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Strategic implications of a competence-based management approach to account management
Gosselin, Derrick Philippe; Heene, Aimé - In: A focused issue on the marketing process in …, (pp. 173-196). 2005
Persistent link: https://www.econbiz.de/10003252181
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Spitzenleistungen im Key-Account-Management : das St. Galler KAM-Konzept
Belz, Christian; Müllner, Markus; Zupancic, Dirk - 2008 - 2., aktualisierte Aufl.
Persistent link: https://www.econbiz.de/10003597468
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Value creation and firm sales performance : the mediating roles of strategic account management and relationship perception
Sullivan, Ursula Y.; Peterson, Robert M.; Krishnan, … - In: Industrial marketing management : the international … 41 (2012) 1, pp. 166-173
Persistent link: https://www.econbiz.de/10009513196
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Infinite value : accelerating profitable growth through value-based selling
Davies, Mark - 2017
Foreword / Professor Hugh Wilson -- Introduction: infinite value -- Accelerating profitable growth through value-based selling -- The infinite value concept -- Challenging trends for business markets -- A faltering response -- Is value-based business a better way? -- The 7 elements of the...
Persistent link: https://www.econbiz.de/10011630437
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Infinite value : accelerating profitable growth through value-based selling
Davies, Mark - 2017
FC -- Half title -- Title -- Copyright -- Dedication -- Contents -- Foreword Professor Hugh Wilson -- Introduction: Accelerating profitable growth through value-based selling -- Part One The Infinite Value concept -- 1 Challenging trends for business markets -- Ever-decreasing circles -- All the...
Persistent link: https://www.econbiz.de/10013041841
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The power of two : how smart companies create win-win customer-supplied partnerships that outperform the competition
Cordon, Carlos; Vollmann, Thomas E. - 2008 - 1. publ.
Persistent link: https://www.econbiz.de/10003688833
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Revisiting "what is strategy?" and why it matters
Cory, Kenneth - In: Strategy & leadership 52 (2024) 1, pp. 1-6
Persistent link: https://www.econbiz.de/10015323264
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Strategic management in turbulent markets : the case of the German and Croatian brewing industries
Niederhut-Bollmann, Chistoph; Theuvsen, Ludwig - In: Journal of East European management studies : JEEMS 13 (2008) 1, pp. 63-88
European beer markets are characterized by major changes that are forcing breweries to redesign their competitive strategies. In this paper, we analyze the changes in the German and Croatian brewing industries by referring to Porter’s five forces model and generic strategies framework. The...
Persistent link: https://www.econbiz.de/10010126549
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Reconceptualizing competitive dynamics : a multidimensional framework
Chen, Ming-jer; Miller, Danny - In: Strategic management journal 36 (2015) 5, pp. 758-775
Persistent link: https://www.econbiz.de/10011305624