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Account Management Strategies in B2B Sales : Generating Customer Value and Building Sustainable Business Relationships - Methodology, Processes, Tools

Neeb, Hans-Peter - 2023

The new school of thought in sales -- Sales culture and processes -- Key account management in B2B -- Account selection -- Strategy comparison customer company - supplier company -- Core benefits, core messages, win-loss analysis, value proposition -- Top executive relationship program --...

Persistent link: https://www.econbiz.de/10013504735

Building industrial brand equity by leveraging firm capabilities and co-creating value with customers

Zhang, Jing; Jiang, Yanxin; Shabbir, Rizwan; Du, Mingfei - In: Industrial marketing management : the international … 51 (2015), pp. 47-58

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Unpacking value creation and capture in B2B relationships

Minerbo, Claudio; Kleinaltenkamp, Michael; Brito, Luiz … - In: Industrial marketing management : the international … 92 (2021), pp. 163-177

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Creating value with integrated B2B solutions : an empirical study of network maintenance services

Pynnönen, Mikko; Immonen, Mika; Hallikas, Jukka - In: International journal of services and operations management 32 (2019) 2, pp. 249-267

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Business value of partner's IT intensity : value co-creation and appropriation between customers and suppliers

Setia, Pankaj; Richardson, Vernon J.; Smith, Rodney J. - In: Electronic markets : the international journal on … 25 (2015) 4, pp. 283-298

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Value co-creation between firms and customers : the role of big data-based cooperative assets

Xie, Kang; Wu, Yao; Xiao, Jinghua; Hu, Qing - In: Information & management : the internat. journal of … 53 (2016) 8, pp. 1034-1048

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What drives the implementation of customer success management? : antecedents of customer success management from suppliers' and customers' perspectives

Kleinaltenkamp, Michael; Prohl-Schwenke, Katharina; … - In: Industrial marketing management : the international … 102 (2022), pp. 338-350

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Value synergy and value asymmetry in relationship marketing programs

Luu, Ngoc; Ngo, Liem Viet; Cadeaux, Jack - In: Industrial marketing management : the international … 68 (2018), pp. 165-176

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Rethinking customer-perceived value in business markets from an organizational perspective

Kleinaltenkamp, Michael; Eggert, Andreas; Kashyap, Vishal; … - In: Journal of Inter-Organizational Relationships 28 (2022) 1/2, pp. 1-18

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Customer value-in-use monitoring in business markets : an investigation into its determinants and consequences

Bischoff, Pirmin - In: Industrial marketing management : the international … 112 (2023), pp. 160-174

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