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Kundenwert und Unternehmensethik

Kundenwert und Unternehmensethik

          
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About the Book

Inhaltsangabe: Einleitung: Kunden zufrieden zu stellen und damit an das Unternehmen zu binden gehört unter den herrschenden Wettbewerbsbedingungen zu den zentralen Aufgaben erfolgreichen unternehmerischen Handelns. Unternehmen orientieren sich deshalb zunehmend an den Bedürfnissen der Kunden, um langfristige Kundenbeziehungen aufzubauen. Die aus einer gesteigerten Kundenorientierung beziehungsweise Kundenbindung resultierenden höheren Erlöse stehen dabei nicht immer in einem wirtschaftlichen Verhältnis zu den aufgewendeten Kosten wie die Untersuchungen von Krafft und Helm/Rolfes/Günter beispielhaft für den deutschen Maschinenbau zeigen. Angesehene Autoren wie Cooper/Kaplan propagieren in diesem Zusammenhang eine 20:225-Heuristik, wonach 20 Prozent der Kunden 225 Prozent des Profits generieren. Der restliche Prozentsatz an Kunden erweist sich als neutral oder gar höchst verlustbringend. Rust et al. untermauern diese These, indem sie resümieren, dass „... not all customers are worth attracting and keeping". Daraus abgeleitet besteht das Ziel eines Unternehmens nach Rust et al. nicht darin, alle Kunden zu halten und eine hohe Zufriedenheit bei jedem Kunden zu erzielen, sondern sich auf die für das jeweilige Unternehmen „wertvollen" Kunden zu fokussieren. Auf diesem Wege sollen die Ressourcen effizient und effektiv zur Schaffung von „einzigartigen Leistungen für die richtigen Kunden" eingesetzt werden, um langfristig Wettbewerbsvorteile zu generieren. Somit tritt der Kundenwert als strategische Größe zur effizienten Gestaltung von Kundenbeziehungen in den Mittelpunkt der Betrachtung. Mit Hilfe des Kundenwerts sollen die prinzipiell knappen unternehmerischen Ressourcen vor allem in jene Kundenbeziehungen gelenkt werden, die die höchste Profitabilität versprechen. Diese Auffassung impliziert, dass ein Unternehmen seine Kräfte auf wertvolle Kunden nur dann bündeln kann, wenn es den „richtigen" Umgang mit unprofitablen Geschäftsbeziehungen lernt und bereit ist, sich von g


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Product Details
  • ISBN-13: 9783836600750
  • Publisher: Diplom.de
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 5 mm
  • Weight: 113 gr
  • ISBN-10: 3836600757
  • Publisher Date: 04 Jan 2007
  • Height: 210 mm
  • No of Pages: 76
  • Series Title: German
  • Sub Title: Ethische Implikationen eines wertorientierten Kundenmanagements
  • Width: 148 mm


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