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Conceptualization and measurement of key account management orientation
Gounaris, Spiros; Tzempelikos, Nektarios - In: jbm - Journal of Business Market Management 5 (2012) 3, pp. 173-194
Even though the importance of Key Account Management (KAM) in building long term buyer-seller relationships is widely recognized in literature this long term perspective of KAM lacks appropriate empirical examination. The purpose of this study is to propose a conceptualization of Key Account...
Persistent link: https://www.econbiz.de/10010310668
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Incorporating Latent Variables into Discrete Choice Models - A Simultaneous Estimation Approach Using SEM Software
Temme, Dirk; Paulssen, Marcel; Dannewald, Till - In: BuR - Business Research 1 (2008) 2, pp. 220-237
of ICLV models in marketing remain rare. We extend previous ICLV applications by first estimating a multinomial choice … to encourage more widespread application of this appealing model class in the marketing field. …
Persistent link: https://www.econbiz.de/10010421333
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Lying and team incentives
Conrads, Julian; Irlenbusch, Bernd; Rilke, Rainer Michael; … - 2011
We investigate the influence of two widespread compensation schemes, individual piece-rates and team incentives, on … pronounced under team incentives than under individual piece-rates, which highlights a so far fairly neglected feature of these …
Persistent link: https://www.econbiz.de/10010280688
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A Framework for Monitoring Relational Quality in B2B Technology Partnerships
Bidault, Francis; Lüth, Manfred; Plötner, Olaf - 2009
The purpose of this paper is to propose a framework for the monitoring of new technology introduction in a B2B environment. We focus on B2B environments, i.e. on projects where a new technological solution is implemented (and often jointly developed) with a client being either a company or an...
Persistent link: https://www.econbiz.de/10010352071
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Die Signalwirkung des Vorankündigungsaufwandes und von Patentinformationen in kundenorientierten Produkt-Vorankündigungen
Ernst, Holger; Schnoor, Anje - 1999
Persistent link: https://www.econbiz.de/10011558754
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Equity Crowdfunding in Sports Clubs: Consumer-Oriented Strategic Marketing
Kościółek, Szczepan - 2024
book explains how crowdfunding campaigns have to be fully integrated with strategic marketing plans and require a solid … for applying strategic marketing in the context of crowdfunding in sports clubs, introduces the key characteristics of the … segments of the campaigns' funders, and presents recommendations for developing marketing-mix programs to target them. This is …
Persistent link: https://www.econbiz.de/10014458229
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Der Wandel von Push- zu Pull-Medien in der Online-Medienarbeit von Luxusmarken: Eine Untersuchung über den Einsatz von Social Media Newsrooms in der Luxusbranche
Maiwald, Anna; Teichmann, Julia; Pätzmann, Jens U. - In: Markenbrand (2014) 2/2014, pp. 8-16
Die Autoren analysieren, ob ein Social Media Newsroom eine Alternative zur herkömmlichen Pressemitteilungen via Email in der Luxusbranche ist. Ausgehend vom Intereffikationsmodell wird aufgezeigt, dass Journalismus und PR in einer Wechselbeziehung der gegenseitigen Einflussnahme stehen. Via...
Persistent link: https://www.econbiz.de/10010420965
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How Do Emerging Countries Influence the Advertising World of Tomorrow? An Analysis of Last Year's Cannes International Festival of Creativity
Runge, Henrike; Botzenhardt, Florian; Ferdinand, … - In: Markenbrand (2012) 1/2012, pp. 34-41
marketing industry of how to benefit from them. …
Persistent link: https://www.econbiz.de/10010420968
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Exit strategies of loyalty programs
Rehnen, Lena Marie - In: jbm - Journal of Business Market Management 9 (2016) 1, pp. 564-596
Loyalty programs are a widespread marketing tool whose contribution to a company's economic success is still being … questioned. From a marketing relationship perspective, they cannot be terminated easily and their elimination has to be reasoned …
Persistent link: https://www.econbiz.de/10011582832
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Beyond sporadic actions: How to approach multi-party stakeholder collaboration in service development
Tossavainen, Päivi J. - In: jbm - Journal of Business Market Management 6 (2013) 4, pp. 171-191
The adoption of service-dominant logic (SDL) suggests inter-organizational collaboration and interdependencies during the development of service. Thus, integrating resources is of essence. This paper promotes the value of various stakeholders in developing services. It discusses how to approach...
Persistent link: https://www.econbiz.de/10010330084