DEMARKETING IN THE INDUSTRIAL SECTOR

Doris Reingruber
Additional contact information
Doris Reingruber: Production Management, University of Economics and Business Administration, Augasse 9, 1090 Wien, Austria

Chapter 6 in Marketing and Management Sciences, 2010, pp 33-36 from World Scientific Publishing Co. Pte. Ltd.

Abstract: AbstractThe presented project analyzes reasons and methods for integrating demarketing of unprofitable customers into corporate strategy. There is a clear research gap on demarketing in the industrial sector as well as for an integrative concept that comprises implementation, strategy and operational questions. Based on insights from contribution margin analysis and game theory, a complex model will be developed so that a range of scenarios can be designed and evaluated.

Keywords: Management, Organizational Behavior, Marketing; Negotiation, Dynamic Models, International Business, Strategic Business, Human Resource, (search for similar items in EconPapers)
JEL-codes: O30 (search for similar items in EconPapers)
Date: 2010
References: Add references at CitEc
Citations:

Downloads: (external link)
https://www.worldscientific.com/doi/pdf/10.1142/9781848165106_0006 (application/pdf)
https://www.worldscientific.com/doi/abs/10.1142/9781848165106_0006 (text/html)
Ebook Access is available upon purchase.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:wsi:wschap:9781848165106_0006

Ordering information: This item can be ordered from

Access Statistics for this chapter

More chapters in World Scientific Book Chapters from World Scientific Publishing Co. Pte. Ltd.
Bibliographic data for series maintained by Tai Tone Lim ().