£54.99

Gabler Verlag Teams im Vertrieb: Gestaltung und Erfolgswirkungen (Kundenmanagement & Electronic Commerce)

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£54.99 £54.44 £54.56 £54.68 £54.80 £54.92 £55.04 14 March 2026 19 March 2026 24 March 2026 29 March 2026 04 April 2026

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22 days 0 6 11 17 22 £55 Days at Price

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Most common price: £55 (22 days, 100.0%)

Price range: £55 - £55

Price levels: 1 different prices over 22 days

Description

Im Vertriebsbereich von Unternehmen ist der Einsatz von Teams häufig unerlässlich, um den komplexen Vermarktungsprozessen und den gestiegenen Betreuungsansprüchen der Kunden gerecht zu werden. Trotz der hohen Bedeutung für die Praxis existieren jedoch bislang kaum auf empirischer Basis gesicherte wissenschaftliche Erkenntnisse zum erfolgreichen Einsatz von Vertriebsteams. Heiko Frenzen entwickelt ein auf die Vertriebsperspektive adaptiertes Modell zur Erklärung des Teamerfolgs und überprüft es anschließend auf Basis einer großzahligen empirischen Erhebung. Als branchenübergreifende Erfolgsfaktoren stellen sich ein aussagekräftiges und für die Teammitglieder transparentes Berichtswesen sowie ein häufiges Feedback durch die Führungskräfte heraus. Höhere Teamerfolge werden mit umfangreicherer Entscheidungsautonomie und dem sinnvollen Einsatz von Informationstechnologien erzielt. Bei der Entlohnung sollten teambezogene Komponenten hinreichend berücksichtigt werden. Es zeigt sich, dass der Erfolg von Gestaltungskriterien sehr nachhaltig von den spezifischen Rahmenbedingungen abhängt, unter denen ein Team agiert.

Product Specifications

Format
paperback
Domain
Amazon UK
Release Date
25 March 2009
Listed Since
11 February 2007

Barcode

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