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Wettbewerbsvorteile durch optimale Kundenbindung (CRM)

Wettbewerbsvorteile durch optimale Kundenbindung (CRM)


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About the Book

Inhaltsangabe: Einleitung: Für einen Fischer, der nicht weiß wo sein Hafen liegt, ist jeder Wind der Falsche. Die Motivation zur Entstehung des Diplomarbeitsthemas ergab sich aus beobachteten Defiziten bei der Zufriedenheit von Kunden mit ihrem Dienstleister bzw. aus dem Betrachten verschiedener Kriterien der Bindung zwischen Kunde und Dienstleister. Der Themenkomplex „Kundenzufriedenheit" hat zwar in den letzten Jahren in der wissenschaftlichen Diskussion zunehmend an Bedeutung gewonnen, jedoch klaffen Theorie und Praxis wie so oft weit auseinander. In nahezu jeder Firma hört man die Schlagwörter CRM, Kundenzufriedenheit, „dem Kundenbedürfnis angepasst" etc. Doch viel zu oft wird der CRM-Gedanke unterschätzt und nur halbherzig umgesetzt. CRM kann aber nicht als ein Teilzeitprojekt angesehen werden. Kehl/Rudolph sagen dazu: „Der Versuch, CRM-Projekte mit einem unzureichenden zeitlichen Engagement zu fahren, führt nicht zu einem Teilzeit-Ergebnis, sondern zu keinem Ergebnis." Sein Unternehmen auf den Kunden auszurichten, dessen Bedürfnisse optimal zu befriedigen, zufriedene Kunden zu haben und zeitgleich auch noch profitabel zu sein kann keine CRM-Software leisten. Erst wenn CRM als eine Geschäftsphilosophie verstanden wird, die von allen Ebenen einer Unternehmung umgesetzt wird, kann von einem Wettbewerbsvorteil durch die Kundenbindung gesprochen werden. Insb. Unternehmen aus dem B2B Bereich wie bsw. die Firma XXX sehen sich dabei i.d.R. einer äußerst heterogenen Käufergruppe gegenüber, deren Ansprüche sich hinsichtlich der Art und des Ausmaßes stark unterscheiden. Zum einen soll diese Arbeit eine Argumentationsgrundlage für die stärkere Beachtung des CRM-Gedankens darstellen und zum anderen soll die Zufriedenheit des Kunden XXX AG durch eine empirische primär Erhebung analysiert werden. Je besser ein Unternehmen seine Kunden kennt, desto effektiver kann es dessen Erwartungen gerecht werden. Das Ziel des Unternehmens muss es dabei sein, den Kunden insb. dort zu


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Product Details
  • ISBN-13: 9783838686202
  • Publisher: Diplom.de
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 6 mm
  • Width: 148 mm
  • ISBN-10: 3838686209
  • Publisher Date: 07 Mar 2005
  • Height: 210 mm
  • No of Pages: 90
  • Series Title: German
  • Weight: 181 gr


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