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Product innovativeness, customer newness, and new product performance : a time-lagged examination of the impact of salesperson selling intentions on new product performance

Fu, Frank Q.; Jones, Eli; Bolander, Willy - In: The journal of personal selling & sales management : JPSSM 28 (2008) 4, pp. 351-364

Persistent link: https://www.econbiz.de/10003774597

One Approach to Repeat Business : 'Customer Success Managers'

Gelb, Betsy; Rangarajan, Deva; Hochstein, Bryan; … - 2020

Software vendors have pioneered the deployment of professionals charged with enhancing the success of that vendor’s customers. However, now more industries are adopting the model common for software, of marketing a renewable subscription rather than requiring a capital investment. That model...

Persistent link: https://www.econbiz.de/10014031750

One approach to repeat business : "customer success managers"

Gelb, Betsy D.; Rangarajan, Deva; Hochstein, Bryan; … - In: Rutgers business review 5 (2020) 1, pp. 13-27

Persistent link: https://www.econbiz.de/10012390031

Proactive value co-creation via structural ambidexterity : customer success management and the modularization of frontline roles

Hochstein, Bryan; Chaker, Nawar N.; Rangarajan, Deva; … - In: Journal of service research 24 (2021) 4, pp. 601-621

Persistent link: https://www.econbiz.de/10012662587

An industry/academic perspective on customer success management

Hochstein, Bryan; Rangarajan, Deva; Mehta, Nick; … - In: Journal of service research 23 (2020) 1, pp. 3-7

Persistent link: https://www.econbiz.de/10012183552

Customer success management, customer health, and retention in B2B industries

Hochstein, Bryan W.; Voorhees, Clay M.; Pratt, Alexander B. - In: International journal of research in marketing : IJRM ; … 40 (2023) 4, pp. 912-932

Persistent link: https://www.econbiz.de/10014451313