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Year of publication
Subject
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Customer acquisition 311 Kundengewinnung 307 Beziehungsmarketing 150 Relationship marketing 150 Consumer behaviour 62 Konsumentenverhalten 62 Marketing management 46 Marketingmanagement 46 Kundenmanagement 43 Deutschland 42 Germany 42 customer acquisition 39 Kundenwert 29 Marketing 29 Customer value 28 Kundenbindung 27 Customer retention 26 B-to-B-Marketing 22 Business-to-business marketing 22 Internet marketing 20 Online-Marketing 20 Customer satisfaction 19 Kundenzufriedenheit 18 Akquisition 17 Social Web 16 Social web 16 Theorie 16 Theory 16 Unternehmen 15 Takeover 14 USA 14 United States 14 Übernahme 14 Viral marketing 13 Virales Marketing 13 customer retention 13 Selling 12 Verkauf 12 Kundenorientierung 11 Lieferantenmanagement 11
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Online availability
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Undetermined 100 Free 46 CC license 1
Type of publication
All
Article 171 Book / Working Paper 165 Other 1
Type of publication (narrower categories)
All
Article in journal 114 Aufsatz in Zeitschrift 114 Aufsatz im Buch 42 Book section 42 Ratgeber 29 Guidebook 28 Hochschulschrift 26 Thesis 16 Graue Literatur 14 Non-commercial literature 14 Working Paper 13 Arbeitspapier 12 Aufsatzsammlung 6 Case study 6 Fallstudie 6 Collection of articles of several authors 5 Sammelwerk 5 Glossar enthalten 4 Glossary included 4 Conference paper 2 Handbook 2 Handbuch 2 Konferenzbeitrag 2 Lehrbuch 2 Textbook 2 research-article 2 Accompanied by computer file 1 Checkliste 1 Collection of articles written by one author 1 Congress Report 1 Elektronischer Datenträger als Beilage 1 Forschungsbericht 1 Mikroform 1 Research Report 1 Sammlung 1
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Language
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English 177 German 149 Undetermined 13
Author
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Fink, Klaus-J. 7 Van den Poel, Dirk 6 Fader, Peter 5 Gebhardt-Seele, Stephan 5 Kreutzer, Ralf T. 5 Ahmed, Zafar U. 4 Bradlow, Eric T. 4 Humphreys, John 4 Kirchner, Jens 4 Pryor, Mildred 4 Villanueva, Julian 4 D'Haen, Jeroen 3 Drèze, Xavier 3 Hanssens, Dominique M. 3 Limbeck, Martin 3 Schwartz, Eric M. 3 Schweidel, David A. 3 Straden, Gisbert 3 Yoo, Shijin 3 Afrouzi, Hassan 2 Albers, Sönke 2 Baecke, Philippe 2 Barsch, Thomas 2 Becker, Jan U. 2 Bily, Thomas 2 Bonfrer, Andre 2 Bradlow, Eric 2 Breyer-Mayländer, Thomas 2 Böttger, Heiner 2 Chintagunta, Pradeep K. 2 Conklin, James 2 Dalziel, Margaret 2 Das, Subhasish 2 Devezer, Berna 2 Drenik, Andres 2 Duan, Yingwen 2 Fader, Peter S. 2 Flachenäcker, Robert 2 Fornell, Claes 2 Francis, Jere R. 2
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Institution
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Springer Fachmedien Wiesbaden 6 Haufe-Lexware GmbH & Co. KG 3 Faculteit Economie en Bedrijfskunde, Universiteit Gent 2 IESE Business School, Universidad de Navarra 2 Springer Gabler <Firma> 2 Verlag Dr. Kovač 2 Books on Demand GmbH <Norderstedt> 1 Campus Verlag 1 Deutscher Sparkassen Verlag GmbH 1 Diplomica Verlag GmbH 1 EconWPA 1 Erich Schmidt Verlag 1 Europäisches Patentamt 1 Friedrich-Schiller-Universität Jena 1 Holzmann Medien GmbH & Co. KG 1 National Bureau of Economic Research 1 Technische Hochschule Köln 1 Universität St. Gallen / Institut für Marketing 1 W. Kohlhammer GmbH 1 epubli GmbH 1
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Published in...
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SpringerLink / Bücher 12 Springer eBook Collection 8 Journal of marketing 5 Journal of retailing and consumer services 5 Marketing science 5 Springer eBooks / Business and Economics 5 Working paper series / Universiteit Gent, Faculteit Economie en Bedrijfskunde 5 Edition Sales Excellence 4 Effektives Customer Relationship Management : Instrumente - Einführungskonzepte - Organisation 4 Harvard business review : HBR 4 Harvard-Business-Manager : das Wissen der Besten 4 Journal of the Academy of Marketing Science 4 Marketing Science 4 Springer eBook Collection / Business and Economics 4 International journal of research in marketing : IJRM ; official journal of the European Marketing Academy 3 Journal of marketing research : JMR 3 Journal of retailing 3 Journal of strategic marketing 3 Asia Pacific journal of marketing and logistics 2 Bank-Praktiker : rechtssicher, revisionsfest, risikogerecht 2 BestMasters 2 Essentials 2 Gabler Edition Wissenschaft / Kundenmanagement & Electronic Commerce 2 Grundlagen des CRM : Strategie, Geschäftsprozesse und IT-Unterstützung 2 Hamburger Schriften zur Marketingforschung 2 Handbuch Zielgruppenmanagement 2 IESE Research Papers 2 Industrial marketing management : the international journal for industrial and high-tech firms 2 Journal of business research : JBR 2 Journal of interactive marketing : a quarterly publication from the Direct Marketing Educational Foundation 2 Journal of management information systems : JMIS 2 Kellogg on marketing : the marketing faculty of the kellog school of management 2 MAEKAS-Projektbericht : MAEKAS Initiative zur nachhaltigen Schienenlogistik ; Management von Projektbezogenen Allianzen zwischen lokalen und überregionalen Eisenbahnverkehrsunternehmen für kundenspezifische Akquisitionsstrategien 2 Management Know-how für die Praxis 2 Management science : journal of the Institute for Operations Research and the Management Sciences 2 Manufacturing & service operations management : M & SOM 2 Moderner Bankvertrieb im Dienst des Kunden : neue Wege zu einem kundenzentrierten Marktauftritt 2 Profit maximization through customer relationship marketing : measurement, prediction and implementation 2 Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 2 Zeitschrift der Unternehmensberatung : ZUb 2
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Source
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ECONIS (ZBW) 314 RePEc 16 Other ZBW resources 3 BASE 2 EconStor 2
Showing 1 - 50 of 337
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A journey from customer acquisition to retention : an integrative model for guiding future gaming marketing research
Tuguinay, Jovanie; Prentice, Catherine; Moyle, Brent; … - In: The Cornell hospitality quarterly 65 (2024) 3, pp. 335-353
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014634757
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Acquiring cross-border business customers : the roles of relevance and novelty in online communication
Zhao, Danyang; Wang, Meng; Gu, Flora Fang; Zhuang, Guijun - In: Industrial marketing management : the international … 126 (2025), pp. 1-17
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A qualitative analysis of customer acquisition in online fitness communities
Yamini, S.; Gajanand, M.S. - In: International journal of enterprise network management … 16 (2025) 1, pp. 1-22
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Innovative marketing strategy for green products in search of better customer acquisition
Dellyana, Dina; Aldianto, Leo - In: Core Values and Decision-Making for Sustainable …, (pp. 75-99). 2024
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Acquiring customers via referral reward programs versus advertising : who is more likely to provide future referrals?
Kuang, Di; Ma, Baolong; Li, Xiaofei - In: Journal of retailing and consumer services 81 (2024), pp. 1-14
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PsyConversion® : 117 Behavior Patterns for an improved User Experience and higher Conversion Rates in E-Commerce
Spreer, Philipp - 2024
Introduction -- Fundamentals of decision-making -- Behavior Patterns - Foundations of Our Decisions -- Behavior patterns for the perception phase -- Behavior patterns for the decision-making phase -- Behavior patterns for the customer retention phase -- Operational work with behavior patterns.
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How exporters grow
Fitzgerald, Doireann; Haller, Stefanie; Yedid-Levi, Yaniv - In: The review of economic studies : RES 91 (2024) 4, pp. 2276-2306
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Precommitment-based pricing
Berger, Katja L.; Schamp, Christina; Heitmann, Mark; … - 2021
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Search frictions in international goods markets
Lenoir, Clémence; Martin, Julien; Méjean, Isabelle - In: Journal of the European Economic Association : JEEA 21 (2023) 1, pp. 326-366
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The Customer Asset : Understanding and Managing its Value
Bendle, Neil T.; Wang, Xin - 2023
1. Introduction: What is the Value of Your Customers? -- 2.The VARIED Tasks of the Customer Asset -- 3.The Customer Asset Approach -- 4. Who Is The Customer Assets Approach For? -- 5. Applying the Customer Asset -- 6.Communication about the Customer Asset -- 7.Conclusion -- 8. References.
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Competition and Customer Acquisition in the U.S. Credit Card Market
Grodzicki, Daniel - 2022
The U.S. credit card market is highly concentrated and highly profitable, two facts which have drawn scrutiny of its competitive practices. I study competition in this market by analyzing how lenders target and acquire new customers using direct-mail, their principal acquisition channel. I find...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013289116
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More than a financial alternative : discovering equity crowdfunding as a tool for entrepreneurial ventures to acquire loyal customers
Hoffmann, Carina; Moritz, Alexandra; Kenning, Peter - In: International journal of entrepreneurship and small … 47 (2022) 1, pp. 82-108
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The impact of salespeople's social media adoption on customer acquisition performance : a contextual perspective
Schendzielarz, Dennis; Alavi, Sascha; Guba, Jan Helge - In: Journal of personal selling & sales management : JPSSM 42 (2022) 2, pp. 139-157
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Mobile platform expansion : how does it affect the incumbent food delivery app and other sales channels?
Liu, Wei; Zhang, Sha; Bijmolt, Tammo H. A.; Haan, Evert de - In: Journal of retailing 100 (2024) 3, pp. 422-438
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The impact of marketing assets of foreign subsidiaries on marketing dynamic capabilities of multinational enterprises (MNEs) : the mediating effect of customer orientation
Li, Hui; Xu, Lei; Zhang, Junwei; Duan, Yingwen - In: Cross cultural & strategic management 31 (2024) 4, pp. 637-658
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Navigating the Double-Edged Sword : executive hubris and its impact on customer acquisition and retention
Gu, Flora Fang; Leung, Fine F.; Wang, Danny T.; Tang, Yi - In: International journal of research in marketing : IJRM ; … 41 (2024) 2, pp. 362-382
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Artificial intelligence in costumer acquisition : a bibliometric study
Elhissoufi, Mustapha; Alla, Lhoussaine - In: AI and data engineering solutions for effective marketing, (pp. 1-22). 2024
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The impact of marketing assets of foreign subsidiaries on marketing dynamic capabilities of multinational enterprises (MNEs): the mediating effect of customer orientation
Li, Hui; Xu, Lei; Zhang, Junwei; Duan, Yingwen - In: Cross Cultural & Strategic Management 31 (2024) 4, pp. 637-658
Purpose The purpose of this paper is to explore mechanisms of the overseas marketing assets needed for marketing dynamic capability in Chinese multinational enterprises (MNEs) settings. Marketing assets of foreign subsidiaries contribute to the dynamic capability of MNEs, which are crucial for...
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Customers and Retail Growth
Einav, Liran; Klenow, Peter J.; Levin, Jonathan; … - National Bureau of Economic Research - 2021
Using Visa debit and credit card transactions in the U.S. from 2016 to 2019, we document the importance of customers in accounting for sales variation across merchants, across stores within retail chains, and over time for individual merchants and stores. Customers, as opposed to transactions...
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The effect of organisational sales management on dealership performance
Kida, Sekai; Heller, Daniel Arturo; Tamura, Yusuke; … - In: International journal of automotive technology and … 23 (2023) 2/3, pp. 144-170
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Capacity building as a route to export market expansion : a six-country experiment in the Western Balkans
Cusolito, Ana Paula; Darova, Ornella; McKenzie, David J. - In: Journal of international economics 144 (2023), pp. 1-16
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Kundenliebe : von der Kraft der Weiterempfehlung durch zufriedene Kunden
Abolhassan, Ferri (ed.) - 2023 - 1. Auflage
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Künstliche Intelligenz im Marketing : was sich hinter KI verbirgt und wie das Marketing von ihr profitieren kann
Wagener, Andreas - 2023 - 2. Auflage
Immer wenn wir Kaufentscheidungen treffen, hinterlassen wir Spuren, oft ohne dass wir dies überhaupt bemerken: beim online shoppen, der Handy Recherche oder der Verwendung einer Kundenkarte. Preisanpassungen in Echtzeit, intelligente Systeme für die Kundenkommunikation - Daten und Algorithmen...
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Customer centricity as a business strategy
O'Toole, Tom - In: Kellogg on marketing : the marketing faculty of the …, (pp. 71-86). 2023
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014283154
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Target market analysis : how to identify the right customers
Hennessy, Julie - In: Kellogg on marketing : the marketing faculty of the …, (pp. 117-129). 2023
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Künstliche Intelligenz im Marketing : Was sich hinter KI verbirgt und wie das Marketing von ihr profitieren kann
Wagener, Andreas - 2023 - 2. Auflage
Hier erhalten Sie einen Überblick über die vielfältigen Anwendungsmöglichkeiten von Künstlicher Intelligenz im Marketing. Das Buch erklärt einfach und verständlich die dahinterliegende Technologie und ihre Wirkungsmechanismen. Dabei verfolgt es einen ganzheitlichen Ansatz, der alle...
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Immaterielle Ressourcen, Basis der Wertschöpfung im Gesundheitswesen: Eine quantitative Analyse, gezeigt am Beispiel einer antimikrobiellen photodynamischen Therapie (aPDT) in der Zahnmedizin
Vizethum, Ulrike - 2020
Mit steigendem Wohlstand gewinnt das Gesundheitswesen an Bedeutung. Gesundheit, Schönheit und Wohlbefinden stellen in unserer Gesellschaft ein hohes Gut dar, welches von Menschen wertgeschätzt wird. Dazu zählen auch gesunde und schöne Zähne als Ausdruck individueller Attraktivität. Die...
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Growing by the Masses - Revisiting the Link between Firm Size and Market Power
Afrouzi, Hassan; Drenik, Andres; Kim, Ryan - 2020
How are a firm's size and market power related to one another? Combining micro-data about producers and consumers, we document that while firms mainly grow by selling to more customers, their markups are only associated with their average sales per customer. To study the macroeconomic...
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Customer Acquisition and Retention : A Fluid Approach for Staffing
Furman, Eugene - 2020
We investigate the trade-off between acquisition and retention efforts when customers are sensitive to the quality of service they receive, i.e., whether they get timely access to a company's resources when requested. We model the problem as a multi-class queueing network with new and returning...
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Growing by the masses revisiting the link between firm size and market power
Afrouzi, Hassan; Drenik, Andres; Kim, Ryan - 2020
How are a firm's size and market power related to one another? Combining micro-data about producers and consumers, we document that while firms mainly grow by selling to more customers, their markups are only associated with their average sales per customer. To study the macroeconomic...
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012300240
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Digital marketing in cultural institutions : example of cultural institutions of the City of Zadar
Krajnović, Aleksandra; Perković, Antonija; Rajko, Mladen - In: Proceedings of the ENTRENOVA - ENTerprise REsearch … 6 (2020) 1, pp. 341-352
Marketing in public cultural institutions can be defined as a tool for achieving an organizational and creative concept that seeks to build relationships with the audience. This paper will define how public cultural institutions manage their marketing departments, with particular emphasis on the...
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Immaterielle Ressourcen, Basis der Wertschöpfung im Gesundheitswesen : eine quantitative Analyse, gezeigt am Beispiel einer antimikrobiellen photodynamischen Therapie (aPDT) in der Zahnmedizin
Vizethum, Ulrike - 2020
Mit steigendem Wohlstand gewinnt das Gesundheitswesen an Bedeutung. Gesundheit, Schönheit und Wohlbefinden stellen in unserer Gesellschaft ein hohes Gut dar, welches von Menschen wertgeschätzt wird. Dazu zählen auch gesunde und schöne Zähne als Ausdruck individueller Attraktivität. Die...
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Estimating network effects in two-sided markets
Hinz, Oliver; Otter, Thomas; Skiera, Bernd - In: Journal of management information systems : JMIS 37 (2020) 1, pp. 12-38
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Metrics for Projecting the Return on Customer Acquisition Investments
Bendle, Neil Thomas; Farris, Paul; Venkatesan, Rajkumar - 2019
We examine customer acquisition under budget constraints. Marketers often compare customer lifetime value (CLV) with acquisition spending to project returns but such simple marketing return on investment (SMROI) metrics are biased wherever retention spending occurs. Omitting retention...
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Managing Conflicts between Marketing and Sales : Customer Acquisition in Business Markets
Rubel, Olivier - 2019
Conflicts between marketing and sales functions concerning customer acquisition process in business-to-business firms hurt profits. Marketing claims that sales disregards qualified leads; sales questions lead quality. To address such conflicts and avoid threats to profits, we consider several...
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How do alternative strategic orientations influence social media performance?
Valos, Michael J.; Mavondo, Felix T.; Nyadzayo, … - In: Journal of strategic marketing 27 (2019) 1, pp. 1-20
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Perceived service quality and customer satisfaction : a missing link in Indian banking sector
Nambiar, Bindu K.; Ramanathan, Hareesh N.; Rana, Sudhir; … - In: Vision : the journal of business perspective 23 (2019) 1, pp. 44-55
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Investigating the moderated mediation effect on customer relationship management and customer acquisition
Das, Subhasish; Mishra, Manit; Mohanty, Prasanta Kumar - In: International journal of electronic customer … 12 (2019) 2, pp. 167-190
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Hunting for new customers : assessing the drivers of effective salesperson prospecting and conversion
Gopalakrishna, Srinath; Crecelius, Andrew T.; Patil, … - In: Journal of business research : JBR 149 (2022), pp. 916-926
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How customer engagement in the live-streaming affects purchase intention and customer acquisition, e-tailer's perspective
Zheng, Run; Li, Zhuyuan; Na, Sanggyun - In: Journal of retailing and consumer services 68 (2022), pp. 1-10
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013366293
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Unlatching or latching a door to the competitor
Cho, Wooje; Chang, Woojung; Lee, Dongryul - In: Asia Pacific journal of marketing and logistics 34 (2022) 6, pp. 1245-1265
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013391031
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Designing two-period decentralized service chain incentives with the consideration of customer acquisition and retention
Wang, Tian; Duan, Yunan; Liang, Yangyang - In: Asia Pacific journal of marketing and logistics 34 (2022) 8, pp. 1634-1658
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013391122
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Herausforderungen von Startups auf dem Weg zu Business Excellence : essentiell praxisrelevante Erkenntnisse aus der empirischen Forschung für Gründer und Gründerinnen von Startup-Unternehmen
Murswieck, Raphaël G. D. - 2022
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013203208
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Sichtbar! : Kunden gewinnen in einer immer lauteren Welt
Pott, Oliver; Bargfrede, Jan - 2022
Wir leben in einer Sichtbarkeitsökonomie: Produkte und Dienstleistungen, die nicht sichtbar sind, werden von Kund_innen nicht wahrgenommen. Musste Sichtbarkeit früher mit hohen Budgets für TV- und Anzeigenwerbung teuer erkauft werden, lässt sich hochwertige Sichtbarkeit heute planbar und mit...
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Contingent conditions on the effectiveness of salesperson acquisition-retention ambidexterity : the motivation-opportunity-ability framework
Zheng, Yaqin; Liu, Dong; Zheng, Yi; Zang, Zhimei - In: The journal of business & industrial marketing 37 (2022) 5, pp. 1111-1126
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Consistency issues in funding, recruitment and customer acquisition processes in entrepreneurial firms
Stumpf, Christian - 2018
Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011945983
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Optimal marketing strategies for the acquisition and retention of service subscribers
Ben Rhouma, Tarek; Zaccour, Georges - In: Management science : journal of the Institute for … 64 (2018) 6, pp. 2609-2627
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Advanced customer analytics : strategic value through integration of relationship-oriented big data
Kitchens, Brent; Dobolyi, David; Li, Jingjing; Abbasi, Ahmed - In: Journal of management information systems : JMIS 35 (2018) 2, pp. 540-574
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Your receipt is in the bag : service and temporal effects as factors of customer engagement formation during acquisition
Harman, David M.; Porter, Michael C. - In: Journal of retailing and consumer services 62 (2021), pp. 1-8
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Vertrieb trifft Hirnforschung : mit intelligenter Gesprächsstrategie Kunden einfach kaufen lassen
Weber, Paul; Böttger, Heiner - 2021
Die Rolle der Hirnforschung im Verkaufsgespräch -- Motivationstypologie und die Gehirn-zu-Gehirn-Synchronität -- Die Vertriebs-Erfolgs-Spirale und das Nutzenmodell -- Belohnungssystem und Verkaufsabschlüsse ohne Druck.
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