LEADER 06174nam 2200757 450 001 9910808938203321 005 20200520144314.0 010 $a1-118-50904-8 010 $a1-118-50907-2 010 $a1-118-50905-6 035 $a(CKB)2670000000547148 035 $a(EBL)1655930 035 $a(SSID)ssj0001132301 035 $a(PQKBManifestationID)11592077 035 $a(PQKBTitleCode)TC0001132301 035 $a(PQKBWorkID)11149309 035 $a(PQKB)11191714 035 $a(DLC) 2014003769 035 $a(Au-PeEL)EBL1655930 035 $a(CaPaEBR)ebr10851107 035 $a(CaONFJC)MIL584505 035 $a(OCoLC)874322563 035 $a(CaSebORM)9781118509074 035 $a(MiAaPQ)EBC1655930 035 $a(EXLCZ)992670000000547148 100 $a20140401h20142014 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aHandbook of strategic account management $ea comprehensive resource /$fDiana Woodburn and Kevin Wilson ; Cylinder, cover design 205 $a1st edition 210 1$aChichester, England :$cWiley,$d2014. 210 4$dİ2014 215 $a1 online resource (650 p.) 300 $aDescription based upon print version of record. 311 $a1-118-50908-0 320 $aIncludes bibliographical references and index. 327 $aCover; 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; Globalization 327 $aIncreased 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 method 327 $aThree 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; Conclusion 327 $aSwitching 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; Conclusion 327 $aSocial 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 accounts 327 $aMoral dilemmas in implementing the SAM executive role 330 $a"A complete compilation of the established knowledge in strategic account managementThough companies expend tremendous effort to upkeep electronic and social media and mass marketing, they often overlook the value of strategic account management (SAM). This handbook is a compilation of papers that address researched knowledge of SAM across the academic community. Filling a void in the existing academic literature, Handbook of Strategic Account Management identifies key issues awaiting exploration. Each paper includes an overall summary of the tenets of SAM and a list of references, creating an indispensable resource for academic readers, students, and researchers. Written by an editing team with experience teaching SAM in company workshops, both of whom are members of SAMA, which has more than 3,000 members and bases in the United States and Europe Includes contributions from all over the world representing the balanced, researched body of knowledge in SAM Those looking to enhance their companies' relationships and bolster their businesses need look no further than this comprehensive collection of the latest knowledge in SAM"--$cProvided by publisher. 606 $aSelling$xKey accounts 606 $aMarketing$xKey accounts 606 $aCustomer relations 606 $aSales management 615 0$aSelling$xKey accounts. 615 0$aMarketing$xKey accounts. 615 0$aCustomer relations. 615 0$aSales management. 676 $a658.872 686 $aBUS043000$2bisacsh 700 $aWoodburn$b Diana$01691135 702 $aWilson$b Kevin$f1947- 702 $aCylinder 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910808938203321 996 $aHandbook of strategic account management$94068915 997 $aUNINA