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CASE: Managing key account disruption in the logistics industry
Wernicke, Carolin; Saab, Samy; Kleinaltenkamp, Michael - In: jbm - Journal of Business Market Management 7 (2014) 3, pp. 406-413
Carl Rogers needs to make up his mind on what to suggest to his boss. There have been major changes in the buying center of the key account customer he is responsible for. He now needs to decide how to continue the existing relationship and how to proceed with the potential new ones.
Persistent link: https://www.econbiz.de/10010961602
Cover Image
CASE: Managing key account disruption in the logistics industry
Wernicke, Carolin; Saab, Samy; Kleinaltenkamp, Michael - In: jbm - Journal of Business Market Management 7 (2014) 3, pp. 406-413
Carl Rogers needs to make up his mind on what to suggest to his boss. There have been major changes in the buying center of the key account customer he is responsible for. He now needs to decide how to continue the existing relationship and how to proceed with the potential new ones.
Persistent link: https://www.econbiz.de/10010421227
Cover Image
CASE : managing key account disruption in the logistics industry
Wernicke, Carolin; Saab, Samy; Kleinaltenkamp, Michael - In: Journal of business market management : JBM 7 (2014) 3, pp. 406-413
Carl Rogers needs to make up his mind on what to suggest to his boss. There have been major changes in the buying center of the key account customer he is responsible for. He now needs to decide how to continue the existing relationship and how to proceed with the potential new ones.
Persistent link: https://www.econbiz.de/10010422045