Könyv Understanding Proactive Customer Orientation Dennis Herhausen

Understanding Proactive Customer Orientation

Construct Development and Managerial Implications

Szerző: Dennis Herhausen
Nyelv: Angol
Kötés: Puha kötésű
Elérhetőség: Beszállítói készleten
Küldés 8-11 napon belül
19 234 Ft
Dennis Herhausen examines how managers can successfully probe latent needs and uncover future needs...

Információk a könyvről

Nyelv
Angol
Kötés
Könyv - Puha kötésű
Kiadva
2011
oldal
186
EAN
9783834931016
ISBN
3834931012
Enbook ID
05296067
Súly
301
Méretek
148 x 210 x 13

Teljes leírás

Dennis Herhausen examines how managers can successfully probe latent needs and uncover future needs of customers, labeled as proactive customer orientation. To answer this question, three stages of research are deployed: (1) An exploratory study investigating two different dimensions of proactive customer orientation, (2) a quantitative study investigating consequences, antecedents, and factors that moderate the effects of proactive customer orientation, and (3) a qualitative study investigating situation-specific recommendations on how to increase proactive customer orientation. Overall, a systematic change process is developed to guide managers that aim to increase their company's proactive customer orientation.

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