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Monographie Kein Zugriff

Wie smarte, konnektive Leistungen die Verhandlungsmacht der Kunden verändern

Einblicke aus dem Maschinen- und Anlagenbau
Autor:innen:
Verlag:
 2021

Zusammenfassung

Konnektive Produkte und Smart Services verändern die Kunden-Anbieter-Beziehungen und stellen Maschinenbauer vor neue Herausforderungen im Wettbewerb. Wie verändern diese smarten, konnektiven Leistungen nun die Verhandlungsmacht der Kunden? Welche Treiber spielen eine besondere Rolle? Auf diese Fragen finden Führungskräfte aus Vertrieb, Marketing und Produktmanagement von Unternehmen des Maschinen- und Anlagenbaus in diesem Buch Antworten. Es unterstützt dabei, die Verhandlungsmacht ihrer Kunden effektiv zu steuern, insbesondere in der Differenzierung und den Wechselkosten.

Dieses Buch widmet sich der Unternehmenssteuerung im Rahmen der digitalen Transformation, insbesondere des Industriegütermarketings und strategischen Managements.

Schlagworte

Publikation durchsuchen

Bibliographische Angaben

Auflage
1/2021
Copyrightjahr
2021
ISBN-Print
978-3-8487-8267-3
ISBN-Online
978-3-7489-2067-0
Verlag
Nomos, Baden-Baden
Reihe
Controlling Praxis
Sprache
Deutsch
Seiten
312
Produkttyp
Monographie

Inhaltsverzeichnis

KapitelSeiten
  1. Titelei/Inhaltsverzeichnis Kein Zugriff 1 - 24
    1. 1.1 Problemstellung und Forschungsfrage Kein Zugriff
    2. 1.2 Zielsetzung und Vorgehensweise Kein Zugriff
    3. 1.3 Aufbau der Arbeit Kein Zugriff
    1. 2.1 Vorgehen zur Entwicklung des begrifflichen Bezugsrahmens Kein Zugriff
    2. 2.2 Definition: Kunde Kein Zugriff
    3. 2.3 Definition: Verhandlung Kein Zugriff
    4. 2.4 Definition: Industrielle Verhandlungen Kein Zugriff
    5. 2.5 Definition: Verhandlungsmacht Kein Zugriff
    6. 2.6 Definition: Industrie 4.0, Industrial Internet und das Internet of Things Kein Zugriff
    7. 2.7 Definition: Das smarte, konnektive Produkt Kein Zugriff
    1. 3.1 Ressourcenorientierte Perspektive Kein Zugriff
    2. 3.2 Transaktionskostenorientierte Perspektive Kein Zugriff
      1. 3.3.1 SCP-Paradigma der Industrieökonomie Kein Zugriff
      2. 3.3.2 Porter’s Five Forces – Branchenstrukturanalyse Kein Zugriff
      3. 3.3.3 Branchenorientierte Perspektive und generische Strategien Kein Zugriff
      4. 3.3.4 Kritische Würdigung der branchenorientierten Perspektive Kein Zugriff
    1. 4.1 Zielsetzung und Aufbau des Kapitels Kein Zugriff
    2. 4.2 Vorgehen zur Entwicklung des theoriebasierten Erklärungsmodells Kein Zugriff
    3. 4.3 Entwicklung des übergeordneten theoretischen Bezugsrahmens (Strukturmodell) Kein Zugriff
      1. 4.4.1 Konstrukt der Kundenkonzentration Kein Zugriff
      2. 4.4.2 Konstrukt der Produktdifferenzierung Kein Zugriff
      3. 4.4.3 Konstrukt der Wechselkosten Kein Zugriff
      4. 4.4.4 Konstrukt der Preisempfindlichkeit der Kunden Kein Zugriff
      5. 4.4.5 Konstrukt der Gefahr von Rückwärtsintegration Kein Zugriff
      6. 4.4.6 Konstrukt der Markttransparenz Kein Zugriff
    5. 4.5 Zusammenfassung des Erklärungsmodells Kein Zugriff
    1. 5.1 Zielsetzung und Aufbau des Kapitels Kein Zugriff
    2. 5.2 Vorgehen der empirischen Prüfung Kein Zugriff
      1. 5.3.1 Auswahl der statistischen Analysemethode Kein Zugriff
      2. 5.3.2 Aufbau von Strukturgleichungsmodellen Kein Zugriff
      3. 5.3.3 Partial Least Squares Strukturgleichungsmodellierung Kein Zugriff
        1. 5.3.4.1 Evaluation der Messmodelle Kein Zugriff
        2. 5.3.4.2 Evaluation reflektiver Messmodelle Kein Zugriff
        3. 5.3.4.3 Evaluation formativer Messmodelle Kein Zugriff
        4. 5.3.4.4 Evaluation des Strukturmodells Kein Zugriff
        5. 5.3.4.5 Zusammenfassung der Schemata zur Evaluation Kein Zugriff
        6. 5.3.4.6 Multigruppenanalyse Kein Zugriff
      1. 5.4.1 Der Operationalisierungsprozess Kein Zugriff
      2. 5.4.2 Kundenkonzentration Kein Zugriff
      3. 5.4.3 Produktdifferenzierung Kein Zugriff
      4. 5.4.4 Wechselkosten Kein Zugriff
      5. 5.4.5 Preisempfindlichkeit der Kunden Kein Zugriff
      6. 5.4.6 Gefahr von Rückwärtsintegration Kein Zugriff
      7. 5.4.7 Markttransparenz Kein Zugriff
      8. 5.4.8 Konnektivität Kein Zugriff
      9. 5.4.9 Verhandlungsmacht der Kunden Kein Zugriff
      10. 5.4.10 Kontrollvariablen Kein Zugriff
      11. 5.4.11 Zusammenfassung des Modells Kein Zugriff
      1. 5.5.1 Entwicklung des Fragebogens Kein Zugriff
      2. 5.5.2 Untersuchungsobjekte und Datenerhebung Kein Zugriff
      3. 5.5.3 Überprüfung von Fehlerquellen und Verzerrungen Kein Zugriff
      1. 5.6.1 Vorbereitung der Datenanalyse Kein Zugriff
      2. 5.6.2 Durchführung der Datenanalyse Kein Zugriff
        1. 5.6.3.1 Evaluation reflektiv spezifizierter Messmodelle Kein Zugriff
        2. 5.6.3.2 Evaluation formativ spezifizierter Messmodelle Kein Zugriff
        1. 5.6.4.1 Evaluation des Strukturmodells Gesamtmodell Kein Zugriff
        2. 5.6.4.2 Evaluation des Strukturmodells Gruppe Konnektiv Kein Zugriff
        3. 5.6.4.3 Evaluation des Strukturmodells Gruppe Nicht konnektiv Kein Zugriff
        4. 5.6.4.4 Evaluation der Strukturmodelle mittels Multigruppenanalyse Kein Zugriff
        5. 5.6.5 Hypothesenprüfung Kein Zugriff
        6. 5.6.6 Ergebnisdiskussion Kein Zugriff
    1. 6.1 Zielsetzung und Vorgehen der Entwicklung der Handlungsempfehlungen Kein Zugriff
    2. 6.2 Methodische Grundlagen der explorativen Datenanalyse zur Ableitung von Handlungsempfehlungen Kein Zugriff
      1. 6.3.1 Explorative Analyse der Produktdifferenzierung Kein Zugriff
      2. 6.3.2 Explorative Analyse der Wechselkosten Kein Zugriff
      1. 6.4.1 Handlungsempfehlungen zur Kundenkonzentration Kein Zugriff
      2. 6.4.2 Handlungsempfehlungen zur Produktdifferenzierung Kein Zugriff
      3. 6.4.3 Handlungsempfehlungen zu Wechselkosten Kein Zugriff
      4. 6.4.4 Handlungsempfehlungen zur Preisempfindlichkeit Kein Zugriff
      5. 6.4.5 Handlungsempfehlungen zur Gefahr der Rückwärtsintegration Kein Zugriff
      6. 6.4.6 Handlungsempfehlungen zur Markttransparenz Kein Zugriff
    1. 7.1 Ergebniszusammenfassung Kein Zugriff
    2. 7.2 Limitationen und weiterer Forschungsbedarf Kein Zugriff
  9. Anhang. Experteninterviews zur Validierung der Ergebnisse undHandlungsempfehlungen Kein Zugriff 265 - 272
  10. Literaturverzeichnis Kein Zugriff 273 - 312

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