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Key Account Management and Planning
The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published. For the first time, Capon introduces his breakthrough four-part "congruence model" of key account management -- a new, thoroughly researched approach to optimally managing your key account portfolio. First,...
No Business is an Island
The base for this book is 40 years of research on business relationships between companies evidencing the interactive features of the contemporary business world that have important consequences for management, policy and research.
Essentials of Logistics and Management
The Essentials of Logistics and Management provides a broad expertly guided investigation into the knowledge required to maximize the practice of logistics in a way that contributes to a company's growth. The text elaborates upon a conceptual framework in which the role of all stakeholders and possible logistics are analyzed in a systematic approach that explores customer relations management, interactive information support, production optimization, and operations management, as well as human resources and resource allocation. The purpose of this book is help managers employ vision and strategy in developing a methodology that identifies, evaluates, and utilizes all critical factors.
How to Fast-Track Your Academic Career
This insightful book considers the challenges faced by researchers pursuing an academic career. From applying for grants to supervising PhD students, it utilises practical research and real experiences to illustrate how marketing scholars can strike a healthy working balance between teaching and research to find success in academia.
Firm Competitive Advantage Through Relationship Management
Relationship management (RM) is an essential part of business, but its success as a business model can be hard to measure, with some firms embracing a model that is truly relationship-orientated, while others claim to be relationship-orientated but in fact prefer transactional short-term gain. This open access book aims to develop a mid-range theory of relationship management, examining truly relationship-orientated firms to discover not only what qualities these firms have that make them successful at the RM model, but also what benefits this model has for the firm. It addresses questions like how RM-mature companies achieve and sustain competitive advantage, and what determines the scale and scope of these firms, illustrating with case studies. This book will be of interest to scholars studying leadership and strategy, especially those interested in relationship management, business ethics and corporate social responsibility. It will also be of interest to professionals looking to develop their understanding of relationship management.
Beyond Site/sight
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Resilience in Energy, Infrastructure, and Natural Resources Law
The number of severe and sometimes catastrophic disruptive events has been rapidly increasing. Extreme weather events including floods, wildfires, hurricanes, and other natural disasters have become both more frequent and more severe, whilst events such as the COVID-19 pandemic represent a global threat to public health with huge economic effects that recovery packages tried to address. These disruptive events, alone and in combination, have dramatic consequences on nature, human life, and the economy, calling for urgent action to mitigate their causes and adapt to their impacts. In response to discourses of collapsology and end-of-growth theories, this monograph offers an analytical approac...
Industrial Marketing
An introductory textbook on industrial marketing and supply chain management that discusses industrial products and pricing, as well as key topics such as co-creation of value, big data, innovation, green practices and CSR. The textbook includes: The marketing philosophy on industrial markets The characteristics of industrial markets The marketing mix and the product life cycle The issues surrounding distribution and operations including value creation, business relationships and networks Case studies and mini case studies (vignettes) This textbook is suitable for students studying industrial marketing and other related courses at undergraduate and graduate levels. Thomas Fotiadis is an Asso...
