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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,...
Network Embeddedness
This book systematizes the concepts of business relationships and network embeddedness, taking a new approach to internationalization, relevant for the global economy. It reflects the growing importance of network internationalization theory and explores the impact of embeddedness in domestic and foreign relationships on a company’s performance. The author questions the validity of the distinction between domestic and foreign activity of companies and demonstrates that in the B2B market, there are actually no exclusively domestic companies which are not directly or indirectly connected with foreign entities. Chapters cover both small to medium sized enterprises and large multinational corporations, presenting a qualitative analysis of over 400 companies including case studies from the IT and furniture industries. This informative study will provide useful insight for academics and students of business and management, international business and organization studies.
Supply Network Strategies
Supply Network Strategies deals with how companies activate relationships with suppliers in order to become more efficient and innovative. In recent years, increasing emphasis has been placed on the ways in which these relationships link companies in supply chains and networks.
Business in Networks
This book is a major outcome from a programme of business research that has stretched over the past thirty years. The aim of the book is to set out as simply as possible the ideas that have developed from this research and what they mean for the study and practice of business. The book seeks to explain what happens in the complex networks of companies in which business takes place. The book provides an overview of the process of business interaction and an explanation of how companies work with each other interactively in business networks. The book draws conclusions about the way that business evolves and develops and about how companies can operate effectively in an interactive world. The book is illustrated throughout by case examples drawn from our research.
Key Account Management
"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than pro...
Customer Relationship Management
This title presents an holistic view of CRM, arguing that its essence concerns basic business strategy - developing and maintaining long-term, mutually beneficial relationships with strategically significant customers - rather than the operational tools which achieve these aims.
Business Networks in Japan
The remarkable success of Japanese industry has frequently been attributed to the inter-corporate alliances and networks that exist in the Japanese economic system. Many commentators argue that is has been these networks that have been key to both the rapid growth and success of Japanese industry. Business Networks in Japan explores the creation of supplier-customer networks through case studies of two of Japan's largest companies: the Toshiba Corporation and the Nippon Steel Corporation. Jens Laage-Hellman examines the advantages that have been gained from cooperation with suppliers and customers in industrial markets and how they have been utilized to develop and commercialize new products. Importantly, the study reveals the differences and similarities in the networking and interacting behaviour of Japanese and Western companies, highlighting the importance of the Japanese industrial culture in fully realising the benefits of networks.
Understanding Sustainability Economics
This highly readable yet challenging book provides a critical examination of the failings of mainstream economics and the resultant environmental problems we are facing. Most importantly, it articulates what an alternative economics for sustainability would look like in both theory and practice. The book provides a brief history of economics and looks at the intersection between politics and the often hidden values embedded in economics. Also covered are the roles of individuals and organizations, political structures and institutions, democracy, environmental decision-making, sustainability assessment and a vision of a future underpinned by sustainability economics. A main point raised is that, in any serious attempt to come to grips with unsustainable trends, fundamental issues such as the theory of science, the role of science in society, paradigms in economics, ideological orientations and institutional arrangements need to be critically examined. The theory is supported by case studies, explanatory figures, further reading sections and discussion questions to facilitate debate and learning.
Marketing, Technology and Customer Commitment in the New Economy
This volume includes the full proceedings from the 2005 Academy of Marketing Science (AMS) Annual Conference held in Tampa, Florida, entitled Marketing, Technology and Customer Commitment in the New Economy. It include papers aimed to create awareness of the issues, trends, and advances associated with current global marketing challenges. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.
The Service-Dominant Logic of Marketing
Expanding on the editors' award-winning article "Evolving to a New Dominant Logic for Marketing," this book presents a challenging new paradigm for the marketing discipline. This new paradigm is service-oriented, customer-oriented, relationship-focused, and knowledge-based, and places marketing, once viewed as a support function, central to overall business strategy. Service-dominant logic defines service as the application of competencies for the benefit of another entity and sees mutual service provision, rather than the exchange of goods, as the proper subject of marketing. It moves the orientation of marketing from a "market to" philosophy where customers are promoted to, targeted, and captured, to a "market with" philosophy where the customer and supply chain partners are collaborators in the entire marketing process. The editors elaborate on this model through an historical analysis, clarification, and extension of service-dominant logic, and distinguished marketing thinkers then provide further insight and commentary. The result is a more comprehensive and inclusive marketing theory that will challenge both current thinking and marketing practice.
