haku: @indexterm Industrial market research / yhteensä: 71
viite: 15 / 71
| Tekijä: | Homburg, C. |
| Otsikko: | Closeness to the Customer in Industrial Markets |
| Lehti: | Zeitschrift für Betriebswirtschaft
1995 : VOL. 65:3, p. 309-331 |
| Asiasana: | CUSTOMERS QUALITATIVE RESEARCH INDUSTRIAL MARKET RESEARCH PERFORMANCE MEASUREMENT |
| Kieli: | ger |
| Tiivistelmä: | Based on qualitative research, it is suggested that closeness to the customer in business-to-business settings can be conceptualized in terms of quality, flexibility, and interaction. This conceptualization is considered to be the basis for the future development of a scale for measuring closeness to the customer. The author discusses a framework of organizational antecedents of closeness to the customer and argues that organizations with low degrees of bureaucratism and adhocracy-type cultures are most likely to exhibit high degrees of closeness to the customer. Futhermore, theoretical evidence is presented that performance outcomes of closeness to the customer may be expected to be contingent upon environmental uncertainty. |
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