Which Customers Pay?

Predicting Value Pre and Post Sales

  • David Beirau

Part of the Kundenmanagement & Electronic Commerce book series (KEC)

Table of contents

  1. Front Matter
    Pages I-XVII
  2. David Beirau
    Pages 1-7
  3. David Beirau
    Pages 9-48
  4. David Beirau
    Pages 49-81
  5. David Beirau
    Pages 83-141
  6. David Beirau
    Pages 143-152
  7. Back Matter
    Pages 153-191

About this book


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 customer characteristics which moderate the relationship between supplier behavior and sales performance. The results support companies to identify and target customer contact persons and companies who show higher potential to create future value to the supplier and, therefore, should be approached and maintained.


  • Customer Relationship Management
  • Organizational Buying
  • Relationship Value
  • Reasoning of Customers to Provide Value
  • Study 1: Opportunity Management
  • Study 2: Value Management
  • Limitations and Managerial Implications

Target Groups

  • Researchers in the field of customer relationship management, sales management, and marketing management
  • Sales manager, marketing manager, and sales representatives

 The Author

David Beirau works as a sales specialist for a global distributor and manufacturer of laboratory products.


customer value value creation value prediction customer acquisition customer maintenance sales performance

Authors and affiliations

  • David Beirau
    • 1
  1. 1.LüneburgGermany

Bibliographic information

  • DOI
  • Copyright Information Springer Fachmedien Wiesbaden GmbH, part of Springer Nature 2020
  • Publisher Name Springer Gabler, Wiesbaden
  • eBook Packages Business and Management
  • Print ISBN 978-3-658-28136-6
  • Online ISBN 978-3-658-28137-3
  • Series Print ISSN 2627-3233
  • Series Online ISSN 2627-325X
  • Buy this book on publisher's site