Selectively Pursuing More of Your Customer's Business - If they wish to achieve profitable, sustainable growth, suppliers seeking a larger share of their customers' wallets need a fine-grained, disciplined approach to getting, leveraging and documenting customer knowledge. Best-practice suppliers such as Bank of America Corp., SEGHERS, Technische Unie, KLM Cargo and Telindus follow a strategy ...
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|Authors:||Anderson, James C.; Narus, James A.|
MIT sloan management review. - Cambridge, Mass : MIT, ISSN 1532-9194, ZDB-ID 2039388X. - Vol. 44.2003, 3, p. 42-50
Sethuraman, Rajagopalan, (1988)
Anderson, James C., (2009)
Wynstra, Finn, (2012)
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