4 Result(s)
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Chapter
Customer Success
Recent years have witnessed an ever-growing interest among business practitioners in customer success. Despite the growing managerial emphasis on customer success in the business press, academic research in th...
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Chapter and Conference Paper
Referral Reward Programs: New Customer Acquisition by Opportunism?
Referral reward programs are frequently used in services marketing. In referral reward programs, a customer receives a reward for convincing others to become a customer. Numerous large service firms offer rewa...
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Chapter and Conference Paper
Conceptualizing, Measuring, and Managing Customer Share in Key Supplier Relationships
Marketing metrics have experienced a substantial growth of interest in recent years. From a managerial perspective, top management increasingly calls for “marketing accountability” pressuring marketers to prod...
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Chapter and Conference Paper
Customer-Perceived Value in Business Relationships: A Cross-Sectional Survey Among Purchasing Managers in Germany
In recent years, there has been a resurgence of interest in the value construct. Delivering superior value to customers is a major concern of management in many business markets of today. In addition, « value ...
