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• W3048278821 abstract "Zusammenfassung After-Sales-Services werden in der wirtschaftswissenschaftlichen Forschung intensiv reflektiert. Diese Services können der Kundenbindung dienen und offenbar substanzielle, über den Produktkauf hinausreichende Umsatz- und Rentabilitäts-Potenziale für Unternehmen bieten. Vorliegend wurden die Umsetzung und potenzielle Erfolgswirksamkeit des After-Sales im Bereich Medizintechnik empirisch untersucht. Die Untersuchungsgruppe bestand aus 327 deutschen Medizintechnik-Unternehmen, die einen eigenständig entwickelten Fragebogen zu Aspekten des After-Sales bearbeitet hatten. Es zeigte sich, dass After-Sales-Services bei diesen Unternehmen reges Interesse finden und die attribuierte wirtschaftliche Relevanz von After-Sales-Maßnahmen hoch ist. Ermittelt wurden zudem prinzipiell positive Beziehungen zwischen der strategisch-operativen Wertschätzung von After-Sales-Services und der Gewinndynamik der Medizintechnik-Unternehmen. Die letztgenannten Ergebnisse, die sich auch multivariat absichern ließen, weisen sowohl praktische als auch theoretische Implikationen auf. Abstract After-sales services have been investigated thoroughly in economic research. These services can play an important role for customer retention. Beyond the purchase, after-sales-services may have a substantial potential for further revenues and the company profitability. In the present empirical study, forms, effectiveness and potentials for success of after-sales services in the medical technology industry (medtech) were analyzed. The sample included 327 small and medium-sized medtech companies in Germany. These companies were required to complete an independently developed questionnaire with a focus on different after-sales aspects. As to the empirical data, the responding companies regarded after-sales services as being of high importance. The attributed strategic relevance of the services proved to be strong. Furthermore, positive relations between the companies’ appreciation of after-sales services and the profit dynamism of the companies were found. The latter results, which could be validated by multivariate methods, have both theoretical and practical implications." @default.
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• W3048278821 date "2020-01-01" @default.
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• W3048278821 title "Zur Relevanz des After-Sales in klein- und mittelständischen Medizintechnik-Unternehmen" @default.
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• W3048278821 doi "https://doi.org/10.3790/zfke.68.1.1" @default.
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