The Business Value

Luigi Dumitrescu and Camelia Apostu
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Camelia Apostu: Lucian Blaga University, Sibiu, Romania

Management and Marketing Journal, 2008, vol. 6, issue 1, 83-88

Abstract: Almost every sales opportunity required us to get involved with our customer`s finance department to develop a business case or cost justification. Business acumen (an understanding of how business works) is more than just knowing words and their definitions; it`s understanding that poor inventory control has a negative impact on order fill-rates. When order fill-rates fall, customer loyalty suffers, as do accounts receivable. When accounts receivable get out hand, cash flow is impacted. Then a company might have to dip into lines of credit to cover short-term obligations, and the interest that has to be paid on that borrowed money erodes profitability. We call this the “cause and effect of business”.

Keywords: business value; consumer satisfaction; consumer fidelity; relationship marketing (search for similar items in EconPapers)
JEL-codes: M30 (search for similar items in EconPapers)
Date: 2008
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Persistent link: https://EconPapers.repec.org/RePEc:aio:manmar:v:6:y:2008:i:1:p:83-88

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