Recovery Management in Business-to-Business Markets, 2014 Conceptual Dimensions, Relational Consequences and Financial Contributions
Langue : Anglais
Auteur : Döscher Kristian
The book is related to the handling of product and service failures in business-to-business markets. The concept of ?recovery management? embraces all activities of seller firms to effectively handle failure situations in order to restore customer satisfaction and attain customer retention. Since prior research on recovery management has been mostly related to business-to-consumer (B2C) markets and business-to-business markets (B2B) reflect significantly different characteristics, a context-specific approach to handle product or service failures in B2B markets is required by researchers and practitioners alike. Based on a profound qualitative and quantitative investigation, Kristian Döscher derives the fundamental conceptual dimensions and discloses the relational consequences as well as the financial contributions of recovery management in B2B markets.
Introduction.- Terminological and conceptual foundation of investigation.- Theoretical foundation of investigation.- Qualitative investigation on recovery management in business markets.- Quantitative investigation on recovery management in business markets.- Conclusions.
Kristian Döscher is Head of Marketing Original Equipment at a large automotive supplier firm in Germany and has worked in several Sales & Marketing positions.
Publication in the field of economic science
Includes supplementary material: sn.pub/extras
Date de parution : 04-2014
Ouvrage de 290 p.
14.8x21 cm
Disponible chez l'éditeur (délai d'approvisionnement : 15 jours).
Prix indicatif 52,74 €
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