Recovery Management in Business-to-Business Markets: Conceptual Dimensions, Relational Consequences and Financial Contributions - Brossura

Döscher, Kristian

Brossura

ISBN 10: 3658056363 ISBN 13: 9783658056360

Casa editrice: Springer Gabler, 2014

Riassunto

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.

Su questo libro

L'autore:

Kristian Döscher is Head of Marketing Original Equipment at a large automotive supplier firm in Germany and has worked in several Sales & Marketing positions.

Contenuti:

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.

Su questa edizione

• Editore: Springer Gabler
• Data di pubblicazione: 2014
• ISBN 10: 3658056363
• ISBN 13: 9783658056360
• Rilegatura: Copertina flessibile
• Numero di pagine: 308