Relationship Marketing in Professional Services PDF Download
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Author: Aino Halinen
Publisher: Routledge
ISBN: 1134758138
Category : Business & Economics
Languages : en
Pages : 400
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Book Description
Relationship marketing is one of the most challenging marketing concepts of the decade. In a five-year 'fly on the wall' case study, Halinen explores the relationship between a Helsinki advertising agency and its international client.
Author: Aino Halinen
Publisher: Routledge
ISBN: 1134758138
Category : Business & Economics
Languages : en
Pages : 400
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Book Description
Relationship marketing is one of the most challenging marketing concepts of the decade. In a five-year 'fly on the wall' case study, Halinen explores the relationship between a Helsinki advertising agency and its international client.
Author: Aino Halinen
Publisher: Psychology Press
ISBN: 9780415146074
Category : Business & Economics
Languages : en
Pages : 400
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Book Description
This is a fascinating analysis of one of the most challenging marketing concepts of the decade--relationship marketing. In a five-year "fly on the wall" case study, Aino Halinen explores the relationship between a Helsinki advertising agency and its international client. Written with clarity and insight, this book yields a rich topical harvest for advertising and other professional service sectors and will be an excellent source book for business school academics and advanced marketing students interested in processual research.
Author: Frederick Gerard Crane
Publisher: Psychology Press
ISBN: 9781560242406
Category : Business & Economics
Languages : en
Pages : 156
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Book Description
The days of professionals simply hanging a shingle and waiting for clients to beat a path to the door are long gone. Professionals must realize that their services, no matter how good they are, simply will not sell themselves. Services marketing is the key to the game and here is the most concise, easy-to-understand, jam-packed source of services marketing. Professional Services Marketing provides a very readable and simple introduction to the marketing process for the professional service environment. It gives professionals an inexpensive way to successfully develop a strong client base and grow in a competitive marketplace. Distinguished expert and international authority Fred Crane offers a realistic overview of the marketing process and discusses the characteristics and difficulties involved in marketing and managing professional services.
Author: Laura Empson
Publisher: OUP Oxford
ISBN: 0191504947
Category : Business & Economics
Languages : en
Pages : 620
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Book Description
Over the past three decades the Professional Service Firm (PSF) sector has emerged as one of the most rapidly growing, profitable, and significant in the global economy. In 2013 the accountancy, management consulting, legal, and architectural sectors alone generated revenues of US$ 1.6 trillion and employed 14 million people. PSFs play an important role in developing human capital, creating innovative business services, reshaping government institutions, establishing and interpreting the rules of financial markets, and setting legal, accounting and other professional standards. The study of PSFs can offer insights into the contemporary challenges facing organizations within the knowledge economy, and deepen understanding of more conventional organizations. Despite their significance, however, PSFs have until recently remained very much in the shadows of organizational and management research. The Oxford Handbook of Professional Service Firms marks the coming of age of PSF scholarship with a comprehensive and integrative exploration of current research and thinking on PSFs, featuring contributions from internationally renowned scholars in the fields of organizational and management studies. It is divided into three distinct sections - the professions, the firms, and the professionals that work within them - and covers subjects from governance and leadership to regulation, entrepreneurship, and diversity. Bringing together a broad range of empirical and theoretical perspectives, the Handbook offers many potentially important insights into the contemporary challenges of organizations in the knowledge economy and suggests new lines of inquiry that may shed further light on the activities and performance of PSFs and the professionals who work within them.
Author: Michael W. McLaughlin
Publisher: John Wiley & Sons
ISBN: 0470522011
Category : Business & Economics
Languages : en
Pages : 225
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Book Description
An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client's business and career, can salespeople thrive in the new era of the service economy.
Author:
Publisher: Routledge
ISBN: 9780750640176
Category : Business & Economics
Languages : en
Pages : 304
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Book Description
A selection of some of the best writing on the subject by experts from around the world. The editors have supplemented these articles with linking summaries and commentaries which highlight such topics as customer retention, employee satisfaction, supplier relations, and management of service quality.
Author: Jagdish N Sheth
Publisher: SAGE
ISBN: 0761918108
Category : Business & Economics
Languages : en
Pages : 678
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Book Description
As businesses increasingly stress the importance of cooperation and collaboration with suppliers and customers, relationship marketing is emerging as the `core' of all marketing activity. In recent years, there has been an explosive growth in business and academic interest in relationship marketing, yet no comprehensive book has been available to present key concepts, theories, and applications. The editors of this volume have assembled an authoritative and global cast of chapter contributors and crafted a volume that will become the seminal, founding work in this growing field. Their approach is eclectic, including a broad coverage of topics, diverse theoretical and conceptual paradigms, and global viewpoints.
Author: Stephan Kaiser
Publisher: Springer Science & Business Media
ISBN: 3642160638
Category : Business & Economics
Languages : en
Pages : 211
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Book Description
Managing strategies for professional service firms is an important and complex activity. The main issues in this book cover the core management principles for service firms in a comprehensive way. Based on current research findings it includes the management of service quality, knowledge and marketing as well as people, organizational and strategic issues. In understanding critical resources managers and partners will be able to effectively develop and exploit them. The book contains practical advice and offers a profound insight into the managerial excellence of service companies.
Author: Paul N. Bloom
Publisher: Macmillan
ISBN: 0230377297
Category : Business & Economics
Languages : en
Pages : 224
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Book Description
The field of social entrepreneurship continues to grow by leaps and bounds as innovative entrepreneurs find new ways to create a positive social impact on their community. More often than not these ventures find it difficult to expand their initial concepts into new environments. As funding for social programs on a government level tightens, the ability for social programs to broaden and deepen their impact while maintaining financial stability has never been more important. This goal is only achievable when good intentions are combined with comprehensive analysis and planning that takes all aspects of a venture's ecosystem into consideration. Paul N. Bloom, a professor of social entrepreneurship at Duke University's Fuqua School of Business, explores the key components that any social entrepreneur needs to consider when approaching the challenge of scaling. Here Bloom explains the SCALERS model, which stresses that successful scaling requires organizational capabilities in seven areas: staffing, communicating, alliance-building, lobbying, earningsgeneration, replicating, and stimulating market forces. Rich with numerous examples of social entities that have developed these capabilities, Scaling Your Social Venture provides the tools to help social entrepreneurs take their venture to the next level.
Author: Regis Mckenna
Publisher: Basic Books
ISBN: 9780201622409
Category : Business & Economics
Languages : en
Pages : 260
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Book Description
From the author of the bestselling The Regis Touch, a simple process for building the crucial relationships that help a company dominate—and own—the market in the Age of the Customer.
