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Ermittlung des Kundenwerts im mittelständischen Speditionswesen

Ermittlung des Kundenwerts im mittelständischen Speditionswesen


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About the Book

Inhaltsangabe: Gang der Untersuchung: Es kann zunehmend beobachtet werden, dass sich Unternehmen von einer offensiven, auf die Neukundengewinnung ausgerichteten Strategie abwenden und sich einem defensiven Marktauftritt, d. h. der Pflege bestehender, profitabler Kundenbeziehungen, zuwenden. Die Ermittlung des Kundenwerts ermöglicht dabei ertragreiche von verlustbringenden Kunden zu unterscheiden. Im mittelständischen Speditionswesen wird das Thema Kundenbewertung allerdings häufig vergleichsweise oberflächlich behandelt. Dies mag u. a. daran liegen, dass auch die theoretische Betriebswirtschaftslehre (BWL) bisher keine zu operationalisierenden Ansätze geschaffen hat. Zumindest hat sich noch kein Kundenbewertungsverfahren durchgesetzt, das speziell auf die charakteristischen Anforderungen des mittelständischen Speditionswesens eingeht. Mit dieser Diplomarbeit soll ein Beitrag zu einer praxisnahen Kundenbewertung im mittelständischen Speditionswesen geleistet werden. Dabei werden in Kapitel 2 zunächst die Grundlagen und Rahmenbedingungen des Speditions- und Transportwesens beschrieben. Insbesondere soll aufgezeigt werden, warum sich in dieser Diplomarbeit auf den Verkehrsträger Straße und darüber hinaus auf den Spediteursammelgutverkehr, d. h. auf Sendungen bis maximal 2.500 Kilogramm (kg), beschränkt wird. Außerdem werden nur solche Sammelgutsendungen in die Untersuchung miteinbezogen, die innerhalb der Bundesrepublik Deutschland (BRD) transportiert werden. In Kapitel 3 werden Verfahren und Ansätze der Kundenbewertung, die das Marketing bisher hervorgebracht hat, diskutiert. Ebenfalls wird auf die unterstützende Rolle der Kosten- und Leistungsrechnung (KLR) eingegangen. Abschließend wird in diesem Kapitel begründet, warum zumindest für das mittelständische Speditionswesen eine wert-orientierte Analyse am besten geeignet erscheint. Kapitel 4 und Kapitel 5 erläutern im Wesentlichen mathematisch, wie der Erlös und die Kosten einer Sendung berechnet werden. Im vierten


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Product Details
  • ISBN-13: 9783838694238
  • Publisher: Diplom.de
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 11 mm
  • Weight: 317 gr
  • ISBN-10: 3838694236
  • Publisher Date: 07 Mar 2006
  • Height: 210 mm
  • No of Pages: 198
  • Series Title: German
  • Sub Title: Am Beispiel der Honold Logistik Gruppe GmbH & Co. KG
  • Width: 148 mm


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