Please use this identifier to cite or link to this item: http://hdl.handle.net/10419/103563
Authors: 
Wernicke, Carolin
Saab, Samy
Kleinaltenkamp, Michael
Year of Publication: 
2014
Citation: 
[Journal:] jbm - Journal of Business Market Management [Volume:] 7 [Year:] 2014 [Issue:] 3 [Pages:] 406-413
Abstract: 
Carl Rogers needs to make up his mind on what to suggest to his boss. There have been major changes in the buying center of the key account customer he is responsible for. He now needs to decide how to continue the existing relationship and how to proceed with the potential new ones.
Subjects: 
Key Account Management
Buying Center
Logistics Industry
Persistent Identifier of the first edition: 
Creative Commons License: 
http://creativecommons.org/licenses/by-nd/3.0/
Document Type: 
Article

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