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Key Determinants of Customer Success

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Authors

Lim, Jongwon; Jun, Jongkun

Issue Date
1999-12
Publisher
College of Business Administration (경영대학)
Citation
Seoul Journal of Business, Vol.5 No.1, pp. 121-147
Keywords
long-term businessvalue sharinginformation sharing
Abstract
Customer success, not customer satisfaction, is suggested to

be the key variable to enhance long-term business relationship

with customers. A model of customer success is derived from the

philosophy-structure-behavior-performance paradigm. Value

sharing and information sharing are proved to be critical to

increase the supplier's behavioral orientation for customer

success from the empirical analysis.
ISSN
1226-9816
Language
English
URI
https://hdl.handle.net/10371/1646
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College of Business Administration/Business School (경영대학/대학원)Dept. of Business Administration (경영학과)Seoul Journal of Business (SJB)Seoul Journal of Business Volume 05, Number 1/2 (1999)
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