Abstract
The present research study focuses on the efficacy of the marketing management organization in business relationships. With respect to the most important customers, the decision on the implementation and the design of the key account management organization are of prime interest. Based on transaction cost economics a comprehensive decision-model on the implementation of key account management has been developed which allows companies to base their future marketing organization decisions on objective criteria.
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© 2006 Deutscher Universitäts-Verlag | GWV Fachverlage GmbH, Wiesbaden
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(2006). Conclusion. In: Key Account Management in Business-to-Business Markets. DUV. https://doi.org/10.1007/978-3-8350-9355-3_8
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DOI: https://doi.org/10.1007/978-3-8350-9355-3_8
Publisher Name: DUV
Print ISBN: 978-3-8350-0517-4
Online ISBN: 978-3-8350-9355-3
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