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Handbook of strategic account management : a comprehensive resource / / Diana Woodburn and Kevin Wilson ; Cylinder, cover design
| Handbook of strategic account management : a comprehensive resource / / Diana Woodburn and Kevin Wilson ; Cylinder, cover design |
| Autore | Woodburn Diana |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Chichester, England : , : Wiley, , 2014 |
| Descrizione fisica | 1 online resource (650 p.) |
| Disciplina | 658.872 |
| Soggetto topico |
Selling - Key accounts
Marketing - Key accounts Customer relations Sales management |
| ISBN |
1-118-50904-8
1-118-50907-2 1-118-50905-6 |
| Classificazione | BUS043000 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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; Globalization
Increased 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 Three 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 Switching 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 Social 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 Moral dilemmas in implementing the SAM executive role |
| Record Nr. | UNINA-9910140269703321 |
Woodburn Diana
|
||
| Chichester, England : , : Wiley, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Handbook of strategic account management : a comprehensive resource / / Diana Woodburn and Kevin Wilson ; Cylinder, cover design
| Handbook of strategic account management : a comprehensive resource / / Diana Woodburn and Kevin Wilson ; Cylinder, cover design |
| Autore | Woodburn Diana |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Chichester, England : , : Wiley, , 2014 |
| Descrizione fisica | 1 online resource (650 p.) |
| Disciplina | 658.872 |
| Soggetto topico |
Selling - Key accounts
Marketing - Key accounts Customer relations Sales management |
| ISBN |
1-118-50904-8
1-118-50907-2 1-118-50905-6 |
| Classificazione | BUS043000 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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; Globalization
Increased 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 Three 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 Switching 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 Social 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 Moral dilemmas in implementing the SAM executive role |
| Record Nr. | UNINA-9910808938203321 |
|
Woodburn Diana
|
||
| Chichester, England : , : Wiley, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||