Книга Understanding Proactive Customer Orientation Dennis Herhausen

Understanding Proactive Customer Orientation

Construct Development and Managerial Implications

Автор: Dennis Herhausen
Език: Английски език
Корици: С меки корици
Наличност: Външен склад
Изпращаме след 8-11 дни
52.83 103.32 лв
Dennis Herhausen examines how managers can successfully probe latent needs and uncover future needs...

Информация за книгата

Автор
Език
Английски език
Корици
Книга - С меки корици
Издадена
2011
страници
186
EAN
9783834931016
ISBN
3834931012
Enbook ID
05296067
Теглоt
301
Размери
148 x 210 x 13

Пълно описание

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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