LEADER 01454nas 2200469- 450 001 9910252748303321 005 20240524213014.0 035 $a(OCoLC)1028609260 035 $a(CKB)3790000000123167 035 $a(CONSER)--2024231330 035 $a(DE-599)ZDB2916991-4 035 $a(EXLCZ)993790000000123167 100 $a20180308a20119999 s-- - 101 0 $aeng 135 $aur|n||||||||| 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 00$aActa innovations 210 1$aKonstantynów ?ódzki, Poland :$cCentrum Bada? i Innowacji Pro-Akademia 210 31$aPortsmouth, United Kingdom :$cRotherdam Academic Press LTD 215 $a1 online resource 300 $aRefereed/Peer-reviewed 311 08$a2300-5599 606 $aTechnological innovations$vPeriodicals 606 $aTechnology$vPeriodicals 606 $aEnergy development$vPeriodicals 606 $aEconomics$vPeriodicals 606 $aEnvironmental engineering$vPeriodicals 606 $aFood science$vPeriodicals 606 $aSustainable engineering$vPeriodicals 615 0$aTechnological innovations 615 0$aTechnology 615 0$aEnergy development 615 0$aEconomics 615 0$aEnvironmental engineering 615 0$aFood science 615 0$aSustainable engineering 906 $aJOURNAL 912 $a9910252748303321 996 $aActa innovations$91908804 997 $aUNINA LEADER 03400nam 22005175 450 001 9910254950503321 005 20251030103755.0 010 $a9781137526779 010 $a1137526777 024 7 $a10.1057/978-1-137-52677-9 035 $a(CKB)3710000000777377 035 $a(EBL)4716368 035 $a(DE-He213)978-1-137-52677-9 035 $a(MiAaPQ)EBC4716368 035 $a(PPN)228322154 035 $a(Perlego)3483212 035 $a(EXLCZ)993710000000777377 100 $a20160801d2016 u| 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 14$aThe Co-Creation Edge $eHarnessing Big Data to Transform Sales and Procurement for Business Innovation /$fby Francis Gouillart, Bernard Quancard 205 $a1st ed. 2016. 210 1$aNew York :$cPalgrave Macmillan US :$cImprint: Palgrave Macmillan,$d2016. 215 $a1 online resource (190 p.) 300 $aDescription based upon print version of record. 311 08$a9781137526755 311 08$a1137526750 330 $aRapid changes in business along with better informed customers threaten the traditional sales and procurement process. Thousands of sales and procurement people are threatened with extinction, yet all is not destined to be doom and gloom. A new way of partnering between these two roles can, in fact, create significant value for both organizations. Sales and procurement professionals have a bright future ahead of them if they can respond to six trends that the authors have identified in the business-to-business world. Each trend offers an opportunity to develop a new skill for sales and procurement professionals and adopt a new practice. Because these practices are not yet widely adopted as ?best practices?, the authors coin them ?next practices.? These trends include: working together to solve complex problems; organizing problem-solving networks across company boundaries; creating processes for live cross-company engagement; facilitating data driven, cross-company interactions fed by digital platforms; providing new personal experiences for individuals and lastly (and most importantly) creating new sources of value for firms. If these trends are adopted by organizations, the ability to co-create means providing significant value to both the sales management team at the supplier and the purchasing management team at the customer. With the alternative being that these job functions will be replaced by web-based or channel-based alternatives that will do most of what they do today at a fraction of the cost. Increasingly, there is no middle ground anymore. SAMs and senior buyers will either evolve into high value-added sales and procurement professionals, or disappear. . 606 $aIndustrial procurement 606 $aBusiness logistics 606 $aProcurement 606 $aSupply Chain Management 615 0$aIndustrial procurement. 615 0$aBusiness logistics. 615 14$aProcurement. 615 24$aSupply Chain Management. 676 $a658.4033 700 $aGouillart$b Francis$4aut$4http://id.loc.gov/vocabulary/relators/aut$0116370 702 $aQuancard$b Bernard$4aut$4http://id.loc.gov/vocabulary/relators/aut 906 $aBOOK 912 $a9910254950503321 996 $aThe Co-Creation Edge$92212285 997 $aUNINA