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Which Customers Pay?

Predicting Value Pre and Post Sales

By: David Beirau

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Which Customers Pay?

Predicting Value Pre and Post Sales

By: David Beirau

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.

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Page Count

205

Publisher

Springer Nature

Published Date

ISBN 10

3658281375

ISBN 13

9783658281373

Which Customers Pay?

Predicting Value Pre and Post Sales

By: David Beirau

Write a review Read reviews Take a Quiz Solve Book Puzzle

Which Customers Pay?

Predicting Value Pre and Post Sales

By: David Beirau

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.

Average ratings

N/A

5

0%

4

0%

3

0%

2

0%

1

0%

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Solve jigsaw puzzle

Age

Page Count

205

Publisher

Springer Nature

Published Date

ISBN 10

3658281375

ISBN 13

9783658281373

Book's by David Beirau

Which Customers Pay?

Which Customers Pay?

Which Customers Pay?

Which Customers Pay?

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