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Strategisches Kündigungsverhalten

Strategisches Kündigungsverhalten


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About the Book

Die Neukundenakquisition und das Kundenbindungsmanagement sind in zahlreichen Branchen von Prämien zur Gewinnung von neuen bzw. Bindung von bestehenden Kunden geprägt. Immer mehr Kunden nutzen mittlerweile das Instrument Kündigung, um bessere Vertragskonditionen und Prämien verhandeln zu können. Stephan Naß untersucht die Existenz eines strategischen Kündigungsverhaltens sowie dessen Einfluss auf die tatsächliche Kundenabwanderung. Darüber hinaus entwickelt er ein Modell, mit dessen Hilfe auf der Basis von unternehmensintern verfügbaren Daten ermittelt werden kann, ob ein Kündiger strategisch handelt, oder tatsächlich eine Abwanderung plant.
About the Author:

Dr. Stephan Naß promovierte bei Prof. Dr. Manfred Krafft am Institut für Marketing an der Universität Münster. 2011 wurde er mit dem Dr. Andreas Dombret-Promotionspreis an der Wirtschaftswissenschaftlichen Fakultät der Universität Münster ausgezeichnet.


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Product Details
  • ISBN-13: 9783834929402
  • Publisher: Gabler Verlag
  • Binding: Paperback
  • Height: 210 mm
  • No of Pages: 320
  • Series Title: Kundenmanagement & Electronic Commerce
  • Sub Title: Eine Empirische Analyse Vertraglicher Endkundenbeziehungen
  • Width: 148 mm
  • ISBN-10: 3834929409
  • Publisher Date: 23 Apr 2012
  • Edition: 2012 ed.
  • Language: German
  • Returnable: Y
  • Spine Width: 19 mm
  • Weight: 476 gr


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