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Handbook of Strategic Account Management - A Comprehensive Resource (Hardcover)
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Handbook of Strategic Account Management - A Comprehensive Resource (Hardcover)
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A compilation of the established knowledge in strategic account
management While companies and academics expend tremendous effort
on mass marketing, they often overlook their immediate customers
(which are critical in both senses) and hence the importance of
strategic account management (SAM). This handbook is a compilation
of papers that present researched knowledge of SAM across the
academic community which fills a void in the existing academic
literature. Handbook of Strategic Account Management identifies
drivers of the SAM approach, key issues and success factors,
operational needs and areas still awaiting exploration. Each paper
includes an overall referenced summary of the tenets of SAM
relevant to the area it reports, and together with the combined
list of references, it creates an indispensable resource for
academic readers, students, and researchers. Handbook of Strategic
Account Management is written by over 40 knowledgeable experts with
substantial experience of SAM from teaching, researching, writing
and advising companies on why and how it works, spread widely
across Europe and the US. It represents the balanced, researched
body of knowledge in SAM and will be an invaluable resource to
anyone exploring the approach, whether for a student thesis, for
original research or for answers on how to approach SAM as a
company initiative. "Today s strategic, key and global account
management professionals owe thanks to a small community of
academic researchers who, over the past three decades have been
pioneers in identifying, cataloguing and analyzing the selling and
business management practices of an emerging profession we now call
strategic account management. This Handbook is an important
milestone to mark SAM s still evolving impact on corporate business
strategies and its ever-increasing relevance as a proven engine for
growth in business-to-business strategic customer relationships."
Bernard Quancard,President & CEO of SAMA (US-based Strategic
Account Management Association with over 3,000 members worldwide)
Yana Atanasova Bjorn Ivens Toni Mikkola Ivan Snehota Audrey Bink
Ove Jensen Stefanos Mouzas Kaj Storbacka Per-Olof Brehmer Robert
Krapfel Peter Naude Olavi Uusitalo Noel Capon Antonella La Rocca
Jukka Ojasalo Tom Vanderbiesen Simon Croom Sylvie Lacoste Catherine
Pardo Stefan Wengler Osman Gok Nikala Lane Nigel Piercy Kevin
Wilson Paolo Guenzi Regis Lemmens Michael Pusateri Diana Woodburn
Stephan Henneburg Tommi Mahlamaki Jakob Rehme John Workman Sue Holt
Malcolm McDonald Sanjiy Sengupta George Yip Christian Homburg
Florin Mihoc Christoph Senn Judy Zolkiewski
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