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| Author: | Helfert, G. Vith, K. |
| Title: | Relationship marketing teams: improving the utilization of customer relationship potentials through a high team design quality |
| Journal: | Industrial Marketing Management
1999 : SEP, VOL. 28:5, p. 553-564 |
| Index terms: | INDUSTRIAL MARKETING MANAGEMENT QUALITY |
| Language: | eng |
| Abstract: | Relationship marketing practice shows that usually more than one person in a supplier company is involved in the management of a specific customer relationship. Nevertheless, hardly any relationship marketing team exploits the potentials of a customer relationship completely. The question this article deals with is how the design quality of relationship marketing teams can contribute to a better exploitation of these potentials. |
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