Handbook of strategic account management: a comprehensive resource
Gespeichert in:
| Format: | Buch |
|---|---|
| Sprache: | English |
| Veröffentlicht: |
Chichester
Wiley
2014
|
| Schlagworte: | |
| Online-Zugang: | Cover Inhaltsverzeichnis |
| Beschreibung: | XIII, 634 S. graf. Darst. |
| ISBN: | 9781118509074 9781118509081 |
Internformat
MARC
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|---|---|---|---|
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| 020 | |a 9781118509074 |c hbk |9 978-1-118-50907-4 | ||
| 020 | |a 9781118509081 |c hbk |9 978-1-118-50908-1 | ||
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| 300 | |a XIII, 634 S. |b graf. Darst. | ||
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| 650 | 4 | |a Selling / Key accounts | |
| 650 | 4 | |a Marketing / Key accounts | |
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Datensatz im Suchindex
| _version_ | 1804152082133942272 |
|---|---|
| adam_text | Contents
Acknowledgements
vii
The editors
ix
About this book
xi
Key strategic account management: where are we now?
1
Editors Woodburn and Wilson
Section
1:
Strategic dimensions of KSAM
35
Making the case for managing strategic accounts
37
Capon and Mihoc
Drivers for key account management programmes
53
Brehmer and Rehme
KSAM as an organizational change: making the transition
77
Woodburn
Switching costs in key account relationships
103
Sengupta, Krapfel and Pusateri
The strategic buyer: how emerging procurement strategies may
support
KAM/ SAM
relationships
115
Croom
Social and ethical concerns in strategic account management:
emerging opportunities and new threats
141
Piercy and Lane
Section
2:
Value creation through KSAM
169
Value in strategic account management
171
La Rocca
and Snehota
CONTENTS
Value
dimensions
and relationship postures in dyadic key
relationship programmes
191
Henneberg,
Pardo,
Mouzas and
Nau
dé
Vertical coopelition : the key account perspective
205
Lacoste
Key account management in business markets: an empirical test
of common assumptions
227
¡vens
and
Pardo
Strategic account plans: their crucial role in strategic account
management
245
McDonald and Woodburn
Using customer profitability and customer lifetime value to
manage strategic accounts
267
Lemmens
and Vanderbiesen
Section
3:
Developing KSAM programmes
287
A conh gurational approach to strategic account management
effectiveness
289
Homburg,
Workman and Jensen
The appropriateness of the key account management organization
317
Wengler
Organizational structures in global account management
337
Yip and Bin
к
Designing strategic account management programmes
35 5
Storbacka
Global customer team design: dimensions, determinants and
performance outcomes
379
Atanasova and Senn
Key accountization at Bosch Automotive
Aftermarket
Italy:
managing and implementing a strategic change
405
Guenzi
Section
4:
Operationalizing KSAM
419
Recent developments in relationship portfolios: a review of current
knowledge
421
Żółkiewski
Account portfolio management: optimizing the customer portfolio
of the firm
441
Gök
IV
CONTENTS
Strategie
account management
processes
at corporate, relationship
and annual level
461
Ojasalo
Developing strategic key account relationships in
business-to-business markets
495
Wilson
The role of the key/strategic account manager
515
Wilson and Holt
The influence of personality on the job performance of strategic
account managers
5 39
Mahlamäki, Uusitalo
and
Mikkola
References
555
Author profiles
605
Index
615
|
| any_adam_object | 1 |
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| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
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| dewey-search | 658.81 |
| dewey-sort | 3658.81 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Book |
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| isbn | 9781118509074 9781118509081 |
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| title | Handbook of strategic account management a comprehensive resource |
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| title_sort | handbook of strategic account management a comprehensive resource |
| title_sub | a comprehensive resource |
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