Account portfolio analysis for strategy development

Renato Fiocca

doi:10.1016/0019-8501(82)90034-7

Account portfolio analysis for strategy development

Renato Fiocca

Risultato della ricerca: Contributo in rivista › Articolo in rivista

103 Citazioni (Scopus)

Abstract

This article proposes a method of composing and complementing industrial marketing strategy. A new approach to industrial marketing strategy is presented. It has the customer as the core of the analysis and considers some of the most important elements of industrial marketing, such as derived demand and buyer/seller relationships. This new approach, called account portfolio analysis, offers some indications to industrial managers and scholars for the analysis of marketing strategies tailored expressly for industrial companies. © 1982.

Lingua originale	English
pagine (da-a)	53-62
Numero di pagine	10
Rivista	Industrial Marketing Management
Volume	11
DOI	https://doi.org/10.1016/0019-8501(82)90034-7
Stato di pubblicazione	Pubblicato - 1982

Keywords

Account Portfolio
Business to business
Portafoglio clienti

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10.1016/0019-8501(82)90034-7

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title = "Account portfolio analysis for strategy development",

abstract = "This article proposes a method of composing and complementing industrial marketing strategy. A new approach to industrial marketing strategy is presented. It has the customer as the core of the analysis and considers some of the most important elements of industrial marketing, such as derived demand and buyer/seller relationships. This new approach, called account portfolio analysis, offers some indications to industrial managers and scholars for the analysis of marketing strategies tailored expressly for industrial companies. {\textcopyright} 1982.",

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author = "Renato Fiocca",

year = "1982",

doi = "10.1016/0019-8501(82)90034-7",

language = "English",

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journal = "Industrial Marketing Management",

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AU - Fiocca, Renato

PY - 1982

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AB - This article proposes a method of composing and complementing industrial marketing strategy. A new approach to industrial marketing strategy is presented. It has the customer as the core of the analysis and considers some of the most important elements of industrial marketing, such as derived demand and buyer/seller relationships. This new approach, called account portfolio analysis, offers some indications to industrial managers and scholars for the analysis of marketing strategies tailored expressly for industrial companies. © 1982.

KW - Account Portfolio

KW - Business to business

KW - Portafoglio clienti

KW - Account Portfolio

KW - Business to business

KW - Portafoglio clienti

UR - http://hdl.handle.net/10807/170147

U2 - 10.1016/0019-8501(82)90034-7

DO - 10.1016/0019-8501(82)90034-7

M3 - Article

SN - 0019-8501

VL - 11

SP - 53

EP - 62

JO - Industrial Marketing Management

JF - Industrial Marketing Management

ER -

Account portfolio analysis for strategy development

Abstract

Keywords

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