Customer Commitment and Key Account Management

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dc.contributor Svenska handelshögskolan, Institutionen för marknadsföring och företagsgeografi, marknadsföring sv
dc.contributor Swedish School of Economics and Business Administration, Department of Marketing and Corporate Geography, Marketing en
dc.contributor.author Ojasalo, Jukka
dc.date.accessioned 2011-03-02T14:13:06Z
dc.date.available 2011-03-02T14:13:06Z
dc.date.issued 2000
dc.identifier.isbn 951-555-635-x
dc.identifier.issn 0357-4598
dc.identifier.uri http://hdl.handle.net/10227/196
dc.identifier.uri URN:ISBN:951-555-635-x
dc.description.abstract What is the nature of customer commitment in business-to-business relationships and what are its antecedents? What Key Account Management practices help to build customer commitment? Commitment is an important element of Key Account Management since customer relationships are built upon a the foundation of commitment. Building long-term key account relationships occurs by enhancing and maintaining their commitment. Customer commitment has various antecedents, and managing commitment involves focusing on these antecedents. This paper explains the nature of commitment and describes its antecedents. It also suggests how to manage each of these antecedents to strengthen customer commitment. fi
dc.format.extent 1837 bytes
dc.format.extent 65747 bytes
dc.format.mimetype application/pdf
dc.format.mimetype text/plain
dc.language.iso en
dc.publisher Svenska handelshögskolan sv
dc.publisher Swedish School of Economics and Business Administration en
dc.relation.ispartofseries Working Papers
dc.relation.ispartofseries 421
dc.rights Publikationen är skyddad av upphovsrätten. Den får läsas och skrivas ut för personligt bruk. Användning i kommersiellt syfte är förbjuden. sv
dc.rights This publication is copyrighted. You may download, display and print it for Your own personal use. Commercial use is prohibited. en
dc.rights Julkaisu on tekijänoikeussäännösten alainen. Teosta voi lukea ja tulostaa henkilökohtaista käyttöä varten. Käyttö kaupallisiin tarkoituksiin on kielletty. fi
dc.subject commitment fi
dc.subject business-to-business relationship fi
dc.subject key account management fi
dc.subject national account management fi
dc.subject customer relationship management fi
dc.subject relationship marketing fi
dc.subject.other Marketing fi
dc.title Customer Commitment and Key Account Management fi
dc.type.dcmitype Text

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