Customer portfolios – challenges of internal and external alignment
作者: Ann Højbjerg ClarkePer Vagn FreytagJudith Zolkiewski
作者单位: 1Department of Entrepreneurship and Relationship Management, University of Southern Denmark , Kolding, Denmark
2University of Manchester , Manchester, UK
刊名: IMP Journal, 2017, Vol.11 (1), pp.109-126
来源数据库: Emerald Journal
DOI: 10.1108/IMP-06-2015-0029
关键词: CommunicationLegitimacyAlignmentCustomer portfoliosInteraction space
原始语种摘要: Purpose(#br)The purpose of this paper is to extend the discussion about customer portfolios beyond simple identification of models and how they can be used for balanced resource allocation to a discussion about how portfolios should take into account views from relationship partners and how they should be aligned in internal as well as a relational context. (#br)Design/methodology/approach(#br)The portfolio literature is reviewed (most recent, seminal, IMP related) and considered in the context of both the sales organization and the customers involved in the portfolio. A conceptual framework is introduced that helps improve the understanding of how customer portfolio models can actually be applied from a relational perspective. (#br)Findings(#br)The key aspects of the conceptual framework...
全文获取路径: Emerald 

  • portfolio 公事包
  • alignment 定位
  • customer 用户
  • relational 有关系的
  • relationship 关系
  • understanding 理解
  • framework 构架
  • allocation 分配
  • discussion 讨论
  • legitimacy 合法性