Differences between customer experience and business development propositions: The case of a major contractor in the infrastructure market

Association of Researchers in Construction Management, ARCOM 2009 - Proceedings of the 25th Annual Conference

Volumn , Issue , 2009, Pages 391-402

  Chambers, Melissa ^a   Fitch, Tim ^a   Keki, Ioanna ^a,b   Smyth, Hedley ^c  

^a Ecole Superieure d'Ingenieurs Leonard de Vinci   (France)

^b UNIVERSITY COLLEGE LONDON   (United Kingdom)

^c UNIVERSITY COLLEGE LONDON   (United Kingdom)

Author keywords

Business development; Customers; Relationship marketing; Value

Indexed keywords

ACTION RESEARCH; BUSINESS CUSTOMERS; BUSINESS DEVELOPMENT; BUSINESS DEVELOPMENT MANAGER; BUSINESS RELATIONSHIPS; BUSINESS STRATEGY; CUSTOMER EXPERIENCE; CUSTOMERS; MARKETING PLAN; MARKETING STRATEGY; ORGANISATIONAL CULTURE; OWNERSHIP CHANGES; RE-EVALUATION; RELATIONSHIP MARKETING; SEMI STRUCTURED INTERVIEWS; VALUE; VALUE PROPOSITION;

CONTRACTORS; CUSTOMER SATISFACTION; MANAGERS; PROJECT MANAGEMENT; RESEARCH; STRATEGIC PLANNING;

SALES;

EID: 84861065603     PISSN: None     EISSN: None     Source Type: Conference Proceeding    
DOI: None     Document Type: Conference Paper

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