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Usage center – value cocreation in multi-actor usage processes

Kleinaltenkamp, Michael; Plewa, Carolin; Gudergan, Siegfried - In: Journal of Service Theory and Practice 27 (2017) 4, pp. 721-737

Purpose The purpose of this paper is to advance extant theorizing around resource integration by conceptualizing and delineating the notion of a usage center. A usage center consists of a combination of interdependent actors that draw on resources across their individual usage processes to...

Persistent link: https://www.econbiz.de/10014907458

How business usage center members' self-concepts affect their perceptions and assessments in organizational usage processes

Huber, Maximilian; Kleinaltenkamp, Michael - In: Industrial marketing management : the international … 114 (2023), pp. 152-164

Persistent link: https://www.econbiz.de/10014433431

Customer Success Management – Kundenerfolg als Geschäftsstrategie : Wie Business-Kunden ihre Ziele erreichen können

Kleinaltenkamp, Michael; Prohl-Schwenke, Katharina; … - 2024

Customer Success Management (CSM): Der Aufstieg eines neuen Managementkonzepts -- Kundenerfolg aus einer zielorientierten Perspektive -- Treiber der Implementierung von CSM -- Value-based Selling -- Implementierung und Onboarding -- Kundenbezogene CSM-Aktivitäten -- Anpassung der Value...

Persistent link: https://www.econbiz.de/10015157949

Usage center : value cocreation in multi-actor usage processes

Kleinaltenkamp, Michael; Plewa, Carolin; Gudergan, Siegfried - In: Journal of service theory and practice : JSTP 27 (2017) 4, pp. 721-737

Persistent link: https://www.econbiz.de/10011730605

Managing value in use in business markets

Prohl, Katherina; Kleinaltenkamp, Michael - In: Industrial marketing management : the international … 91 (2020), pp. 563-580

Persistent link: https://www.econbiz.de/10012422355

How business customers judge customer success management

Prohl-Schwenke, Katharina; Kleinaltenkamp, Michael - In: Industrial marketing management : the international … 96 (2021), pp. 197-212

Persistent link: https://www.econbiz.de/10013194573

Unrealized solutions in business markets

Elgeti, Laura; Kleinaltenkamp, Michael - In: Industrial marketing management : the international … 106 (2022), pp. 31-46

Persistent link: https://www.econbiz.de/10014226212

Customer Success Management : Helping Business Customers Achieve Their Goals

Kleinaltenkamp, Michael; Prohl-Schwenke, Katharina; … - 2023

Chapter 1 The Rise of a New Business Function: Customer Success (Management) -- Chapter 2 Customer Success and Customer Success Management -- Chapter 3 Customer Success Management Drivers -- Chapter 4 Value-Based Selling -- Chapter 5 Solution Realization -- Chapter 6 Customer Success Management...

Persistent link: https://www.econbiz.de/10014229312