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Absicherung Von Kundenbeziehungen

Absicherung Von Kundenbeziehungen

          
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About the Book

Diplomarbeit aus dem Jahr 2002 im Fachbereich Soziologie - Arbeit, Beruf, Ausbildung, Organisation, Note: 1,0, Friedrich-Alexander-Universität Erlangen-Nürnberg (Lehrstuhl für Soziologie), Sprache: Deutsch, Anmerkungen: Absicherung von Kundenbeziehungen (Lieferbeziehungen) beim Verkauf spezieller Softwareprodukte. Betrachung von Absicherungsmechanismen jenseits der vertraglichen Fixierung. Theoretische Ausarbeitung von Hypothesen und deren empirische Prüfung anhand eine (sehr kleinen) Stichprobe. Fächer die sich mit ähnlichen Themen beschäftigen: Marketing (speziell Beziehungsmanagement), Logistik (z.B. Vertrauen in Lieferbezeihungen oder Supply Chains)., Abstract: Wie sichern sich Unternehmen, im Speziellen Softwareentwickler, durch vertragliche Mittel, vor allem aber durch alternative Absicherungsmechanismen, wie Ausnutzung ihrer Marktmacht und Einbindung in soziale Netzwerke, gegen opportunistisches Verhalten ihrer Kunden ab? Dies ist die zentrale Forschungsfrage der vorliegende Diplomarbeit die 2001 am Lehrstuhl für Soziologie und Empirische Sozialforschung der Friedrich-Alexander Universität Erlangen-Nürnberg entstanden ist. Zur Beantwortung der Frage werden zunächst Grundlagen sozialer Beziehungen und sozialen Handelns theoretisch berachtet, um Kundenbeziehungen als soziale Beziehungen zu erklären. Erkenntnisse daraus, die die genannten Absicherungsmechanismen betreffen, werden über die chronologischen Phasen einer Kundenbeziehung betrachtet und auf jeweils auftretende Handlungen und Probleme angewandt. Aus den daraus hervorgehenden theoretischen Zusammenhängen werden Hypothesen abgeleitet. Für eine empirische Prüfung dieser Hypothesen werden qualitative und quantitative Ergebnisse einer Interview- Erhebung und einer Online- Erhebung ausgewertet. Diese betraf deutsche Softareentwickler, die Unternehmenssoftware anbieten. Eine Zusammenfassung der daraus hervorgehenden Erkenntnisse und ein Ausblick auf weitere Möglichkeiten im betrachteten Forschungsfeld b


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Product Details
  • ISBN-13: 9783638697323
  • Publisher: Grin Verlag
  • Publisher Imprint: Grin Verlag
  • Height: 210 mm
  • No of Pages: 140
  • Series Title: German
  • Weight: 195 gr
  • ISBN-10: 3638697320
  • Publisher Date: 06 Dec 2013
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 8 mm
  • Width: 148 mm


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