Relationship management, key account management and customer orientation are concepts that have become central to modern management. This book is dedicated to illustrating and reflecting these concepts and their corresponding methods and instruments in depth. It is thereby focused on the business-to-business realm and equally applies to traditional industrial markets as well as to business-to-business services. Contributions include state-of-the-art research results that are conveyed in a comprehensible fashion to be applied in both executive education as well as in practice.​



Series: Springer Texts in Business and Economics
Hardcover: 338 pages
Publisher: Springer; 2015 edition (October 1, 2014)
Language: English
ISBN-10: 3662438550
ISBN-13: 978-3662438558
Product Dimensions: 9.2 x 6.1 x 0.8 inches
Shipping Weight: 1.4 pounds
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