{"title":"Thomas Aichner","description":null,"products":[{"product_id":"lumpi-el-perro-salchicha-y-piedra-papel-o-tijera-book-thomas-aichner-9781537579238","title":"Lumpi el perro salchicha y piedra, papel o tijera","description":null,"brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":51040333365521,"sku":"","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ NEW \/ INGRAM","offer_id":51040336281873,"sku":"NIN9781537579238","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1537579231.jpg?v=1750860923"},{"product_id":"serving-the-customer-book-thomas-aichner-9783658390747","title":"Serving the Customer","description":"This book examines key aspects of selling and the sale of goods and services in B2C and B2B. Renowned scholars and practitioners contributed their expertise with a wide range of articles about how to serve customers and the role of selling and sales. Their research results and practical experiences can be used as a basis for further research as well as implemented by small, medium-sized and globally operating companies. The 13 chapters are organized in four parts, starting with (I) value creation and selling services, followed by (II) business negotiations and sales in B2B, (III) using technology and innovation to increase sales and study consumers, and finishing with two chapters about sales competencies on the one hand and a critical piece about consumption on the other hand under (IV) selling more or consuming less?The European perspective adopted in the book provides both international researchers and entrepreneurs, as well as those already working in Europe, with a better understanding of the market and the dynamics in the consumer and business sectors.\u003cbr\u003eExcerpt from the content\u003cul\u003e\n\u003cli\u003eThe meaning of value creation and value-in-use in selling services\u003c\/li\u003e\n\u003cli\u003eThe vital role of pricing, customer participation, and the responsibilities of front-line employees\u003c\/li\u003e\n\u003cli\u003eHow to negotiate the sale in B2B and purchase of three distinct types of business services\u003c\/li\u003e\n\u003cli\u003eHow, why, and under which circumstances retailers are considering machine learning forecasting methods to increase sales\u003c\/li\u003e\n\u003cli\u003eProposal for an autonomous consumer business, which is about fully automating transactions between a seller and a buyer\u003c\/li\u003e\n\u003cli\u003eHow the Net Promoter Score works and why it can be both beneficial but also viewed skeptically\u003c\/li\u003e\n\u003cli\u003eWhich specific competencies sales professionals must possess to succeed and sell well \u003c\/li\u003e\n\u003cli\u003eThe downsides and threats of our economic system with a single-minded focus on thegrowth of sales or revenues\u003c\/li\u003e\n\u003c\/ul\u003e\u003cbr\u003e","brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":51061059256593,"sku":"","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ NEW \/ INGRAM","offer_id":51061061943569,"sku":"NIN9783658390747","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ NEW \/ INGRAM","offer_id":52585884287249,"sku":"NLS9783658390747","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/3658390743.jpg?v=1758276998"},{"product_id":"mass-customization-and-customer-centricity-book-thomas-aichner-9783031097812","title":"Mass Customization and Customer Centricity","description":"\u003cp\u003eThis book honors the contributions and career of Cipriano Forza, Professor of Management Engineering at the University of Padova, Italy. He is a Member of the Scientific Committee of Academic Journal Guide (ABS), an Associate Editor of the Decision Sciences Journal and a former Associate Editor of the Journal of Operations Management, where he curated a special issue on “Coordinating Product Design, Process Design, and Supply Chain Design Decisions”. As one of the world’s foremost researchers in the area of mass customization and operations management, Prof. Forza published more than 200 scientific articles with over 10,000 citations on Google Scholar. For his groundbreaking work, he received several awards, including the Dr. Theo Williamson Award for Excellence (1997), best paper awards by Production Planning and Control (2005) and the Journal of Operations Management (2006), the Harry Boer Highly Commended Award (2016), and the EurOMA Fellowship Awards (2021).\u003c\/p\u003e\n\n\u003cp\u003eLeading researchers and practitioners that have been working with the honoree contributed a broad range of findings from conceptual and empirical research about mass customization and personalization to this book. The individual chapters take a customer centric view on the challenges and opportunities of product and service customization from an operations management, information technology, entrepreneurship, marketing, and organizational perspective. The authors explore key ideas, current developments as well as future research directions.\u003c\/p\u003e","brand":"WoB","offers":[{"title":"GB \/ NEW \/ INGRAM","offer_id":52134461440273,"sku":"NLS9783031097812","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/9783031097812.jpg?v=1785975664"},{"product_id":"mass-customization-and-customer-centricity-book-thomas-aichner-9783031097843","title":"Mass Customization and Customer Centricity","description":"\u003cp\u003eThis book honors the contributions and career of Cipriano Forza, Professor of Management Engineering at the University of Padova, Italy. 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For his groundbreaking work, he received several awards, including the Dr. Theo Williamson Award for Excellence (1997), best paper awards by Production Planning and Control (2005) and the Journal of Operations Management (2006), the Harry Boer Highly Commended Award (2016), and the EurOMA Fellowship Awards (2021).\u003c\/p\u003e\n\n\u003cp\u003eLeading researchers and practitioners that have been working with the honoree contributed a broad range of findings from conceptual and empirical research about mass customization and personalization to this book. The individual chapters take a customer centric view on the challenges and opportunities of product and service customization from an operations management, information technology, entrepreneurship, marketing, and organizational perspective. 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Anschließend werden 18 Prognosen – basierend auf politischen, ökonomischen, soziokulturellen und technologische Faktoren –  entwickelt, um die Frage zu beantworten, wie Virtual Reality die Auswahlentscheidung einer Tourismusdestination im Jahr 2025 beeinflussen wird. Um das wahrscheinlichste Zukunftsszenario zu finden, bewerten Experten die Prognosen im Rahmen einer Online-Delphi-Studie. \u003c\/p\u003e","brand":"WoB","offers":[{"title":"GB \/ NEW \/ INGRAM","offer_id":52619343692049,"sku":"NLS9783658238643","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/9783658238643.jpg?v=1786037393"},{"product_id":"warum-menschen-kaufen-markte-schwanken-und-unternehmen-wachsen-book-thomas-aichner-9783658527167","title":"Warum Menschen kaufen, Märkte schwanken und Unternehmen wachsen","description":"\u003cp\u003eWas steckt hinter Herdenverhalten an der Börse? 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Ergänzt wird das Buch durch aktuelle Entwicklungen rund um Künstliche Intelligenz und Digitalisierung sowie durch historische Perspektiven auf wirtschaftliche Zusammenhänge. \u003c\/p\u003e\n\u003cp\u003eEin Buch für alle, die wirtschaftliche und psychologische Mechanismen verstehen wollen – fundiert, praxisnah und unterhaltsam zugleich. \u003c\/p\u003e","brand":"WoB","offers":[{"title":"- \/ - \/ INTERNAL","offer_id":54116422582545,"sku":null,"price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ INGRAM","offer_id":54116422615313,"sku":"NLS9783658527167","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/9783658527167.jpg?v=1786400660"}],"url":"https:\/\/www.worldofbooks.com\/collections\/author-books-by-thomas-aichner.oembed","provider":"World of Books ","version":"1.0","type":"link"}