06174nam 2200757 450 991080893820332120200520144314.01-118-50904-81-118-50907-21-118-50905-6(CKB)2670000000547148(EBL)1655930(SSID)ssj0001132301(PQKBManifestationID)11592077(PQKBTitleCode)TC0001132301(PQKBWorkID)11149309(PQKB)11191714(DLC) 2014003769(Au-PeEL)EBL1655930(CaPaEBR)ebr10851107(CaONFJC)MIL584505(OCoLC)874322563(CaSebORM)9781118509074(MiAaPQ)EBC1655930(EXLCZ)99267000000054714820140401h20142014 uy 0engur|n|---|||||txtccrHandbook of strategic account management a comprehensive resource /Diana Woodburn and Kevin Wilson ; Cylinder, cover design1st editionChichester, England :Wiley,2014.©20141 online resource (650 p.)Description based upon print version of record.1-118-50908-0 Includes bibliographical references and index.Cover; Title page; Copyright page; Contents; Acknowledgements; The editors; About this book; Key strategic account management: where are we now?; A definition of KSAM; Questions for research; Section 1: Strategic dimensions of KSAM; Section 2: Value creation through KSAM; Section 3: Developing KSAM programmes; Section 4: Operationalizing KSAM; SECTION 1: Strategic Dimensions of KSAM; Making the case for managing strategic accounts; Introduction; Addressing customers; Generalized pressures on traditional go-to-market strategies; Increased competition; PESTLE forces; GlobalizationIncreased selling costsSummary; Pressures from customers; Affirmative reduction in number of suppliers; Rising importance of procurement; Changes in the procurement process; Impact of pressures on the firm; Small account management; Key, strategic and global account management; Conclusion; Drivers for key account management programmes; Introduction; Key account management; Benefits of key account management programmes; Internal and external driving forces for KAM programmes; Managing industrial sales complexity: A tentative framework; Research methodThree key account management programmes at ABBKAM programme - ABB Swedish Market; KAM programme in the ABB business area for industrial products and systems; Key account management for organizational reorientation; KAM programme drivers; Conclusions; KSAM as an organizational change: making the transition; Introduction; KSAM strategy; Drivers of KSAM; KSAM strategy implementation; KSAM structure; Positioning KSAM in the organizational structure; Positioning KSAM and sales; Key account teams; Making the change; The KSAM transitioning curve; The early stages; The later stages; ConclusionSwitching costs in key account relationshipsConceptual framework and hypotheses; Antecedents of switching costs; Consequences of switching costs; Data collection; Results; Discussion; The strategic buyer: how emerging procurement strategies may support KAM/SAM relationships; Introduction; The strategic importance of purchasing; The economics of trust; Strategic alignment; Power-based relationships; Collaborative innovation; The transformation of purchasing and supply; Implications for future SAM/KAM research; ConclusionSocial and ethical concerns in strategic account management: emerging opportunities and new threatsIntroduction; Strategic relationships between organizations; Strategic account management relationships; Broadening the management perspective on SAM; Ethical dilemmas to be resolved in making SAM effective and sustainable; Corporate social responsibility as a dimension of strategic customer relationship; Ethical dilemmas in SAM and how to avoid them; The good of the few versus the good of the many; The unintended consequences of concessions to strategic accountsMoral dilemmas in implementing the SAM executive role"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 that address researched knowledge of SAM across the academic community. Filling a void in the existing academic literature, Handbook of Strategic Account Management identifies key issues awaiting exploration. Each paper includes an overall summary of the tenets of SAM and a list of references, creating an indispensable resource for academic readers, students, and researchers. Written by an editing team with experience teaching SAM in company workshops, both of whom are members of SAMA, which has more than 3,000 members and bases in the United States and Europe Includes contributions from all over the world representing the balanced, researched body of knowledge in SAM Those looking to enhance their companies' relationships and bolster their businesses need look no further than this comprehensive collection of the latest knowledge in SAM"--Provided by publisher.SellingKey accountsMarketingKey accountsCustomer relationsSales managementSellingKey accounts.MarketingKey accounts.Customer relations.Sales management.658.872BUS043000bisacshWoodburn Diana1691135Wilson Kevin1947-CylinderMiAaPQMiAaPQMiAaPQBOOK9910808938203321Handbook of strategic account management4068915UNINA03652nam 22006735 450 991029963370332120230822192639.01-78785-242-33-319-09069-010.1007/978-3-319-09069-6(CKB)4100000006999369(DE-He213)978-3-319-09069-6(MiAaPQ)EBC6311569(EXLCZ)99410000000699936920181005d2018 u| 0engurnn#008mamaatxtrdacontentcrdamediacrrdacarrierHandbook of Cyber-Development, Cyber-Democracy, and Cyber-Defense /edited by Elias G. Carayannis, David F. J. Campbell, Marios Panagiotis Efthymiopoulos1st ed. 2018.Cham :Springer International Publishing :Imprint: Springer,2018.1 online resource (132 illus., 85 illus. in color. eReference.)Includes Index.3-319-09070-4 3-319-09068-2 This volume covers a wide spectrum of issues relating to economic and political development enabled by information and communication technology (ICT). Showcasing contributions from researchers, industry leaders, and policymakers, this Handbook provides a comprehensive overview of the challenges and opportunities created by technological innovations that are profoundly affecting the dynamics of economic growth, promotion of democratic principles, and the protection of individual, national, and regional rights. Of particular interest is the influence of ICT on the generation and dissemination of knowledge, which, in turn, empowers citizens and accelerates change across all strata of society. Each essay features literature reviews and key references; definition of critical terms and concepts, case examples; implications for practice, policy, and theory; and discussion of future directions. Representing such fields as management, political science, economics, law, psychology, and education, the authors cover such timely topics as health care, energy and environmental policy, banking and finance, disaster recovery, investment in research and development, homeland security, and diplomacy in the context of ICT and its economic, political, and social impact.Economic policyEconomic developmentInternational relationsData protectionTechnological innovationsEconomic PolicyEconomic Development, Innovation and GrowthInternational RelationsData and Information SecurityInnovation and Technology ManagementEconomic policy.Economic development.International relations.Data protection.Technological innovations.Economic Policy.Economic Development, Innovation and Growth.International Relations.Data and Information Security.Innovation and Technology Management.303.4833Carayannis Elias Gedthttp://id.loc.gov/vocabulary/relators/edtCampbell David F. Jedthttp://id.loc.gov/vocabulary/relators/edtEfthymiopoulos Marios Panagiotisedthttp://id.loc.gov/vocabulary/relators/edtMiAaPQMiAaPQMiAaPQBOOK9910299633703321Handbook of Cyber-Development, Cyber-Democracy, and Cyber-Defense2021811UNINA