A sales process framework to regain B2B customers
Annie Liu (Department of Marketing, Texas State University, San Marcos, Texas, USA), Mark Leach (Department of Marketing & Business Law, Loyola Marymount University, Los Angeles, California, USA) and Richa Chugh (School of Marketing and International Business, Victoria Univeristy of Wellington, Wellington, New Zealand)
| Year of publication: |
2015
|
|---|---|
| Authors: | Liu, Annie ; Leach, Mark ; Chugh, Richa |
| Published in: |
The journal of business & industrial marketing. - Bingley : Emerald Publishing Limited, ISSN 0885-8624, ZDB-ID 649550-3. - Vol. 30.2015, 8, p. 906-914
|
| Subject: | Attribution theory | B2B customer reacquisition | Justice theory | Lost customers | Sales process | Win back | B-to-B-Marketing | Business-to-business marketing | Beziehungsmarketing | Relationship marketing | Lieferantenmanagement | Supplier relationship management | Verkauf | Selling | Kundenzufriedenheit | Customer satisfaction | Verkaufspersonal | Salespeople | Konsumentenverhalten | Consumer behaviour |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1108/JBIM-02-2014-0026 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011496790