Christian Homburg

“Industrial marketing should be understood as a relationship-specific rather than a transaction-specific construct.”

“People define themselves in terms of both unique individualizing attributes and collective attributes of the groups to which they belong.”

“The greater the extent of market dynamism, the greater is the positive impact of market-oriented behaviors on market performance.”

“Activities for complex customers cannot be handled by the sales function alone but requires participation from other functional groups.”

“[Strategic account management programs include] special activities... such as pricing, products, services, distribution, and information sharing’ and that they involve ‘in addition to marketing and sales, functional groups such as manufacturing, research and development, and finance.”

“Cross-functional KAM companies stand out with respect to both performance in the market and adaptiveness.”

“[Key Account Management is] the extent to which an organization achieves better relationship outcomes for its Key Accounts than for its average accounts.”

“Marketing Management: A Contemporary Perspective provides a fresh new perspective on marketing from some of the leading researchers in Europe. The book offers students and practitioners the comprehensive coverage they need to make the right decisions to create and implement highly successful marketing strategies. This exciting new book combines scholarly international research with relevant and contemporary examples from markets and brands across the world.”

“The notion of corporate social responsibility (CSR) has gained momentum and is currently of strategic importance for many companies. Among Fortune 500 companies, as many as 90% have explicit CSR initiatives, more than half publish a separate annual CSR report, and most have senior executives responsible for CSR (Luo and Bhattacharya 2009; McKinsey & Company 2009).”

“We define CSR as a firm's voluntary consideration of stakeholder concerns both within and outside its business operations.”

“Stakeholder theory regards the firm as a nexus of stakeholders, commonly defined as groups or individuals who can affect or are affected by the achievement of the firm's goals (Freeman 1984). Depending on the ground for examining a firm's stakeholders, we can differentiate three approaches (Jones 1995):”