Handbook of strategic account management a comprehensive resource
"A complete compilation of the established knowledge in strategic account managementThough companies expend tremendous effort to upkeep electronic and social media and mass marketing, they often overlook the value of strategic account management (SAM). This handbook is a compilation of papers t...
| Main Author: | |
|---|---|
| Other Authors: | |
| Format: | eBook |
| Language: | English |
| Published: |
Chichester, West Sussex
Wiley
2014
|
| Subjects: | |
| Online Access: | |
| Collection: | O'Reilly - Collection details see MPG.ReNa |
Table of Contents:
- 'Vertical Coopetition': The Key Account Perspective / Sylvie Lacoste
- Key Account Management in Business Markets: An Empirical Test of Common Assumptions / Björn Sven Ivens, Catherine Pardo
- Strategic Account Plans: Their Crucial Role in Strategic Account Management / Malcolm Mcdonald, Diana Woodburn
- Using Customer Profitability and Customer Lifetime Value to Manage Strategic Accounts / Régis Lemmens, Tomas Vanderbiesen
- Developing KSAM Programmes. A Configurational Approach to Strategic Account Management Effectiveness / Christian Homburg, John Workman, Ove Jensen
- The Appropriateness of the Key Account Management Organization / Stefan Wengler
- Organizational Structures in Global Account Management / George Yip, Audrey Bink
- Designing Strategic Account Management Programmes / Kaj Storbacka
- Global Customer Team Design: Dimensions, Determinants and Performance Outcomes / Yana Atanasova, Christoph Senn
- Includes bibliographical references and index
- Key Accountization at Bosch Automotive Aftermarket Italy: Managing and Implementing a Strategic Change / Paolo Guenzi
- Operationalizing KSAM. Recent Developments in Relationship Portfolios: A Review of Current Knowledge / Judy Zolkiewski
- Account Portfolio Management: Optimizing the Customer Portfolio of the Firm / Osman Gök
- Strategic Account Management Processes at Corporate, Relationship and Annual Level / Jukka Ojasalo
- Developing Strategic Key Account Relationships in Business-to-Business Markets / Kevin Wilson
- The Role of the Key/Strategic Account Manager / Kevin Wilson, Sue Holt
- The Influence of Personality on the Job Performance of Strategic Account Managers / Tommi Mahlamäki, Olavi Uusitalo, Toni Mikkola
- Key Strategic Account Management: Where are we Now? / Diana Woodburn, Kevin Wilson
- Strategic Dimensions of Ksam. Making the Case for Managing Strategic Accounts / Noel Capon, Florin Mihoc
- Drivers for Key Account Management Programmes / Per-Olof Brehmer, Jakob Rehme
- KSAM as an Organizational Change: Making the Transition / Diana Woodburn
- Switching Costs in Key Account Relationships / Sanjit Sengupta, Robert E Krapfel, Michael A Pusateri
- The Strategic Buyer: How Emerging Procurement Strategies May Support KAM/SAM Relationships / Simon Croom
- Social and Ethical Concerns in Strategic Account Management: Emerging Opportunities and New Threats / Nigel Piercy, Nikala Lane
- Value Creation Through KSAM. Value in Strategic Account Management / Antonella LA Rocca, Ivan Snehota
- Value Dimensions and Relationship Postures in Dyadic 'Key Relationship Programmes' / Stephan Henneberg, Catherine Pardo, Stefanos Mouzas, Peter Naudé