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Marketing, Sales and Customer Management (MSC) by Richard Hofmaier

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Endnotes

1 For SPOT and SPOS analysis (more below), see also in detail Hofmaier, 1993, pp. 145–172 and Hofmaier, 1996, pp. 32–61.

2 For KSF analysis, see also Hofmaier, 1999, pp. 130–139 and in detail Kotler / Cox, 1988, pp. 249–251.

3 This matrix is based on the fundamental “four-section matrix”; see Ansoff (1966), pp. 132–133.

4 For the SWOT matrix, see also Meffert, 2012, pp. 237–242.

5 In addition to experience-based evidence of this connection, see also a series of initial related studies, e.g. Haase, 2006 and in detail Hofmaier, 2014/2015.

6 For such specific integrated key account management, see also Hofmaier, 2012, pp. 6–13.

7 For classic portfolio methods and strategies, see also Kotler / Keller / Bliemel, 2007, pp. 96–100, and others; ...

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