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Key account management

Year:	2012

Person:	Homburg, Christian; Bornemann, Torsten
Published in:	Handbook on business-to-business marketing

Availability:	-

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Key account management : tools and techniques for achieving profitable key supplier status

Year:	2012

Person:	Cheverton, Peter
Publisher:	London : Kogan Page

Availability:	Table of Contents

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Being a preferred customer of leading suppliers and its impact on supplier contribution to innovation

Year:	2012

Person:	Schiele, Holger; Veldman, Jasper; Hüttinger, Lisa
Published in:	Supply chain innovation for competing in highly dynamic markets : challenges and solutions

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Evaluation of a national key account management concept within selected market organisations of Metter Toledo Process Analytics

Year:	2011

Person:	Affeltranger, Roger
Published in:	Integriertes Key-Account-Management

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Zentrale versus dezentrale Struktur des internationalen Key-Account-Managements mittelständischer Automobil-Zulieferer

Year:	2011

Person:	Lindner, Hans-Jörg
Published in:	Integriertes Key-Account-Management

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Integriertes Key-Account-Management

Year:	2011

Publisher:	St. Gallen : St. Galler Business Books & Tools
Affiliated person:	Abegglen, Christian

Availability:	Table of Contents

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Gestaltung des internationalen Key Account Managements : Analyse vor dem Hintergrund der Internationalisierung des Konsumgütereinzelhandels

Year:	2011

Person:	Schlüter, Andrea
Publisher:	Wiesbaden : Gabler

Availability:	Table of Contents

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Developing a strategic framework of key account performance

Year:	2011

Affiliated person:	Jones, Eli; Richards, Keith A.; Halstead, Diane; Fu, Frank Q.
Published in:	Strategic sales and strategic marketing

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Dealing with market dynamism : the role of reconfiguration in global account management

Year:	2011

Person:	Shi, Linda H.; Wu, Fang
Published in:	Management international review : mir ; journal of international business ; 51

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An analysis of students' knowledge and choice criteria in retail bank selection in sub-Saharan Africa : the case of Ghana

Year:	2011

Person:	Narteh, Bedman; Owusu-Frimpong, Nana
Published in:	The international journal of bank marketing : IJBM ; 29

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Verkaufen an Top-Entscheider : wie Sie mit Vision Selling Gewinn bringende Geschäfte in der Chefetage abschließen

Year:	2011

Person:	Heinrich, Stephan
Publisher:	Wiesbaden : Gabler

Availability:	Table of Contents

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Erfolgsrelevanz von KAM Strategien und Strukturen gegenüber internationalen Handelskunden

Year:	2011

Person:	Swoboda, Bernhard; Schlüter, Andrea; Olejnik, Edith
Published in:	Marketing : ZFP ; journal of research and management ; 33

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How do multinational suppliers formulate mechanisms of global account coordination? : an integrative framework and empirical study

Year:	2011

Person:	Gao, Tao Tony; Shi, Linda Hui
Published in:	Journal of international marketing ; 19

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Barriers to the "key supplierization" of the firm

Year:	2011

Affiliated person:	Pardo, Catherine; Missirilian, Ohanes; Portier, Philippe; Salle, Robert
Published in:	Industrial marketing management : the international journal for industrial and high-tech firms ; 40

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Key account management : the definitive guide

Year:	2011

Person:	Woodburn, Diana; McDonald, Malcolm
Publisher:	Chichester : Wiley

Availability:	Table of Contents

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Designing and implementing a Key Account Management strategy

Year:	2011

Person:	Sisti, Marco Aurelio
Published in:	Sales management : a multinational perspective

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Human empowerment, management and tourism

Year:	2011

Person:	Kokkranikal, Jithendran; Wilson, Jonathan; Cronje, Paul
Published in:	Strategic management in tourism

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Determining the maximum hourly demand of natural gas for large suppliers

Year:	2011

Person:	Deschkan, Peter
Published in:	Zeitschrift für Energiewirtschaft : ZfE ; 35

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Managing key account portfolios across the process of relationship development : a value proposition-desired value alignment perspective

Year:	2011

Person:	Hsieh, Ming-huei; Chou, Wen-chiung
Published in:	Journal of business-to-business marketing ; 18

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Trust-based segmentation : preliminary evidence from technology-enabled bank channels

Year:	2011

Person:	Dimitriadis, Sergios; Kouremenos, Athanasios; Kyrezis, Nikolaos
Published in:	The international journal of bank marketing : IJBM ; 29

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All customers are equal, but some are more equal : should firms prioritize their customers?

Year:	2010

Affiliated person:	Homburg, Christian; Totzek, Dirk; Droll, Mathias
Published in:	GfK marketing intelligence review ; 2

Availability:	-

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Die zukünftige Rolle des Pharmaaußendienstes in einem sich verändernden gesundheitspolitischen Umfeld in Deutschland am Beispiel der Muster Pharma GmbH

Year:	2010

Person:	Kerum, Sabine
Published in:	Erschließung neuer Geschäftsfelder

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The economics of buyer uncertainty : advance selling vs. probabilistic selling

Year:	2010

Person:	Fay, Scott; Xie, Jinhong
Published in:	Marketing science : the marketing journal of TIMS/ORSA ; 29

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Organizational factors enhancing customer knowledge utilization in the management of key account relationships

Year:	2010

Person:	Salojärvi, Hanna; Sainio, Liisa-Maija; Tarkiainen, Anssi
Published in:	Industrial marketing management : the international journal for industrial and high-tech firms ; 39

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Kalkulation und Monitoring von Sales-Budgets für den Außendienst

Year:	2010

Person:	Riecks, Markus
Published in:	Kunden und Markt im Fokus : mit Marketingcontrolling zum Erfolg

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What's next in key account management research? : building the bridge between the academic literature and the practitioners' priorities

Year:	2010

Person:	Guesalaga, Rodrigo; Johnston, Wesley
Published in:	Industrial marketing management : the international journal for industrial and high-tech firms ; 39

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Customer-base valuation in a contractual setting : the perils of ignoring heterogeneity

Year:	2010

Person:	Fader, Peter S.; Hardie, Bruce G. S.
Published in:	Marketing science : the marketing journal of TIMS/ORSA ; 29

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Aufgaben und Instrumente des Key-Account-Controllings in der Konsumgüterindustrie

Year:	2010

Person:	Wellhöfer, Alexander
Publisher:	Hamburg : Kovač

Availability:	Description

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Global Account Management als integriertes Dienstleistungscenter : Gestaltungsszenarien am Beispiel des internationalen Vertriebs in der Nutzfahrzeugindustrie

Year:	2010

Person:	Hutter, Horst

Availability:	PDF Full text

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Systematic sales channel redesign for the US market

Year:	2010

Person:	Zupancic, Dirk; Neckermann, Sonja; Schagen, Alexander
Published in:	The journal of business & industrial marketing ; 25

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Der Zusammenhang von Kompetenz und Erfolg : konzeptionelle Grundlagen und empirische Analysen im Key Account Management

Year:	2010

Person:	Lütke, Verena
Publisher:	Nürnberg : GIM-Verl., Wiss. Ges. für Innovatives Marketing

Availability:	Table of Contents

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Building the value machine : transforming your business through collaborative customer partnerships

Year:	2010

Person:	Cheverton, Peter
Publisher:	London [u.a.] : Kogan Page

Availability:	Table of Contents

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Hybrid segmentation of internet banking users

Year:	2010

Person:	Zuccaro, Cataldo; Savard, Martin
Published in:	The international journal of bank marketing : IJBM ; 28

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Excellence in Key Account Management : the St. Gallen KAM concept

Year:	2010

Person:	Belz, Christian; Müllner, Markus; Zupancic, Dirk
Publisher:	München : mi-Wirtschaftsbuch, FinanzBuch-Verl.

Availability:	Table of Contents

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Key Account Management in global tätigen Logistikkonzernen : Strategie, Planung und Implementierung

Year:	2010

Person:	Kühn, Robert; Siebert, Tanja
Publisher:	Lohmar [u.a.] : Eul

Availability:	Table of Contents

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All customers are equal, but some are more equal : should firms prioritize their customers?

Year:	2010

Person:	Homburg, Christian; Totzek, Dirk; Droll, Mathias
Published in:	GfK marketing intelligence review ; 2

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Global account management strategies : drivers and outcomes

Year:	2010

Affiliated person:	Shi, Linda Hui; White, J. Chris; Zou, Shaoming; Cavusgil, S. Tamer
Published in:	Journal of international business studies : JIBS ; a publication of the Academy of International Business and the Western Business School ; 41

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Customer knowledge processing and key account performance

Year:	2010

Person:	Salojärvi, Hanna; Sainio, Liisa-Maija
Published in:	European business review : EBR ; the official journal of the International Management Centres, Europe ; 22

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Management interkultureller Schnittstellen bei der Zusammenarbeit zwischen Zulieferern und ihren Global Accounts

Year:	2010

Person:	Hermes, Anja

Availability:	PDF Full text

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Key-Account-Management im Mittelstand : gezielte und optimale Betreuung von Schlüsselkunden

Year:	2009

Published in:	Jahrbuch Marketing ... : Trendthemen und Tendenzen

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Consequences of grocery retailer internationalization on KAM organization : research framework and hypotheses

Year:	2009

Affiliated person:	Schlüter, Andrea; Swoboda, Bernhard
Published in:	European retail research ; 23

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The key account management system in the paper industry business environment

Year:	2009

Published in:	International journal of business excellence ; 2

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Wertorientierte Gestaltung von Kundenbeziehungen

Year:	2009

Person:	Heidemann, Julia

Availability:	Full text

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Sustaining high-performance global account management : a model and test of a global change capability

Year:	2009

Person:	Thoma, Axel Michael

Availability:	Table of Contents

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The impact of strategic account managers' behaviors on relational outcomes : an empirical study

Year:	2009

Person:	Guenzi, Paolo; Georges, Laurent; Pardo, Catherine
Published in:	Industrial marketing management : the international journal for industrial and high-tech firms ; 38

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Key account management : adding elements of account fit to an integrative theoretical framework

Year:	2009

Person:	Richards, Keith A.; Jones, Eli
Published in:	The journal of personal selling & sales management ; 29

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A stage model for transitioning to KAM

Year:	2009

Person:	Davies, Iain A.; Ryals, Lynette J.
Published in:	Journal of marketing management : MM ; 25

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Der strategische (Key) Account Plan : wie Sie im Key Account Management Kundenentwicklungspläne für Ihre wichtigen Schlüsselkunden professionell erstellen und gewinnbringend einsetzen

Year:	2009

Person:	Sieck, Hartmut
Publisher:	Norderstedt : Books on Demand

Availability:	Table of Contents Description

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Key-Account-Management im Mittelstand : gezielte und optimale Betreuung von Schlüsselkunden

Year:	2009

Person:	Kaiblinger, Karl
Published in:	Jahrbuch Marketing ... : Trendthemen und Tendenzen

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B2B-Märkte im Wandel

Year:	2009

Person:	Auerbach, Heiko
Published in:	B2B-Handbuch Operations Management : Industriegüter erfolgreich vermarkten

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