternatives.....................236
|
| adam_txt |
Titel: Key account management in business-to-business markets
Autor: Wengler, Stefan
Jahr: 2006
"The economic value of key account management" IX
Contents
1 Introduction.1
1.1 Key account management - a seemingly evolutionary phenomenon.1
1.2 The efficiency of key account management.4
1.3 Objective and structure of the thesis.8
2 State-of-the-art of key account management in academia and science.12
2.1 Relationship marketing and the concept of key account management.12
2.1.1 From a transactional towards a relational understanding of
marketing.13
2.1.1.1 The transactional marketing perspective.14
2.1.1.2 The relational marketing perspective.16
2.1.1.3 Relationship marketing as relationship buying and
relationship selling.17
2.1.2 Key account management in the context of relationship marketing . 19
2.1.2.1 Key account management as a part of relationship
marketing.19
2.1.2.2 Key account management as a focused relationship-
marketing-program.21
2.1.2.3 Developments and evolution in the conception of key
account management.23
2.2 The conception of key account management.25
2.2.1 Definition of akey account management concept.25
2.2.2 Objectives of key account management.28
2.2.3 Dimensions of key account management.35
2.2.3.1 The strategic dimension of key account management.35
2.2.3.2 The functional dimension of key account management.38
2.2.3.3 The organizational dimension of key account
management.42
2.2.4 Integrating the customer by applying key account management.47
2.3 Research and empirical evidence on key account management.49
2.3.1 Conceptionalizationofkey account management.50
2.3.1.1 National account management and key account
management.51
2.3.1.2 Global and euro key account management.53
2.3.2 Key account managers and key account management teams.54
2.3.2.1 Individual key account manager.54
2.3.2.2 Key account management teams.56
2.3.3 Empirical research on key account management.59
2.3.4 The key account management conception and its performance
deficits.63
Contents
Key account management controlling.66
3.1 Defining the task and objectives of key account management controlling .67
3.1.1 Tasks and objectives of marketing controlling.67
3.1.2 Key account management controlling.68
3.2 Tools in key account management controlling.71
3.2.1 Unidimensional criteria.71
3.2.2 Multidimensional criteria.81
3.3 Requirements of an implementation decision model.85
3.4 The theoretical foundation of the decision model.87
3.4.1 A systematization of organization theory approaches.87
3.4.2 A comparison of relevant modern organization theory approaches .93
Analyzing key account management from the perspective of
transaction cost economics.98
4.1 The fundamentals of transaction cost economics.99
4.1.1 Transaction cost economics in economic theory.100
4.1.1.1 Differences between transaction cost economics and
orthodox microeconomic theory.100
4.1.1.2 Transaction cost economics and the new institutional
economics.102
4.1.2 Core assumptions in transaction cost economics.103
4.1.2.1 Methodological individualism.103
4.1.2.2 Human factors.104
4.1.2.3 Environmental factors.107
4.1.3 Characteristics of transactions.108
4.1.3.1 Asset specificity.108
4.1.3.2 Uncertainty.110
4.1.3.3 Frequency.Ill
4.1.4 Transaction costs.112
4.2 Applying the framework of transaction cost economics.114
4.2.1 Organizational failure framework.114
4.2.2 The governance structure in transaction cost economics.118
4.3 Bilateral governance and the relevance of the marketing organization.122
4.3.1 The fundamental transformation.123
4.3.2 Institutions in relational exchange.125
4.3.2.1 Private ordering.125
4.3.2.2 Credible commitment and relational norms.126
4.3.3 Long-term business relationships in transaction cost economics. 127
4.3.4 The neglect of the internal organization in bilateral governance. 131
4.3.5 The marketing organization in transaction cost economics.133
Contents_ XI
5 Challenging the organization: the implementation of key account
management.135
5.1 The relevance of implementing key account management in marketing
management.136
5.1.1 The continuum of exchange relationships in bilateral governance .137
5.1.2 Market orientation and the marketing organization.140
5.1.3 Implementing key account management as an organizational
consequence of relationship marketing.142
5.2 The implementation of key account management as a strategic
marketing management decision.143
5.3 The (institutional) environment in transaction cost economics.147
5.3.1 The relevance of the environment in marketing management
research.148
5.3.2 The transaction's embeddedness in the institutional environment. 150
5.4 Institutional and organizational change in transaction cost economics.153
5.4.1 Institutions and institutional change in transaction cost
economics.154
5.4.2 The (marketing) organization as a bundle of institutions.156
5.4.3 Intraorganizational change in transaction cost economics.158
5.5 The necessity of a comparative institutional analysis as a sound basis
for deciding on the appropriate key account management program.163
6 Determining the economic value of key account management in
business relationships.166
6.1 Design alternatives of the key account management programs.166
6.2 Defining the transaction cost relevant determinants.174
6.2.1 Asset specificity.176
6.2.2 Uncertainty.179
6.2.2.1 Primary uncertainty.180
6.2.2.2 Secondary uncertainty.181
6.2.2.3 Behavioral uncertainty.194
6.2.3 Frequency.196
6.3 The decision model.199
6.3.1 Structure of the decision model.200
6.3.2 A comparative analysis of key account management alternatives .201
7 Management implications.218
7.1 Implementing key account management.218
7.1.1 Assessment of the costs and benefits of the key account
management decision alternatives.220
7.1.2 The relevance of key account management modes.229
XII Contents
7.2 Application of the decision model.237
7.2.1 The value of a preliminary efficiency assessment of key account
management.238
7.2.2 The need for advanced key account management controlling.242
7.3 Assumptions and limitations of the decision model.244
7.3.1 The assumptions of the decision model.244
7.3.2 The limitations of the decision model.246
8 Conclusion.250
9 Bibliography.254
"The economic value of key account management"_XIII
Figures
Figure 1: Findings on the use of criteria for the selection of key accounts.5
Figure 2: The logical context of the thesis.10
Figure 3: The selling concept.14
Figure 4: The marketing concept.15
Figure 5: Relationship buying and relationship selling.18
Figure 6: Typology of businesses in business-to-business-markets.21
Figure 7: The evolution of key account management.24
Figure 8: The relevant factors of the customer value.32
Figure 9: The dimensions of key account management.35
Figure 10: The Janus head of key account management.41
Figure 11: Alternative organizational designs of key account management.44
Figure 12: The ABC analysis and its Lorenz curve.73
Figure 13: Calculation of the customer contribution margin.74
Figure 14: The customer profitability analysis and the Stobachoff curve.76
Figure 15: The customer lifetime value.79
Figure 16: Developments in organizational science.88
Figure 17: Organizational failure framework.118
Figure 18: Governance costs as a function of asset specificity.120
Figure 19: The strategic decision-making process on the marketing
management organization.146
Figure 20: A layer scheme.151
Figure 21: Internal organizational alternatives.161
Figure 22: Relevant alternatives in the key account management decision process. 168
Figure 23: The structure of the decision model.201
Figure 24: The economizing effects of key account management alternatives.210
Figure 25: The relevance of the key account management alternatives.236 |
| any_adam_object | 1 |
| any_adam_object_boolean | 1 |
| author | Wengler, Stefan |
| author_facet | Wengler, Stefan |
| author_role | aut |
| author_sort | Wengler, Stefan |
| author_variant | s w sw |
| building | Verbundindex |
| bvnumber | BV021788829 |
| classification_rvk | QP 620 QP 621 |
| ctrlnum | (OCoLC)162252755 (OCoLC)180934803 (DE-599)BVBBV021788829 |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| edition | 1. Aufl. |
| format | Thesis Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>02393nam a2200565 c 4500</leader><controlfield tag="001">BV021788829</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20080707 </controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">061030s2006 gw d||| m||| 00||| eng d</controlfield><datafield tag="015" ind1=" " ind2=" "><subfield code="a">06,N31,0274</subfield><subfield code="2">dnb</subfield></datafield><datafield tag="016" ind1="7" ind2=" "><subfield code="a">980401380</subfield><subfield code="2">DE-101</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9783835005174</subfield><subfield code="c">Pb. : ca. EUR 49.90</subfield><subfield code="9">978-3-8350-0517-4</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">3835005170</subfield><subfield code="c">Pb. : ca. EUR 49.90</subfield><subfield code="9">3-8350-0517-0</subfield></datafield><datafield tag="024" ind1="3" ind2=" "><subfield code="a">9783835005174</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)162252755</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)180934803</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV021788829</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">rakddb</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="044" ind1=" " ind2=" "><subfield code="a">gw</subfield><subfield code="c">XA-DE-HE</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-12</subfield><subfield code="a">DE-19</subfield><subfield code="a">DE-1049</subfield><subfield code="a">DE-945</subfield><subfield code="a">DE-521</subfield><subfield code="a">DE-2070s</subfield><subfield code="a">DE-188</subfield><subfield code="a">DE-1051</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 620</subfield><subfield code="0">(DE-625)141911:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 621</subfield><subfield code="0">(DE-625)141912:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">330</subfield><subfield code="2">sdnb</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">650</subfield><subfield code="2">sdnb</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Wengler, Stefan</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Key account management in business-to-business markets</subfield><subfield code="b">an assessment of its economic value</subfield><subfield code="c">Stefan Wengler</subfield></datafield><datafield tag="246" ind1="1" ind2="3"><subfield code="a">The economic value of key account management in business-to-business markets</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">1. Aufl.</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Wiesbaden</subfield><subfield code="b">Dt. Univ.-Verl.</subfield><subfield code="c">2006</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">XIV, 294 S.</subfield><subfield code="b">graph. Darst.</subfield><subfield code="c">210 mm x 148 mm</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="490" ind1="0" ind2=" "><subfield code="a">Gabler-Edition-Wissenschaft : Business-to-Business-Marketing</subfield></datafield><datafield tag="502" ind1=" " ind2=" "><subfield code="a">Zugl.: Berlin, Freie Univ., Diss., 2005</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Transaktionskostenansatz</subfield><subfield code="0">(DE-588)4206592-6</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Business-to-Business-Marketing</subfield><subfield code="0">(DE-588)4631075-7</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Kundengruppenmanagement</subfield><subfield code="0">(DE-588)4197319-7</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="655" ind1=" " ind2="7"><subfield code="0">(DE-588)4113937-9</subfield><subfield code="a">Hochschulschrift</subfield><subfield code="2">gnd-content</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Kundengruppenmanagement</subfield><subfield code="0">(DE-588)4197319-7</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Transaktionskostenansatz</subfield><subfield code="0">(DE-588)4206592-6</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="689" ind1="1" ind2="0"><subfield code="a">Business-to-Business-Marketing</subfield><subfield code="0">(DE-588)4631075-7</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="1" ind2="1"><subfield code="a">Kundengruppenmanagement</subfield><subfield code="0">(DE-588)4197319-7</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="1" ind2="2"><subfield code="a">Transaktionskostenansatz</subfield><subfield code="0">(DE-588)4206592-6</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="1" ind2=" "><subfield code="5">DE-188</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">HBZ Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015001510&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-015001510</subfield></datafield></record></collection> |
| genre | (DE-588)4113937-9 Hochschulschrift gnd-content |
| genre_facet | Hochschulschrift |
| id | DE-604.BV021788829 |
| illustrated | Illustrated |
| index_date | 2024-07-02T15:43:49Z |
| indexdate | 2024-07-09T20:44:38Z |
| institution | BVB |
| isbn | 9783835005174 3835005170 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-015001510 |
| oclc_num | 162252755 180934803 |
| open_access_boolean | |
| owner | DE-12 DE-19 DE-BY-UBM DE-1049 DE-945 DE-521 DE-2070s DE-188 DE-1051 |
| owner_facet | DE-12 DE-19 DE-BY-UBM DE-1049 DE-945 DE-521 DE-2070s DE-188 DE-1051 |
| physical | XIV, 294 S. graph. Darst. 210 mm x 148 mm |
| publishDate | 2006 |
| publishDateSearch | 2006 |
| publishDateSort | 2006 |
| publisher | Dt. Univ.-Verl. |
| record_format | marc |
| series2 | Gabler-Edition-Wissenschaft : Business-to-Business-Marketing |
| spelling | Wengler, Stefan Verfasser aut Key account management in business-to-business markets an assessment of its economic value Stefan Wengler The economic value of key account management in business-to-business markets 1. Aufl. Wiesbaden Dt. Univ.-Verl. 2006 XIV, 294 S. graph. Darst. 210 mm x 148 mm txt rdacontent n rdamedia nc rdacarrier Gabler-Edition-Wissenschaft : Business-to-Business-Marketing Zugl.: Berlin, Freie Univ., Diss., 2005 Transaktionskostenansatz (DE-588)4206592-6 gnd rswk-swf Business-to-Business-Marketing (DE-588)4631075-7 gnd rswk-swf Kundengruppenmanagement (DE-588)4197319-7 gnd rswk-swf (DE-588)4113937-9 Hochschulschrift gnd-content Kundengruppenmanagement (DE-588)4197319-7 s Transaktionskostenansatz (DE-588)4206592-6 s DE-604 Business-to-Business-Marketing (DE-588)4631075-7 s DE-188 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015001510&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Wengler, Stefan Key account management in business-to-business markets an assessment of its economic value Transaktionskostenansatz (DE-588)4206592-6 gnd Business-to-Business-Marketing (DE-588)4631075-7 gnd Kundengruppenmanagement (DE-588)4197319-7 gnd |
| subject_GND | (DE-588)4206592-6 (DE-588)4631075-7 (DE-588)4197319-7 (DE-588)4113937-9 |
| title | Key account management in business-to-business markets an assessment of its economic value |
| title_alt | The economic value of key account management in business-to-business markets |
| title_auth | Key account management in business-to-business markets an assessment of its economic value |
| title_exact_search | Key account management in business-to-business markets an assessment of its economic value |
| title_exact_search_txtP | Key account management in business-to-business markets an assessment of its economic value |
| title_full | Key account management in business-to-business markets an assessment of its economic value Stefan Wengler |
| title_fullStr | Key account management in business-to-business markets an assessment of its economic value Stefan Wengler |
| title_full_unstemmed | Key account management in business-to-business markets an assessment of its economic value Stefan Wengler |
| title_short | Key account management in business-to-business markets |
| title_sort | key account management in business to business markets an assessment of its economic value |
| title_sub | an assessment of its economic value |
| topic | Transaktionskostenansatz (DE-588)4206592-6 gnd Business-to-Business-Marketing (DE-588)4631075-7 gnd Kundengruppenmanagement (DE-588)4197319-7 gnd |
| topic_facet | Transaktionskostenansatz Business-to-Business-Marketing Kundengruppenmanagement Hochschulschrift |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015001510&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT wenglerstefan keyaccountmanagementinbusinesstobusinessmarketsanassessmentofitseconomicvalue AT wenglerstefan theeconomicvalueofkeyaccountmanagementinbusinesstobusinessmarkets |