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Leveraging synergies between R&D and key account management to drive value creation

Wießmeier, Georg F. L.; Thoma, Axel; Senn, Christoph - In: Research technology management : RTM 55 (2012) 3, pp. 15-22

Persistent link: https://www.econbiz.de/10009554216

The booster zone : how to accelerate growth with strategic customers

Senn, Christoph - In: Journal of business strategy 33 (2012) 6, pp. 31-39

Persistent link: https://www.econbiz.de/10009678309

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

Thoma, Axel - 2009

Persistent link: https://www.econbiz.de/10003953567

Fit for global customers: how ALTANA mastered the journey to a customer-centric organization

Lindner, Detlev; Senn, Christoph - In: Journal of Business Strategy 36 (2015) 4, pp. 3-10

Purpose – The purpose of this paper is to describe the implementation journey of global account management (GAM) programs. ALTANA’s case offers a good example of the challenges a supplier faces when attempting to ascend into the highest supplier league – as well as lessons on how they can...

Persistent link: https://www.econbiz.de/10014847212