How to Realize the Potential of Business Customer Communities | A case study fo a leading-edge pharmaceutical company

Pablo Erat

ISBN 10: 3838105117 / ISBN 13: 9783838105116

Published by Südwestdeutscher Verlag für Hochschulschriften, 2015

About this Item

How to Realize the Potential of Business Customer Communities | A case study fo a leading-edge pharmaceutical company | Pablo Erat | Taschenbuch | 200 S. | Deutsch | 2015 | Südwestdeutscher Verlag für Hochschulschriften | EAN 9783838105116 | Verantwortliche Person für die EU: preigu GmbH & Co. KG, Lengericher Landstr. 19, 49078 Osnabrück, mail[at]preigu[dot]de | Anbieter: preigu.

Seller Inventory # 101638989

Bibliographic Details

• Title: How to Realize the Potential of Business Customer Communities | A case study fo a leading-edge pharmaceutical company
• Publisher: Südwestdeutscher Verlag für Hochschulschriften
• Publication Date: 2015
• Language: English
• ISBN 10: 3838105117
• ISBN 13: 9783838105116
• Binding: Taschenbuch
• Condition: Neu
• Dimensions: 220W x 150H x 13D millimeters 220 millimeters width by 150 millimeters height by 13 millimeters depth
• Weight: 316 grams
• Seller catalogs:
  • Bücher

About this title

Synopsis

In the past the core of business-to-business marketing was to create and transfer information about products and services to customers. Today, as a result of the Internet revolution, this information is becoming commonly available. Due to information transparency, traditional linear marketing and sales approaches - focused on transferring information to customers - are reaching their limits. In his thesis, Dr. Pablo Erat argues that organizations in the business-to-business sector can profit from a customer marketing and service approach that is based on the enabling of customer communities. Based on an in-depth case study, he identifies four major challenge areas and demonstrates how these can be addressed in order to create well functioning communities and improve the sales performance.

About the Author

Dr. Pablo has spent more than a decade helping leading corporations develop and implement innovative strategies. On this journey, he co-founded the strategy consulting firm Executive Insight and the software company DocsLogic. Pablo regularly delivers speeches and workshops on strategic management for educational and business communities.