Search Results - subject_exact:"Key-Account-Management"

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://ebtypo.dmz1.zbw/10013504735

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

Sandesh, Sadasivan Pillai; Sreejesh, S.; Paul, Justin - In: Journal of business research : JBR 156 (2023), pp. 1-16

Persistent link: https://ebtypo.dmz1.zbw/10013534268

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

Kadam, Nayan; Niersbach, Barbara; Ivens, Björn Sven - In: The journal of business & industrial marketing 38 (2023) 2, pp. 353-366

Persistent link: https://ebtypo.dmz1.zbw/10013539270

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...

Persistent link: https://ebtypo.dmz1.zbw/10012126858

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

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

Persistent link: https://ebtypo.dmz1.zbw/10012391224

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

Persistent link: https://ebtypo.dmz1.zbw/10012596385

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://ebtypo.dmz1.zbw/10012516649

Sales failure : a review and future research directions

McGowan, Phillip - In: International journal of logistics : research and … 24 (2021) 1, pp. 23-50

Persistent link: https://ebtypo.dmz1.zbw/10012424778

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...

Persistent link: https://ebtypo.dmz1.zbw/10012792721

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

Persistent link: https://ebtypo.dmz1.zbw/10012798418

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 - In: Industrial marketing management : the international … 106 (2022), pp. 392-404

Persistent link: https://ebtypo.dmz1.zbw/10013558519

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

Deszczyński, Bartosz - In: Argumenta oeconomica 43 (2019) 2, pp. 233-253

Persistent link: https://ebtypo.dmz1.zbw/10012284896

Is KAM focus driving FMCG manufacturers towards an imbalanced customer portfolio shape?

Rubio, Pedro; Fabra, María Eugenia; Labajo, Victoria - In: International journal of business environment : IJBE 11 (2020) 2, pp. 190-211

Persistent link: https://ebtypo.dmz1.zbw/10012225198

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...

Persistent link: https://ebtypo.dmz1.zbw/10012178223

Der Key Account Manager : Aufgaben, Werkzeuge und Erfolgsfaktoren

Sieck, Hartmut - 2020 - 2., überarbeitete und aktualisierte Auflage

Persistent link: https://ebtypo.dmz1.zbw/10012139395

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

Persistent link: https://ebtypo.dmz1.zbw/10012623619

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

Persistent link: https://ebtypo.dmz1.zbw/10012650015

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...

Persistent link: https://ebtypo.dmz1.zbw/10011865267

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

Persistent link: https://ebtypo.dmz1.zbw/10012252219

B2B-Marketing und Vertrieb : Strategie – Instrumente – Umsetzung

Purle, Enrico; Arica, Mahmut; Korte, Sabine; Hummels, … - 2023

Dieses Lehrbuch bietet einen umfassenden Überblick über die Vermarktung und den Vertrieb von Produkten und Dienstleistungen zwischen Unternehmen, also Business-to-Business (B2B). Insbesondere vor dem Hintergrund der Digitalisierung werden Herausforderungen und Potenziale dargestellt und anhand...

Persistent link: https://ebtypo.dmz1.zbw/10013533951

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

Persistent link: https://ebtypo.dmz1.zbw/10012175847

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...

Persistent link: https://ebtypo.dmz1.zbw/10010516592

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

Kolb, Johannes - 2017

Persistent link: https://ebtypo.dmz1.zbw/10011756737

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...

Persistent link: https://ebtypo.dmz1.zbw/10012403134

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

Persistent link: https://ebtypo.dmz1.zbw/10012290742

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.

Persistent link: https://ebtypo.dmz1.zbw/10010422045

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...

Persistent link: https://ebtypo.dmz1.zbw/10011913569

KAM effectiveness and future performance risk for FMCG companies : underlying risks of KAM

Rubio, Pedro; Fabra, María Eugenia; Labajo, Victoria - In: Advances in National Brand and Private Label Marketing …, (pp. 75-84). 2018

Persistent link: https://ebtypo.dmz1.zbw/10013277421

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

Persistent link: https://ebtypo.dmz1.zbw/10013197744

Kollaborative Wertschöpfung mit strategischen Kunden : Instrumente und Best-Cases für nachhaltige Partnerschaften und überdurchschnittliches Wachstum

Quancard, Bernard (ed.); Herold, Gerhard (ed.) - 2022

Die strategische kundenzentrierte Organisation: zehn Katalysatoren für das strategische Account Management -- Praxis der Entwicklung professioneller SAM-Organisationen in mittelständischen Unternehmen -- Der kollaborative Wertschöpfungsprozess -- Die Rolle eines Strategischen Account Managers...

Persistent link: https://ebtypo.dmz1.zbw/10013373453

Account-Management-Strategien im B2B-Vertrieb : Kundenwert generieren und nachhaltige Geschäftsbeziehungen aufbauen – Methodik, Prozesse, Tools

Neeb, Hans-Peter - 2022

Die neue Denkschule im Vertrieb -- Vertriebskultur und -prozesse -- Key Account Management im B2B -- Account-Auswahl -- Strategievergleich Kundenunternehmen - Anbieterunternehmen -- Kernnutzen, Kernbotschaften, Win-Loss-Analyse, Werteversprechen -- Top-Executive-Relationship-Programm -- Analysen...

Persistent link: https://ebtypo.dmz1.zbw/10013275865

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

Peters, Leonore; Ivens, Björn Sven; Pardo, Catherine - In: Industrial marketing management : the international … 107 (2022), pp. 253-365

Persistent link: https://ebtypo.dmz1.zbw/10013567760

Key account management formalization and effectiveness : a fuzzy-set qualitative comparative analysis

Feste, Jasmin; Ivens, Björn Sven; Pardo, Catherine - In: Industrial marketing management : the international … 107 (2022), pp. 450-465

Persistent link: https://ebtypo.dmz1.zbw/10013567807

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

Persistent link: https://ebtypo.dmz1.zbw/10012612059

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...

Persistent link: https://ebtypo.dmz1.zbw/10011575427

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...

Persistent link: https://ebtypo.dmz1.zbw/10011840028

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

Persistent link: https://ebtypo.dmz1.zbw/10011794687

Fixed revenue accounting : a new management accounting framework

Suzuki, Kenichi (ed.); Gurd, Bruce (ed.) - 2019

Persistent link: https://ebtypo.dmz1.zbw/10011861722

Veränderungen des Key Account Managements durch die Digitalisierung : konzeptionelle Überlegungen und empirische Untersuchungen

Schunke, Martin - 2019 - 1. Auflage

Persistent link: https://ebtypo.dmz1.zbw/10012035481

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

Persistent link: https://ebtypo.dmz1.zbw/10011966583

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

Persistent link: https://ebtypo.dmz1.zbw/10011966601

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

Persistent link: https://ebtypo.dmz1.zbw/10011966605

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

Persistent link: https://ebtypo.dmz1.zbw/10011966610

Variance analysis in fixed revenue accounting

Matsuoka, Kohsuke - In: Fixed revenue accounting : a new management accounting …, (pp. 69-84). 2019

Persistent link: https://ebtypo.dmz1.zbw/10011966613

Bathtub model variance analysis at a Japanese hotel chain

Matsuoka, Kohsuke - In: Fixed revenue accounting : a new management accounting …, (pp. 85-98). 2019

Persistent link: https://ebtypo.dmz1.zbw/10011966614

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

Persistent link: https://ebtypo.dmz1.zbw/10012146621

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

Persistent link: https://ebtypo.dmz1.zbw/10012128081

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)...

Persistent link: https://ebtypo.dmz1.zbw/10012902146

Inventory Rationing : A New Modeling Approach Using Markov Chain Theory

Möllering, Karin - 2019 - Reprint 2019

1 Introduction -- I Foundations of Stochastic Inventory Control -- 2 Basic Inventory Management -- 3 Stochastic Inventory Control -- II Essential Stochastic Processes -- 4 Markov Chains -- 5 Numerical Solution of Markov Chains -- 6 Comparing Stochastic Processes -- III Stochastic Inventory...

Persistent link: https://ebtypo.dmz1.zbw/10013504606

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

Cheverton, Peter - 2012 - 5th ed.

Persistent link: https://ebtypo.dmz1.zbw/10009486172

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