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  • Search: subject_exact:"Key-Account Management"
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Year of publication
Subject
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Key account management 343 Key-Account-Management 335 Kundengruppenmanagement 193 Beziehungsmarketing 77 Relationship marketing 77 USA 70 United States 69 Lieferantenmanagement 59 Supplier relationship management 59 Deutschland 48 Theorie 46 Theory 45 Germany 43 Strategisches Management 33 Strategic management 29 Kundenwert 26 Customer value 24 Accounting 23 Rechnungswesen 23 Verkauf 23 Selling 21 Erfolgsfaktor 20 Internationales Marketing 20 B-to-B-Marketing 19 Multinationales Unternehmen 19 Physical distribution 19 Vertrieb 19 Business-to-business marketing 18 Marketing management 18 Marketingmanagement 18 Success factor 17 Globalisierung 16 Globalization 16 Marketing 16 Transnational corporation 16 Kundenanalyse 14 Kundenmanagement 14 Consumer behaviour 13 Konsumentenverhalten 13 Salespeople 13
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Online availability
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Undetermined 45 Free 26
Type of publication
All
Book / Working Paper 270 Article 213
Type of publication (narrower categories)
All
Article in journal 145 Aufsatz in Zeitschrift 145 Hochschulschrift 63 Aufsatz im Buch 58 Book section 58 Thesis 50 Graue Literatur 28 Non-commercial literature 28 Ratgeber 24 Dissertation u.a. Prüfungsschriften 23 Guidebook 22 Case study 19 Fallstudie 19 Working Paper 17 Arbeitspapier 16 Collection of articles of several authors 15 Sammelwerk 15 Aufsatzsammlung 11 Bibliografie enthalten 10 Bibliography included 10 Lehrbuch 7 Article 5 Textbook 5 Handbook 4 Handbuch 4 Conference paper 3 Konferenzbeitrag 3 Collection of articles written by one author 2 Conference proceedings 2 Konferenzschrift 2 Reprint 2 Sammlung 2 Accompanied by computer file 1 Commentary 1 Company information 1 Einführung 1 Elektronischer Datenträger als Beilage 1 Firmeninformation 1 Forschungsbericht 1 Kommentar 1
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Language
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English 251 German 211 Undetermined 24 Multiple languages 1
Author
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Zupancic, Dirk 22 Belz, Christian 18 Cheverton, Peter 14 Senn, Christoph 14 Ivens, Björn Sven 13 Müllner, Markus 13 Pardo, Catherine 13 Sieck, Hartmut 11 Homburg, Christian 10 Jensen, Ove 10 Tzempelikos, Nektarios 9 Gounaris, Spiros 8 Woodburn, Diana 8 Yip, George S. 8 Wilson, Kevin 7 McDonald, Malcolm 6 Ryals, Lynette J. 6 Salojärvi, Hanna 6 Sidow, Hans D. 6 Storbacka, Kaj 6 Biesel, Hartmut H. 5 Ebert, Heinz J. 5 Niersbach, Barbara 5 Rogers, Beth 5 Schlüter, Andrea 5 Capon, Noel 4 Davies, Iain A. 4 Guesalaga, Rodrigo 4 Matsuoka, Kohsuke 4 Sainio, Liisa-Maija 4 Algesheimer, René 3 Arnold, Martin P. 3 Bauche, Kai 3 Brielmaier, Andreas 3 Bussmann, Wolfgang F. 3 Davies, Mark 3 Dekker, David J. 3 Donaldson, Bill 3 Droll, Mathias 3 Guenzi, Paolo 3
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Institution
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Books on Demand GmbH <Norderstedt> 4 Verlag Franz Vahlen 3 Dr. Rainer Hampp <Firma> 2 Svenska Handelshögskolan <Helsinki> 2 Wiley-VCH 2 Apotheken-Management-Kongress <1, 1988, Mannheim> 1 Department of Economics, School of Business Management 1 FOM-Hochschule für Oekonomie & Management 1 Ferd. Schulze GmbH und Co. <Mannheim> 1 Forschungsinstitut für Absatz und Handel <Sankt Gallen> 1 Gesellschaft für Innovatives Marketing 1 Harvard Graduate School of Business Administration 1 Instituto Universitario de Estudios e Desenvolvemento de Galicia (IDEGA), Universidade de Santiago de Compostela 1 Springer-Verlag GmbH 1 Strategic Account Management Association 1 Transfer-Workshop Sales Management Excellence <1, 2013, Essen> 1 Verband Deutscher Maschinen- und Anlagenbau / Abteilung Betriebswirtschaft 1 Verlag Dr. Kovač 1 Wissenschaftliche Gesellschaft für Innovatives Marketing 1 World Bank Group 1
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms 46 The journal of business & industrial marketing 12 Handbook of strategic account management : a comprehensive resource 8 Thexis / Fachbericht für Marketing 7 Fixed revenue accounting : a new management accounting framework 6 Gabler Edition Wissenschaft 6 Schriften zum innovativen Marketing 6 The journal of personal selling & sales management : JPSSM 6 The international journal of bank marketing : IJBM 5 jbm - Journal of Business Market Management 5 Journal of business-to-business marketing 4 Journal of strategic marketing 4 Arbeitspapier / Universität Erlangen-Nürnberg, Betriebswirtschaftliches Institut, Lehrstuhl für Marketing 3 Berichte zum Generic-Management 3 Harvard-Business-Manager : das Wissen der Besten 3 Journal of business market management : JBM 3 Journal of business research : JBR 3 Journal of business strategy 3 Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences 3 Meddelanden fr°an Svenska Handelshögskolan 3 Publikation der Swiss Banking School, Zürich 3 Schriften zu Marketing und Management 3 Controlling 2 Der Verkaufsberater 2 Duisburger betriebswirtschaftliche Schriften 2 EBL-Schweitzer 2 European journal of marketing : EJM 2 Europäische Hochschulschriften / 5 2 Hamburger Schriften zur Marketingforschung 2 Harvard business review : HBR 2 Integriertes Key-Account-Management 2 International journal of business excellence 2 Journal of Business Research 2 Journal of international marketing 2 Leipziger Beiträge zur praxisorientierten Wirtschafts- und Sozialforschung 2 Management international review : mir ; journal of international business 2 Praxis: Führen und entscheiden 2 Reihe: Management-Know-how / M : praxisnah und aktuell 2 Reihe: Versicherungswirtschaft 2 Schriften zum Marketing 2
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Source
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ECONIS (ZBW) 387 USB Cologne (EcoSocSci) 83 EconStor 6 RePEc 6 BASE 1
Showing 1 - 50 of 483
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The analysis of the relationship between key audit matters (kam) and firm characteristics : the case of Turkey
Güneren Genç, Elif; Erdem, Başak - In: Emerging Markets Journal : EMAJ 11 (2021) 1, pp. 60-66
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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
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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
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...
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The missing element in implementing key account management
Hermanto, Ruby; Putro, Utomo Sarjono; Novani, Santi - In: International journal of business excellence : IJBEX 24 (2021) 3, pp. 384-407
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Key account management excellence in pharma & medtech
Moorman, Mike (ed.) - 2022
"Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the...
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Der Key Account Manager : Aufgaben, Werkzeuge und Erfolgsfaktoren
Sieck, Hartmut - 2020 - 2., überarbeitete und aktualisierte Auflage
Cover -- Titel -- Impressum -- Vorwort -- Inhaltsverzeichnis -- 1. Key Account Management auf den Punkt gebracht -- 1.1 Ist Key Account Management überhaupt wichtig? -- 1.2 Was steckt hinter dem Key Account Management? -- 1.3 Key Account Management und Flächenvertrieb - ein Vergleich -- 1.4...
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Der Key Account Manager : Aufgaben, Werkzeuge und Erfolgsfaktoren
Sieck, Hartmut - 2020 - 2., überarbeitete und aktualisierte Auflage
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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 … - In: Services marketing quarterly 42 (2021) 3/4, pp. 234-252
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Innovation in key account management : identification of research trends and knowledge gaps
Lautenschlager, Christian; Tzempelikos, Nektarios - In: Journal of business-to-business marketing 28 (2021) 2, pp. 149-167
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On the stability of buyer groups under key account management
Antelo Suárez, Manuel; Bru Martínez, Lluís - In: SERIEs : Journal of the Spanish Economic Association 9 (2018) 2, pp. 189-214
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...
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Key account management practices and performance of commercial banks in Kenya
Ndambuki, Victor; Munyoki, Justus M.; Kibera, Francis N.; … - In: DBA Africa management review 8 (2018) 2, pp. 101-108
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Within-seller and buyer-seller network structures and key account profitability
Gupta, Aditya; Kumar, Alok; Grewal, Rajdeep; Lilien, Gary L. - In: Journal of marketing 83 (2019) 1, pp. 108-132
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CRM technology and KAM performance : the mediating effect of key account-related knowledge
Salojärvi, Hanna; Sainio, Liisa-Maija - In: Journal of business market management : JBM 8 (2015) 1, pp. 435-454
This paper examines the effect of customer relationship management (CRM) technology investment and key account-related knowledge on suppliers' key account management (KAM) performance. The findings are based on survey data gathered from large Finnish industrial suppliers and subjected to factor...
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Verkaufen an Top-Entscheider : Wie Sie mit Vision Selling Gewinn bringende Geschäfte in der Chefetage abschließen
Heinrich, Stephan - 2020 - 4th ed. 2020.
Die Perspektive des Top-Entscheiders -- Auswählen: Bereiten Sie die Kundenansprache sinnvoll vor -- Ansprechen: Dringen Sie schnell zum Top-Entscheider durch -- Verstehen: Verwirklichen Sie Vision Selling mit kreativer Fragetechnik -- Umsatz generieren: Treiben Sie den Entscheidungsprozess...
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Exploring the interface between management accounting and marketing : a literature review of customer accounting
Matsuoka, Kohsuke - In: Journal of management control 31 (2020) 3, pp. 157-208
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An identity perspective of key account managers as paradoxical relationship managers
Pardo, Catherine; Ivens, Björn Sven; Niersbach, Barbara - In: Industrial marketing management : the international … 89 (2020), pp. 355-372
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Kundenbeziehungsorientiertes Revenue Management : mathematische Modelle und Methoden zur Steuerung von B2C- und B2B-Beziehungen in kapazitätsbeschränkten Industrien
Kolb, Johannes - 2017
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Key Accounting and Auditing Reforms
World Bank Group - 2017
The purpose of this knowledge paper focusing on key accounting and auditing reforms is to assist the government to make informed decisions for future reform actions following the publication of the Macedonian Report on the Observance of Standards and Codes (ROSC) on Accounting and Auditing (A...
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Relational key account management : insights from the Middle Eastern context
Badawi, Nada Saleh; Battor, Moustafa; Badghish, Saeed - In: The journal of business & industrial marketing 37 (2022) 2, pp. 353-365
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Key account management configurations and their effectiveness : a quasi-replication and extension
Herhausen, Dennis; Ivens, Björn Sven; Spencer, Robert; … - In: Industrial marketing management : the international … 101 (2022), pp. 98-112
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Implementing key account management : designing customer-centric processes for mutual growth
Marcos Cuevas, Javier; Davies, Mark; Guesalaga, Rodrigo; … - 2018
Introduction to implementing key account management -- Re-engaging strategic customers -- Adopting key account management -- Building customer understanding and value planning -- Developing customer relationships -- Developing winning offerings -- Creating compelling customer value propositions...
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CASE : managing key account disruption in the logistics industry
Wernicke, Carolin; Saab, Samy; Kleinaltenkamp, Michael - In: Journal of business market management : JBM 7 (2014) 3, pp. 406-413
Carl Rogers needs to make up his mind on what to suggest to his boss. There have been major changes in the buying center of the key account customer he is responsible for. He now needs to decide how to continue the existing relationship and how to proceed with the potential new ones.
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The best practice of CRM implementation for small- and medium-sized enterprises
Pohludka, Michal; Štverková, Hana - In: Administrative Sciences 9 (2019) 1, pp. 1-17
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...
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The best practice of CRM implementation for small- and medium-sized enterprises
Pohludka, Michal; Štverková, Hana - In: Administrative Sciences : open access journal 9 (2019) 1/22, pp. 1-17
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...
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Within-Seller and Buyer–Seller Network Structures and Key Account Profitability
Gupta, Aditya - 2019
In business-to-business (B2B) markets, the success of key account management (KAM) teams depends heavily on how they are structured and how they handle the relationship with customer accounts. The authors conceptualize the relationships among selling team members as a within seller (intrafirm)...
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Fixed revenue accounting : a new management accounting framework
Suzuki, Kenichi (ed.); Gurd, Bruce (ed.) - 2019
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A bibliometric analysis of extended key account management literature
Kumar, Prashant; Sharma, Arun; Salo, Jari - In: Industrial marketing management : the international … 82 (2019), pp. 276-292
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The impact of key audit matter (KAM) disclosure in audit reports on stakeholders' reactions : a literature review
Velte, Patrick; Issa, Jakob - In: Problems and perspectives in management : PPM ; … 17 (2019) 3, pp. 323-341
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Veränderungen des Key Account Managements durch die Digitalisierung : konzeptionelle Überlegungen und empirische Untersuchungen
Schunke, Martin - 2019 - 1. Auflage
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The role of personality and motivation on key account manager job performance
Mahlamäki, Tommi; Rintamäki, Timo; Rajah, Edwin - In: Industrial marketing management : the international … 83 (2019), pp. 174-184
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Profitability of fixed customers : a case of a Japanese department store
Suzuki, Kenichi; Kikyo, Misa; Kodama, Maiko; Toyosaki, … - In: Fixed revenue accounting : a new management accounting …, (pp. 3-18). 2019
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Redesign and management of marketing strategies using FRA profitability analysis : a case of a mail-order company under turnaround process
Kawata, Shuhei; Hatzinikolakis, John; Saito, Takeshi; … - In: Fixed revenue accounting : a new management accounting …, (pp. 19-33). 2019
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Identifying the determinant factors satisfying each customer segment : case of a Japanese hotel chain
Mitani, Kayo; Hatzinikolakis, John - In: Fixed revenue accounting : a new management accounting …, (pp. 35-50). 2019
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Measuring and managing customer profit stability : a Japanese hotel chain case study
Komura, Ayuko; Suzuki, Kenichi - In: Fixed revenue accounting : a new management accounting …, (pp. 53-65). 2019
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Variance analysis in fixed revenue accounting
Matsuoka, Kohsuke - In: Fixed revenue accounting : a new management accounting …, (pp. 69-84). 2019
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Bathtub model variance analysis at a Japanese hotel chain
Matsuoka, Kohsuke - In: Fixed revenue accounting : a new management accounting …, (pp. 85-98). 2019
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Key Account Management - Das Praxishandbuch B2B
Reintgen, Stefan - 2017 - 1. Auflage
Inhaltsverzeichnis -- Titel -- Impressum -- Vorwort -- 1 Key Account Management: warum und wie? -- 1.1 Kontext -- 1.2 Vorteile von KAM -- 1.3 Begrifflichkeiten -- 1.4 Wie Key Account Management gestalten -- 2 Fit für Key Account Management -- 2.1 Unternehmens- und Vertriebsstrategie -- 2.2...
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The role of formal information sharing in key account team effectiveness : does informal control matter and when
Lai, Christine Jaushyuam; Yang, Ying - In: The journal of personal selling & sales management : JPSSM 37 (2017) 4, pp. 313-331
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Key Account Management - Das Praxishandbuch B2B
Reintgen, Stefan - 2017 - 1. Auflage
Ihre B2B-Topkunden bewegen die Märkte, treiben die Leistungsgestaltung voran, fordern dafür ihre Lieferanten heraus, werden stets professioneller und tougher im Einkauf, nutzen sehr effektiv die weltweit verfügbare Anbieterbasis, sind hochgradig wechselbereit und für Ihr Unternehmen...
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Sales failure : a review and future research directions
McGowan, Phillip - In: International journal of logistics : research and … 24 (2021) 1, pp. 23-50
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Key account management : tools and techniques for achieving profitable key supplier status
Cheverton, Peter - 2012 - 5th ed.
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On the stability of buyer groups under key account management
Antelo, Manel; Bru, Lluís - In: SERIEs - Journal of the Spanish Economic Association 9 (2018) 2, pp. 189-214
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...
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Der strategische Key Account Plan : das Key Account Management Werkzeug! : Kundenanalyse + Wettbewerbsanalyse = Account Strategie
Sieck, Hartmut - 2016 - 5. Auflage
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Der Key Account Manager : Aufgaben, Werkzeuge und Erfolgsfaktoren
Sieck, Hartmut - 2016
Der Titel bereitet Einsteiger wie erfahrene Kundenmanager auf die Herausforderungen des Key Account Managements vor. Nach einer Einführung in das Management für sogenannte Schlüssel- bzw. Hauptkunden und die Rollen des Key Account Managers stellt der Autor, der als Gründungsmitglied und...
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The strategic key account plan : the key account management tool! : customer analysis + business analysis = account strategy
Sieck, Hartmut - 2016 - Third edition
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Persistent link: https://ebtypo.dmz1.zbw/10011418329
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Key Account Management : KAM erfolgreich einführen und professionell weiterentwickeln
Sieck, Hartmut - 2016 - 3. Auflage
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The internal key account management activities of supplier firms : conceptual considerations and empirical analyses
Niersbach, Barbara - 2016
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Customer Relationship Management : Concept, Strategy, and Tools
Kumar, V.; Reinartz, Werner - 2018 - Third edition
This book presents an extensive discussion of the strategic and tactical aspects of customer relationship management as we know it today. It helps readers obtain a comprehensive grasp of CRM strategy, concepts and tools and provides all the necessary steps in managing profitable customer...
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The revenue acceleration rules : supercharge sales and marketing through artificial intelligence, predictive technologies, and account-based strategies
Upadhyay, Shashi; McCormick, Kent - 2018
Introduction -- The CMO's challenge -- ABM and AI -- Data as the foundation -- AI as the intelligence layer -- Use-cases unveiled -- Mapping predictive to your business models -- Ten steps to successfully accelerate revenue with predictive and AI -- Supporting the CMO's journey
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Quo vadis Key Account Management? : Zukunftsimpulse der European Foundation for Key Account Management (efkam)
Sieck, Hartmut (ed.) - 2018 - 2. Auflage
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