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How to not only survive but thrive during recession : a multi-wave, discovery-oriented study
Nickell, David; Rollins, Minna; Hellman, Karl - In: The journal of business & industrial marketing 28 (2013) 5, pp. 455-461
Persistent link: https://www.econbiz.de/10009771093
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The effect of buyer behaviors on preferred customer status and access to supplier technological innovation : an empirical study of supplier perceptions
Ellis, Scott C.; Henke, John W.; Kull, Thomas J. - In: Industrial marketing management : the international … 41 (2012) 8, pp. 1259-1269
Persistent link: https://www.econbiz.de/10009699338
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Handbook of strategic account management : a comprehensive resource
Woodburn, Diana; Wilson, Kevin - 2014
"A complete compilation of the established knowledge in strategic account managementThough companies expend tremendous effort to upkeep electronic and social media and mass marketing, they often overlook the value of strategic account management (SAM). This handbook is a compilation of papers...
Persistent link: https://www.econbiz.de/10010339281
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Key-Account-Management : Gestaltung - Determinanten - Erfolgsauswirkungen
Jensen, Ove - 2001 - 1. Aufl.
Persistent link: https://www.econbiz.de/10001617555
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Key-Account-Management : Gestaltung - Determinanten - Erfolgsauswirkungen
Jensen, Ove - 2004 - 2., aktualisierte Aufl.
Persistent link: https://www.econbiz.de/10002071246
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Leveraging knowledge in global key account management : findings from a benchlearning group project in the industry
Arnold, Martin Patrick; Belz, Christian; Senn, Christoph - 2001
Persistent link: https://www.econbiz.de/10001536216
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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...
Persistent link: https://www.econbiz.de/10011913569
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Handbook of Strategic Account Management : A Comprehensive Resource
Woodburn, Diana - 2014 - Online-Ausg.
Cover; Title page; Copyright page; Contents; Acknowledgements; The editors; About this book; Key strategic account management: where are we now?; A definition of KSAM; Questions for research; Section 1: Strategic dimensions of KSAM; Section 2: Value creation through KSAM; Section 3: Developing...
Persistent link: https://www.econbiz.de/10012600660
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High-performance global account management teams : design dimensions, processes and outcomes
Atanasova, Yana (contributor) - 2007
Persistent link: https://www.econbiz.de/10003641374