Business-to-business marketing as a key factor for increasing service revenue in China
Journal
Journal of Business & Industrial Marketing
ISSN
0885-8624
ISSN-Digital
2052-1189
Type
journal article
Date Issued
2007-02-20
Author(s)
Gebauer, Heiko
;
Wang, Chunzhi
;
Beckenbauer, Bernold
;
Krempl, Regine
Abstract (De)
The implicit logic for increasing service revenue starts with overcoming typical and, in some respects, limiting cultural characteristics. These characteristics limit business-to-business marketing for increasing service revenue. Monitoring the effects of Chinese culture and gaining an understanding of how they have to be managed provides some guidance for managers to generate high service revenues.
Language
German
HSG Classification
contribution to scientific community
Refereed
Yes
Publisher
Emerald
Publisher place
Bradford
Volume
22
Number
2
Start page
126
End page
137
Pages
12
Subject(s)
Division(s)
Eprints ID
35050