Publications
Publications

Customer Management Strategy in Business Markets

By: Das Narayandas
  • Format:Print
  • | Pages:29
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Abstract

Describes in detail customer management strategies in business markets, including selection decisions, design and management of customer relationship strategies, monitoring the health of customer relations, and linking the vendors' customer management effort to customer profitability.

Keywords

Customer Focus and Relationships; Customer Relationship Management; Decision Making; Networks; Customization and Personalization; Manufacturing Industry

Citation

Narayandas, Das. "Customer Management Strategy in Business Markets." Harvard Business School Background Note 503-060, May 2003.

About The Author

Das Narayandas

Marketing
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