Search Results - subject_exact:"Global account management"

Business without management : MacIntyrean accounting, management, and practice-led business

West, Andrew - 2025

Alasdair MacIntyre's critique of managerial capitalism is well known, with some arguing that MacIntyrean thought is antithetical to contemporary capitalist business. Nevertheless, substantial efforts have been taken to demonstrate how different business activities constitute MacIntyrean...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015376380

The influence of key account management on competitive advantage and firm performance : a dynamic capability approach

Fakhreddin, Farbod; Foroudi, Pantea; Kooli, Kaouther - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015173342

Transitioning to artificial intelligence-based key account management : a critical assessment

Prior, Daniel; Marcos Cuevas, Javier - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015395443

Key account managers and customer experience : a service ecosystem approach

Schmitt, Laurianne; Klein, Michel; Lussier, Bruno - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015395444

Challenges of the digital landscape : An investigation into the influence of technology and information systems on financial performance of B2B key account managers

Silva, Pedro Mendonça - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015455019

Toward financial optimization : assessing the influence of budget process on effective accounting management

Nguyen Thi Thanh Thao - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014584143

Global account management : knowledge resources and capabilities for relationship management

Shi, Linda Hui; Brandl, Kristin; Song, Jing; Zou, Shaoming - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015084197

Cross-cultural determinants of global account management : findings from B2B services

Lautenschlager, Christian; Tzempelikos, Nektarios; … - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015168482

Towards an integration of corporate foresight in key account management

Lautenschlager, Christian; Tzempelikos, Nektarios - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015116904

"The more we share, the more we have"? : analyses of knowledge sharing by key account managers

Peters, Leonore D. K. - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015116914

Value-based KAM : co-developing impactful value propositions within key account management

Yaghtin, Shahrzad; Gummerus, Johanna - 2026

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015610865

Improving customer segmentation via classification of key accounts as outliers

Spoor, Jan Michael - 2023

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014537400

The impact of account managers’ dual embeddedness on solution co-creation performance

Leng, Yixuan; Zhao, Xiaoyu - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015206992

AI-driven competitive advantage : the role of personality traits and organizational culture in key account management

Mehta, Prashant; Chakraborty, Debarun; Rana, Nripendra P.; … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015207028

Multilevel value co-creation within key accounts

Ranjan, Kumar Rakesh; Friend, Scott B.; Malshe, Avinash - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015386790

Decentralized account management : a Web3 solution

Hildebrandt, Felix - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015610723

Conceptualizing post-sales relationship management in B2B markets : review, synthesis, and recommendations for future research

Voorhees, Clay M.; Boylan, Nicole M.; Bauer, Carlos; … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015592543

Leveraging customer relationship through key account management strategy for SMEs

Sari, Hasrini; Muliadi, Rai Surya - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015072352

Outsourcing – The Modern Trend of Accounts Management

Panigrahi, CMA(Dr.) Ashok; Joshi, Vijay - 2021

One of the biggest trends in accounting is outsourcing finance and accounting services. Outsourcing of accounting services most importantly enables businesses focus on their primary business rather than building an accounting department. Outsourcing accounting services can help businesses cut...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013249197

Next Level Key Account Management : das Profi-Buch für Führungskräfte, die Key Account Management einführen und weiterentwickeln möchten

Sieck, Hartmut - 2023

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013350065

The cultural factors in global account management : the case of Indian buyers and German suppliers

Kadam, Nayan; Niersbach, Barbara; Ivens, Björn Sven - 2023

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013539270

Key account management in B2B marketing : a systematic literature review and research agenda

Sandesh, Sadasivan Pillai; Sreejesh, S.; Paul, Justin - 2023

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013534268

Einführung in die Cyberversicherung : praktischer Einstieg für Vermittler von Klein-KMU

Steimer, Michael - 2023

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014233544

Lubricant marketing, selling, and key account management

Whitby, R. David - 2023 - First edition

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014493624

Gender issues in key account management research : a systematic literature review and avenues for future research

Ivens, Björn Sven - 2023

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014368324

Account Management Strategies in B2B Sales : Generating Customer Value and Building Sustainable Business Relationships - Methodology, Processes, Tools

Neeb, Hans-Peter - 2023

The new school of thought in sales -- Sales culture and processes -- Key account management in B2B -- Account selection -- Strategy comparison customer company - supplier company -- Core benefits, core messages, win-loss analysis, value proposition -- Top executive relationship program --...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013504735

The determinants of global account management (GAM) : a relationship decision-making model

Deszczyński, Bartosz - 2019

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012284896

The best practice of CRM implementation for small- and medium-sized enterprises

Pohludka, Michal; Štverková, Hana - 2019

The biggest key aspect to the success of a business is a satisfied customer. For this reason, it is possible to state that the growing trend of focusing on the customer and his/her needs has prevailed in recent years. The aim of this article is to analyze the use of CRM (Customer Relationship...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012126858

Key account management excellence in pharma & medtech

2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013176561

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Key account management excellence in pharma & medtech

2022

Book / Working Paper

Lateral collaboration and boundary-spanning from a global leadership perspective : the case of global account managers

Lacoste, Sylvie; Zidani, Kenza; Marcos Cuevas, Javier - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013206143

Account-based growth : unlocking sustainable value through extraordinary customer focus

Burgess, Bev; Shercliff, Tim - 2022

"Nurture client relationships, deliver long-term, market-beating growth, and win the competitive edge with this end-to-end guide to connecting marketing, sales and customer success for key B2B accounts.It is one thing to win important accounts and business in the first place through effective...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013284913

Key account management configurations and their effectiveness : a quasi-replication and extension

Herhausen, Dennis; Ivens, Björn Sven; Spencer, Robert; … - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013197744

Relational key account management : insights from the Middle Eastern context

Badawi, Nada Saleh; Battor, Moustafa; Badghish, Saeed - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012798418

Chapter 23. Key account management

Bornemann, Torsten; Hettich, Dominik - 2022

To remain competitive, companies must successfully manage strategically important customer relationships. Based on an up-to-date review of relevant research findings, this chapter provides insight into the implementation of key account management (KAM). Specifically, the chapter covers the...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015496042

Key account managers' identification profiles and effectiveness : a fuzzy-set qualitative comparative analysis

Peters, Leonore; Ivens, Björn Sven; Pardo, Catherine - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014230692

What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople

Hengstebeck, Berenika B.; Kassemeier, Roland; Wieseke, Jan - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014226538

Key account management practices and performance of commercial banks in Kenya

Ndambuki, Victor; Munyoki, Justus M.; Kibera, Francis N.; … - 2018

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012252219

On the stability of buyer groups under key account management

Antelo Suárez, Manuel; Bru Martínez, Lluís - 2018

We analyze the interaction between a monopolistic seller and a continuum of identical customers of a single product when some of them can form a buyer group and the seller can implement a key account management (KAM) program to deal with these customers, leaving those that purchase on an...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011865267

On the nature of international sales and sales management research : a social network-analytic perspective

Schrock, Wyatt A.; Zhao, Yanhui; Richards, Keith A.; … - 2018

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011936237

Kundenbeziehungsorientiertes Revenue Management : mathematische Modelle und Methoden zur Steuerung von B2C- und B2B-Beziehungen in kapazitätsbeschränkten Industrien

Kolb, Johannes - 2017

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011756737

A sales approach to key account management (KAM) : toward a unified view of KAM deployment and operationalization

Fazli-Salehi, Reza; Torres, Ivonne M.; Zúñiga, Miguel … - 2021

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012650015

Sales failure : a review and future research directions

McGowan, Phillip - 2021

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012424778

Spitzenleistungen im Key Account Management : das St. Galler KAM-Konzept

Belz, Christian; Müllner, Markus; Zupancic, Dirk - 2021 - 4., vollständig überarbeitete Auflage

Cover -- Titel -- Impressum -- Vorwort: Gebrauchsanleitung -- Inhaltsverzeichnis -- Verzeichnis der Abbildungen -- Verzeichnis der Exkurse -- 1 Erfolge mit Schlüsselkunden -- 1.1 Kundenorganisation -- 1.2 Entwicklungslinien des Key Account Management -- 1.3 Aktuelle Herausforderungen im Key...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012516649

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Spitzenleistungen im Key Account Management : das St. Galler KAM-Konzept

Belz, Christian; Müllner, Markus; Zupancic, Dirk - 2021 - 4., vollständig überarbeitete Auflage

Edition: 4., vollständig überarbeitete Auflage

Book / Working Paper

Spitzenleistungen im Key Account Management : das St. Galler KAM-Konzept

Belz, Christian; Müllner, Markus; Zupancic, Dirk - 2015 - 3., vollständig überarbeitete Auflage

Edition: 3., vollständig überarbeitete Auflage

Book / Working Paper

Spitzenleistungen im Key Account Management : das St. Galler KAM-Konzept

Belz, Christian - 2015 - 3rd ed (Online-Ausg.)

Edition: 3rd ed (Online-Ausg.)

Book / Working Paper

Innovation in key account management : identification of research trends and knowledge gaps

Lautenschlager, Christian; Tzempelikos, Nektarios - 2021

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012623619

The missing element in implementing key account management

Hermanto, Ruby; Putro, Utomo Sarjono; Novani, Santi - 2021

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012596385

Erfolgsfaktor Kundenwertmanagement : empirische Ergebnisse - Herausforderungen für das Controlling - Umsetzung in der Praxis

Mengen, Andreas - 2016

Die Fokussierung auf "König Kunde" ist in vielen Unternehmen und Branchen heute bereits Standard und nicht zuletzt Folge von Käufermärkten und zunehmendem Wettbewerb. Eine Unterscheidung von wertvollen und weniger wertvollen Kunden ermöglicht es, den Fokus auf die "richtigen" Kunden zu legen...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011504294