Skip to main content
  • Book
  • © 2006

Key Account Management in Business-to-Business Markets

An Assessment of Its Economic Value

Authors:

Part of the book series: Business-to-Business-Marketing (BTBM)

Buying options

eBook USD 84.99
Price excludes VAT (USA)
  • ISBN: 978-3-8350-9355-3
  • Instant PDF download
  • Readable on all devices
  • Own it forever
  • Exclusive offer for individuals only
  • Tax calculation will be finalised during checkout
Softcover Book USD 109.00
Price excludes VAT (USA)

This is a preview of subscription content, access via your institution.

About this book

In times of fierce competition in business-to-business markets strong and economically sound business relationships with a company's customers rank among the main success factors. As a well established marketing management conception, key account management is of particular significance in this context. Interestingly enough, empirical research studies have recently proved that relationship marketing, and particularly key account management, does not achieve the economic value originally expected.

Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle decision-making model that supports the decision on the most efficient key account management organization for individual companies. In addition, the author gives a comprehensive overview on the key account management conception and its controlling tools.

Keywords

  • B-to-B
  • Efficiency
  • account management
  • business
  • business-to-business
  • controlling
  • decision support
  • evaluation
  • management
  • marketing
  • marketing management
  • organization
  • organizations
  • service
  • transaction costs

About the author

Dr. Stefan Wengler war wissenschaftlicher Mitarbeiter von Prof. Dr. Michael Kleinaltenkamp am Institut für Marketing der Freien Universität Berlin. Er ist als Assistent der Geschäftsführung des Logistikdienstleisters LEHNKERING tätig.

Bibliographic Information

  • Book Title: Key Account Management in Business-to-Business Markets

  • Book Subtitle: An Assessment of Its Economic Value

  • Authors: Stefan Wengler

  • Series Title: Business-to-Business-Marketing

  • DOI: https://doi.org/10.1007/978-3-8350-9355-3

  • Publisher: Deutscher Universitätsverlag Wiesbaden

  • eBook Packages: Business and Economics, Business and Management (R0)

  • Copyright Information: Gabler Verlag | Springer Fachmedien Wiesbaden GmbH, Wiesbaden 2006

  • Softcover ISBN: 978-3-8350-0517-4

  • eBook ISBN: 978-3-8350-9355-3

  • Edition Number: 1

  • Number of Pages: XVI, 294

  • Topics: Marketing

Buying options

eBook USD 84.99
Price excludes VAT (USA)
  • ISBN: 978-3-8350-9355-3
  • Instant PDF download
  • Readable on all devices
  • Own it forever
  • Exclusive offer for individuals only
  • Tax calculation will be finalised during checkout
Softcover Book USD 109.00
Price excludes VAT (USA)