Holdings: Unprofitable customers in business markets

Unprofitable customers in business markets:

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Bibliographic Details
Main Author:	Henrich, Michael (Author)
Format:	Thesis Book
Language:	English
Published:	Vallendar Juni 2014
Subjects:	Profitrate Kunde Business-to-Business-Marketing Hochschulschrift
Online Access:	Inhaltsverzeichnis Inhaltsverzeichnis
Physical Description:	V, 178 Seiten Diagramme 21 cm

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MARC


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Record in the Search Index

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adam_text	Table of contents Table of contents TABLE OF CONTENTS....................................................................I FIGURES............................................................................Ill TABLES............................................................................ IV 1 INTRODUCTION.....................................................................1 1.1 Relevance of this thesis..................................................1 1.2 Objectives and structure of this thesis...................................7 1.3 Terminology and definitions..............................................10 1.3.1 Working definition of customer profitability.............................10 1.3.2 Customer profitability in the context of customer value..................13 2 CUSTOMER PROFITABILITY MEASUREMENT IN BUSINESS MARKETS... 19 2.1 Literature review........................................................19 2.1.1 Conceptual research on customer profitability measurement................21 2.1.2 Empirical research on customer profitability measurement.................31 2.1.3 Positioning of this thesis in the literature.............................37 2.2 Alternatives of customer profitability measurement in the extant literature.41 2.2.1 Customer cost type alternatives..........................................44 2.2.2 Customer cost allocation alternatives....................................55 2.3 Expanding the concept of customer profitability..........................62 2.3.1 Customer economic profit: Including the cost of working capital..........63 2.3.2 Customer cash flow: Considering customer Capex...........................67 2.3.3 Indirect customer profitability: Considering indirect customer profits.72 3 3 SMALL ACCOUNT MANAGEMENT IN BUSINESS MARKETS................................77 3.1 Small accounts as a challenge to profitability.......................78 3.2 Literature on small accounts.........................................80 3.2.1 Research on sales channel design.....................................81 3.2.2 Research on the management of customer equity........................81 i Table of contents 3.2.3 Research on the buying behavior of small firms......................... 82 3.2.4 Research on antecedents of customer profitability...................... 83 3.3 Research approach........................................................84 3.4 Strategic configurations of small account management.....................91 3.4.1 Small account management dimensions......................................92 3.4.2 Small account management configurations.................................100 3.5 Determinants of small account management dimensions.....................106 3.5.1 External determinants...................................................107 3.5.2 Internal determinants...................................................Ill 3.6 Capabilities of small account managing firms............................115 3.6.1 Identifying capabilities of firms with a growth focus in SAM............117 3.6.2 Extant research on small account capabilities...........................120 4 SUMMARY AND OUTLOOK.............................................................124 4.1 Discussion and implications for the concept of customer profitability...124 4.1.1 Managerial implications.................................................125 4.1.2 Implications for academic research......................................127 4.2 Discussion and implications concerning the management of small accounts .131 4.2.1 implications for managerial practice....................................132 4.2.2 Implications for academic research......................................134 REFERENCES..........................................................................138 II
any_adam_object	1
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dewey-hundreds	600 - Technology (Applied sciences)
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dewey-raw	658.812
dewey-search	658.812
dewey-sort	3658.812
dewey-tens	650 - Management and auxiliary services
discipline	Wirtschaftswissenschaften
format	Thesis Book
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spelling	Henrich, Michael Verfasser (DE-588)143817280 aut Unprofitable customers in business markets Michael Henrich Vallendar Juni 2014 V, 178 Seiten Diagramme 21 cm txt rdacontent n rdamedia nc rdacarrier Dissertation WHU - Otto Beisheim Schoool of Management Vallendar 2014 Profitrate (DE-588)4175829-8 gnd rswk-swf Kunde (DE-588)4114330-9 gnd rswk-swf Business-to-Business-Marketing (DE-588)4631075-7 gnd rswk-swf (DE-588)4113937-9 Hochschulschrift gnd-content Business-to-Business-Marketing (DE-588)4631075-7 s Kunde (DE-588)4114330-9 s Profitrate (DE-588)4175829-8 s DE-604 WHU - Otto Beisheim School of Management (DE-588)10169267-5 dgg B:DE-101 application/pdf http://d-nb.info/110633566X/04 Inhaltsverzeichnis Digitalisierung UB Augsburg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=029262146&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis
spellingShingle	Henrich, Michael Unprofitable customers in business markets Profitrate (DE-588)4175829-8 gnd Kunde (DE-588)4114330-9 gnd Business-to-Business-Marketing (DE-588)4631075-7 gnd
subject_GND	(DE-588)4175829-8 (DE-588)4114330-9 (DE-588)4631075-7 (DE-588)4113937-9
title	Unprofitable customers in business markets
title_auth	Unprofitable customers in business markets
title_exact_search	Unprofitable customers in business markets
title_full	Unprofitable customers in business markets Michael Henrich
title_fullStr	Unprofitable customers in business markets Michael Henrich
title_full_unstemmed	Unprofitable customers in business markets Michael Henrich
title_short	Unprofitable customers in business markets
title_sort	unprofitable customers in business markets
topic	Profitrate (DE-588)4175829-8 gnd Kunde (DE-588)4114330-9 gnd Business-to-Business-Marketing (DE-588)4631075-7 gnd
topic_facet	Profitrate Kunde Business-to-Business-Marketing Hochschulschrift
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work_keys_str_mv	AT henrichmichael unprofitablecustomersinbusinessmarkets AT whuottobeisheimschoolofmanagement unprofitablecustomersinbusinessmarkets

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