Leveraging knowledge in global key account management: findings from a benchlearning group project in the industry
Gespeichert in:
| Hauptverfasser: | , , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
St. Gallen
Thexis
2001
|
| Schriftenreihe: | Thexis Fachbericht für Marketing
2001,1 |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | VII, 74 S. Ill., graph. Darst. |
| ISBN: | 3908545609 |
Internformat
MARC
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| 245 | 1 | 0 | |a Leveraging knowledge in global key account management |b findings from a benchlearning group project in the industry |c Martin P. Arnold, Christian Belz and Christoph Senn |
| 264 | 1 | |a St. Gallen |b Thexis |c 2001 | |
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| 650 | 4 | |a Benchmarking (Management) | |
| 650 | 4 | |a Finance |x Management | |
| 650 | 4 | |a Knowledge management | |
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Datensatz im Suchindex
| _version_ | 1804132848634953728 |
|---|---|
| adam_text | Contents
Contents i
Foreword iii
Management Summary iv
Figures v
Tables vi
Abbreviations vii
1 Managing Global Key Account Knowledge: Basic Concept and
Framework of Research 1
1.1 Research Issues in Global Account Knowledge Management 2
1.1.1 Knowledge Management 2
1.1.2 Knowledge in Global Account Management 5
1.1.3 Marketing Information Systems H
1.2 Framework of Research 13
1.2.1 Generation of Knowledge 13
1.2.2 Dissemination of Knowledge 14
1.2.3 Responsiveness to Knowledge 14
1.3 Successful Practice: The Hewlett Packard Case 16
1.3.1 Generation of Knowledge: Global Data Hub and Collaborative Opportunity Management
17
1.3.2 Dissemination of Knowledge: Web Support for Firm, Team and Customer 18
1.3.3 Responsiveness to Knowledge: Top Management Support and Pioneer Spirit 20
2 Research Approach of the Benchlearning Group 22
3 Practice of Global Key Account Knowledge Management: Four
Case Studies 27
3.1 Goldschmidt PU Additives: Leveraging Global Teams 27
3.1.1 Generation: Team as Catalyst 29
3.1.2 Dissemination: Pen and paper Information Matrix 3
3.1.3 Responsiveness: Teaming Up of Departments 32
i
3 2 Maag Pump Systems Textron AG: Reaping the Benefits of IT 33
3.2.1 Generation: Integration of SAP Worldwide 35
3.2.2 Dissemination: High Propensity to Use Databases 36
3.2.3 Responsiveness: Mixed Emotions For Now 37
3.3 Steeltec AG: Extending Local Strength 38
3.3.1 Generation: the Pull of Highly Globalized Users 39
3 3 2 Dissemination: Enterprise Knowledge Medium 4()
3.3 3 Responsiveness: Preparing for the Future 41
3.4 H. Weidmann AG: Equipping the Global Account Manager 42
3.4.1 Generation: the Global Account Manager as Single Knowledge Carrier 43
34.2 Dissemination: Strong Networks 45
3.4.3 Responsiveness: High Expectations 46
3.5 Cross case Implications 47
3.5.1 Generation of Knowledge: the Race of Global Purchasing against Global Sales 47
3.5.2 Dissemination of Knowledge: Awareness and Technology 49
3.5.3 Responsiveness to Knowledge: the Common Cause Decides 52
4 Conclusions and Implications for Management 56
References 61
Appendix 67
|
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| id | DE-604.BV019396748 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T19:59:21Z |
| institution | BVB |
| isbn | 3908545609 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-012859194 |
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| physical | VII, 74 S. Ill., graph. Darst. |
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| publisher | Thexis |
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| series | Thexis Fachbericht für Marketing |
| series2 | Thexis / Fachbericht für Marketing |
| spelling | Arnold, Martin Patrick 1972- Verfasser (DE-588)123794579 aut Leveraging knowledge in global key account management findings from a benchlearning group project in the industry Martin P. Arnold, Christian Belz and Christoph Senn St. Gallen Thexis 2001 VII, 74 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Thexis / Fachbericht für Marketing 2001,1 Benchmarking (Management) Finance Management Knowledge management Kundengruppenmanagement (DE-588)4197319-7 gnd rswk-swf Kundengruppenmanagement (DE-588)4197319-7 s DE-604 Belz, Christian 1953- Verfasser (DE-588)123463580 aut Senn, Christoph Verfasser aut Thexis Fachbericht für Marketing 2001,1 (DE-604)BV003657937 2001,1 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=012859194&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Arnold, Martin Patrick 1972- Belz, Christian 1953- Senn, Christoph Leveraging knowledge in global key account management findings from a benchlearning group project in the industry Thexis Fachbericht für Marketing Benchmarking (Management) Finance Management Knowledge management Kundengruppenmanagement (DE-588)4197319-7 gnd |
| subject_GND | (DE-588)4197319-7 |
| title | Leveraging knowledge in global key account management findings from a benchlearning group project in the industry |
| title_auth | Leveraging knowledge in global key account management findings from a benchlearning group project in the industry |
| title_exact_search | Leveraging knowledge in global key account management findings from a benchlearning group project in the industry |
| title_full | Leveraging knowledge in global key account management findings from a benchlearning group project in the industry Martin P. Arnold, Christian Belz and Christoph Senn |
| title_fullStr | Leveraging knowledge in global key account management findings from a benchlearning group project in the industry Martin P. Arnold, Christian Belz and Christoph Senn |
| title_full_unstemmed | Leveraging knowledge in global key account management findings from a benchlearning group project in the industry Martin P. Arnold, Christian Belz and Christoph Senn |
| title_short | Leveraging knowledge in global key account management |
| title_sort | leveraging knowledge in global key account management findings from a benchlearning group project in the industry |
| title_sub | findings from a benchlearning group project in the industry |
| topic | Benchmarking (Management) Finance Management Knowledge management Kundengruppenmanagement (DE-588)4197319-7 gnd |
| topic_facet | Benchmarking (Management) Finance Management Knowledge management Kundengruppenmanagement |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=012859194&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| volume_link | (DE-604)BV003657937 |
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