haku: @indexterm Industrial marketing / yhteensä: 439
viite: 125 / 439
| Tekijä: | Flint, D. |
| Otsikko: | Customer value change in industrial marketing relationships: a call for new strategies and research |
| Lehti: | Industrial Marketing Management
1997 : MAR, VOL. 26:2, p. 163-176 |
| Asiasana: | CUSTOMERS CHANGE INDUSTRIAL MARKETING |
| Kieli: | eng |
| Tiivistelmä: | Relationship marketing is critical to both researchers and practitioners because it addresses issues aimed at retaining customers. Strategic customer retention is problematic and requires information from customers concerning: (1) what they value (need) now, (2) their satisfaction with suppliers' abilities to deliver that value, and (3) how their perceptions of value are changing. Currently there is little theoretical understanding of, and thus less than perfect normative advice for dealing with, the third issue. |
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