If the supplier’s human capital walks away, where would the customer go?

Purpose: Professional service firms’ clients often develop stronger attachments to their key contact employee than to the service firm. Since professionals are highly mobile, buyers of professional business services constantly have to decide whether to follow their key contact employee or remain wit...

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Bibliographische Detailangaben

Hauptverfasser:	Biong, Harald, Ulvnes, Arne M
Format:	Artikel
Sprache:	eng
Schlagworte:	advertiser-agency relationships business-to-business marketing contact employee attachments human capital professional services social capital structural capital switching behavior
Online-Zugang:	Volltext bestellen
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