In science as well as in practice customer relationships are among the most significant drivers of a company’s success and are considered one of the most important intangible assets of a company. Communicating this valuable information to the capital market requires a strong focus on the...

Given the increasing relevance of Customer Relationship Management, the strategic management and control of customer-centric investments is key success factor. For this reason investments in customer relationships have to be managed like any other investments of the company. The following...

In the financial services industry, a shift from product- to customer-oriented business models can be observed since several years. To ensure that independent sales representatives act in accordance with the long-term oriented business objectives, financial services providers need appropriate...

Social networks are currently gaining increasing impact in the light of the ongoing growth of web-based services like facebook.com. One major challenge for the economically successful implementation of selected management activities such as viral marketing is the identification of key persons...