Which Customers Pay? Predicting Value Pre and Post Sales
The main goal of this book is explaining which customers create value for suppliers and thereby realizes a better understanding of how suppliers can improve their revenue for value proposition and value creation in industrial markets. Two studies examine
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Which Customers Pay? Predicting Value Pre and Post Sales
Kundenmanagement & Electronic Commerce Reihe herausgegeben von Manfred Krafft, Münster, Deutschland
Neue, interaktive Medien und die damit einhergehenden Möglichkeiten, einzelne Kundenbeziehungen datengestützt optimal zu gestalten, verändern die wissenschaftliche und unternehmerische Landschaft nachhaltig. Mit dieser Schriftenreihe wird ein Forum für innovative und anspruchsvolle Beiträge geschaffen, die sich mit Fragen des Customer Relationship Management, des Direktmarketing, des Electronic Commerce, der marktorientierten Unternehmensführung und des Vertriebsmanagements auseinandersetzen.
Weitere Bände in der Reihe http://www.springer.com/series/12327
David Beirau
Which Customers Pay? Predicting Value Pre and Post Sales
David Beirau Lüneburg, Germany Dissertation Technische Universität Hamburg 2019 Doctorate Supervisors: Prof. Dr. Christian Lüthje Prof. Dr. Christian Ringle Date of Disputation: 20.05.2019
ISSN 2627-3233 ISSN 2627-325X (electronic) Kundenmanagement & Electronic Commerce ISBN 978-3-658-28136-6 ISBN 978-3-658-28137-3 (eBook) https://doi.org/10.1007/978-3-658-28137-3 Springer Gabler © Springer Fachmedien Wiesbaden GmbH, part of Springer Nature 2020 This work is subject to copyright. All rights are reserved by the Publisher, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilms or in any other physical way, and transmission or information storage and retrieval, electronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed. The use of general descriptive names, registered names, trademarks, service marks, etc. in this publication does not imply, even in the absence of a specific statement, that such names are exempt from the relevant protective laws and regulations and therefore free for general use. The publisher, the authors and the editors are safe to assume that the advice and information in this book are believed to be true and accurate at the date of publication. Neither the publisher nor the authors or the editors give a warranty, expressed or implied, with respect to the material contained herein or for any errors or omissions that may have been made. The publisher remains neutral with regard to jurisdictional claims in published maps and institutional affiliations. This Springer Gabler imprint is published by the registered company Springer Fachmedien Wiesbaden GmbH part of Springer Nature. The registered company address is: Abraham-Lincoln-Str. 46, 65189 Wiesbaden, Germany
Foreword Customer Relationship Management is based on the key assumption that proposing and creating value to customers pays for the supplier. Delivering high quality in the attraction of new customers and the retention of existing customers is interpreted as an investment that will lead to an appropriate return. Communicating value to new leads should increase the sales e
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