000			02015nam a22003855i 4500
001			u377159
003			SIRSI
005			20160812084448.0
007			cr nn 008mamaa
008			110809s2011 gw | s |||| 0|eng d
020			_a9783834968913 _9978-3-8349-6891-3
040			_cMX-MeUAM
050		4	_aHF5410-5417.5
082	0	4	_a658.8 _223
100	1		_aHerhausen, Dennis. _eauthor.
245	1	0	_aUnderstanding Proactive Customer Orientation _h[recurso electrónico] : _bConstruct Development and Managerial Implications / _cby Dennis Herhausen.
264		1	_aWiesbaden : _bGabler, _c2011.
300			_aXVII, 186p. 10 illus. _bonline resource.
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _bcr _2rdacarrier
347			_atext file _bPDF _2rda
520			_aDennis Herhausen examines how managers can successfully probe latent needs and uncover future needs of customers, labeled as proactive customer orientation. To answer this question, three stages of research are deployed: (1) An exploratory study investigating two different dimensions of proactive customer orientation, (2) a quantitative study investigating consequences, antecedents, and factors that moderate the effects of proactive customer orientation, and (3) a qualitative study investigating situation-specific recommendations on how to increase proactive customer orientation. Overall, a systematic change process is developed to guide managers that aim to increase their company's proactive customer orientation.
650		0	_aEconomics.
650		0	_aMarketing.
650	1	4	_aEconomics/Management Science.
650	2	4	_aMarketing.
710	2		_aSpringerLink (Online service)
773	0		_tSpringer eBooks
776	0	8	_iPrinted edition: _z9783834931016
856	4	0	_zLibro electrónico _uhttp://148.231.10.114:2048/login?url=http://link.springer.com/book/10.1007/978-3-8349-6891-3
596			_a19
942			_cLIBRO_ELEC
999			_c205039 _d205039