Littérature scientifique sur le sujet « Key account management »
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Articles de revues sur le sujet "Key account management"
Cahill, Dennis J. « KEY ACCOUNT MANAGEMENT ». International Marketing Review 15, no 3 (juin 1998) : 205–14. http://dx.doi.org/10.1108/02651339810221115.
Texte intégralMillman, Tony, et Kevin Wilson. « From key account selling to key account management ». Journal of Marketing Practice : Applied Marketing Science 1, no 1 (mars 1995) : 9–21. http://dx.doi.org/10.1108/eum0000000003877.
Texte intégralDiller, von Hermann. « Euro-Key-Account-Management ». Marketing ZFP 14, no 4 (1992) : 239–45. http://dx.doi.org/10.15358/0344-1369-1992-4-239.
Texte intégralKlopić, Vasva, Amer Klopić et Adi Alić. « Impact of key account management orientation on company's non-financial performance ». BH Ekonomski forum 14, no 1 (2021) : 55–71. http://dx.doi.org/10.5937/bhekofor2101055k.
Texte intégralSanford, Douglas M., et Lynda Maddox. « KEY ACCOUNT MANAGEMENT – Advertising agency management of domestic and international accounts ». International Marketing Review 16, no 6 (décembre 1999) : 504–17. http://dx.doi.org/10.1108/02651339910300468.
Texte intégralMillman, Tony, et Kevin Wilson. « Developing key account management competences ». Journal of Marketing Practice : Applied Marketing Science 2, no 2 (juin 1996) : 7–22. http://dx.doi.org/10.1108/eum0000000000018.
Texte intégralSaldsieder, Kai Alexander, et Nina Saldsieder. « Key Account Management im Wandel ». Sales Excellence 24, no 5 (octobre 2015) : 10–21. http://dx.doi.org/10.1007/s35141-015-0601-0.
Texte intégralGounaris, Spiros, et Nektarios Tzempelikos. « Relational key account management : Building key account management effectiveness through structural reformations and relationship management skills ». Industrial Marketing Management 43, no 7 (octobre 2014) : 1110–23. http://dx.doi.org/10.1016/j.indmarman.2014.06.001.
Texte intégralWong, Y. H. « Key to key account management : relationship (guanxi) model ». International Marketing Review 15, no 3 (juin 1998) : 215–31. http://dx.doi.org/10.1108/02651339810221142.
Texte intégralJudt, Ewald, et Claudia Klausegger. « Was ist eigentlich … Key Account Management ? » Zeitschrift für das gesamte Bank- und Börsenwesen 64, no 3 (2016) : 206. http://dx.doi.org/10.47782/oeba201603020601.
Texte intégralThèses sur le sujet "Key account management"
Dvořák, Dalibor. « Key Account Management ». Master's thesis, Vysoká škola ekonomická v Praze, 2008. http://www.nusl.cz/ntk/nusl-15373.
Texte intégralWoodburn, Diana. « Understanding Key Account Management ». Thesis, University of South Wales, 2011. https://pure.southwales.ac.uk/en/studentthesis/understanding-key-account-management(ff717e1b-2f1e-4f38-8a7f-172edf08f97a).html.
Texte intégralJensen, Ove. « Key-Account-Management : Gestaltung - Determinanten - Erfolgsauswirkungen / ». Wiesbaden : Dt. Univ.-Verl, 2004. http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&doc_number=015185560&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA.
Texte intégralStuhler, Désirée. « Trends im Key Account Management der Konsumgüterindustrie ». St. Gallen, 2005. http://www.biblio.unisg.ch/org/biblio/edoc.nsf/wwwDisplayIdentifier/01654623001/$FILE/01654623001.pdf.
Texte intégralLaghamn, Madelene, et Lovisa Törnblom. « Värdeskapand till följd av Key Account Management ». Thesis, Linköpings universitet, Företagsekonomi, 2012. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-79294.
Texte intégralBackground: The logic behind Key Account Management (KAM) lies in the fact that a small part of the customers represents the biggest part of a company’s revenues. Through the work with KAM, companies choose its strategically most important customers; its so called key accounts and dedicate these more resources than compared to others. However, the literature in KAM, have not enough raised the question, which value that is created through this way of working nor how this value can be measured. Therefore, the main focus of this study is within this field of study and it is pursued through the eyes of the selling company. Aim: The aim of this study is to explore, analyze and describe which value and how this is created for the selling company through the work with KAM and furthermore how this can be measured. Completion: Through the use of already existing literature, within the field, an own definition has been created. This definition has together with the aim set the framework for the model for analyses that has been created. The model has been used to facilitate the data collection and leads to the conclusions of this study. The empirical work of this study contains of interviews from three companies; Toyota Material Handling Sweden, Ericsson AB and Scania CV AB. Conclusion: Among others, benefit in terms of improved relationships, more satisfied customers, increased sales and increased market share have been seen. Potential problems have been seen in the literature as well as during the interviews in terms of for example an organizational complexity, increased dependence on the key accounts and internal conflicts that may arise. Measuring these types of benefits and disadvantages is not done easily and intuition is commonly used assessing the value that is created through the work with KAM. The total judgment is that KAM and its appropriateness is made by a feeling which is not enough according to the authors.
Al-Hussan, Fawaz Ziyad Ihsan. « Key account management in an Arab context ». Thesis, Cranfield University, 2011. http://dspace.lib.cranfield.ac.uk/handle/1826/7869.
Texte intégralWilson, Kevin. « An interaction approach to key account management ». Thesis, University of Nottingham, 1997. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.363915.
Texte intégralSochor, Ondřej. « Key Account Management v mezinárodní organizaci AIESEC ». Master's thesis, Vysoká škola ekonomická v Praze, 2008. http://www.nusl.cz/ntk/nusl-10376.
Texte intégralGrönhult, Magnus, et Felicia Karlsson. « Key Account Managements värde för säljande tjänsteföretag ». Thesis, Linköpings universitet, Företagsekonomi, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-120370.
Texte intégralTo build strong and long-lasting customer relationships has become a necessity in industrial marketing, whereat the relationships in itself can be viewed as the most important asset for the company. Key Account Management has its roots in relationship marketing and has grown in popularity the past decades. By selecting and focusing primarily on a few key customers, which the company deems to be the most important, Key Account Management is purposed to generate and locate value. The purpose of this paper is to describe and substantiate the potential value, seen as the difference between advantages and disadvantages, that Key Account Management may provide for the selling company. The study has a qualitative approach consisting of six interviews. Two companies with Key Account Management, two companies without KAM and two customer companies were interviewed in a comparative design. One of the customers had a relationship to one of the companies with KAM, whilst the other one did not. By having a supporting organization, four critical aspects to the companies KAM, a qualified Key Account Manager, and active customers, soft values as improved relationships and customer understanding are guaranteed. These can in turn enable access to other soft and hard values that leads to higher profit. KAM is however an investment which occupies a lot of resources, alongside with creating potential disadvantages. The value has in this study been identified as the difference between potential advantages and disadvantages, but these differ from company to company which in turn makes the actual value from KAM various.
Richardsson, Johanna. « Investera i dina kunder med hjälp av Key Account Management ». Thesis, Linnéuniversitetet, Institutionen för organisation och entreprenörskap (OE), 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-36640.
Texte intégralTitle: Invest in your customers by using Key Account Management Background: For companies in today’s highly competitive and ever-changing market demand a well structured planning and new approaches to long-term survival is required. Traditional marketing moves its focus, introducing Key Account Management from the fact that customer focus and relationship marketing has become increasingly important, especially in the industrial market. Key Account Management represents the supplier companies’ activities to identify and analyze their key accounts, select appropriate strategies and develop operational ability to build, develop and maintain profitable and long-term relationships with them. The concept lies in developing relationships; build trust and customer knowledge and using that knowledge to deliver value. Purpose: The purpose of this study is, that through an operationalization of theory, design an analytical model by which test-analysis of selected case companies intend to respond to the value creation, divided into pros and cons, for the supplier companies as a result of Key Account Management. Procedure: The studies purpose and questions will be answered through a qualitative research consisting of interviews with the three selected case companies; Gunnar Dafgård AB, Findus Sweden AB and Orkla Foods Sweden AB. The study will highlight the value creation due to Key Account Management focusing on the supplier company. Conclusion: The value that, according to the literature and interviews with the three case companies, creates for the supplier company as a result of Key Account Management has been presented based on the advantages and disadvantages it can cause. The main benefits of Key Account Management analyzed forward is improved relationships and improved communication and stronger interaction with customers, increased customer satisfaction, better customer service, improved loyalty, long-term relationships, increased absolute sales, increased profits and market share, growth, risk reduction and cost reduction, information about the customers market situation and trends on the market as well as a deeper relationship that becomes more difficult to break for both parts which creates a competitive advantage for the supplier. The potential problems and disadvantages caused by Key Account Management consist of an increased dependence on Key Accounts and the loss of new opportunities as a fall out for focusing on existing customers rather than to look for new potential customers, it is time consuming and requires a lof of staff, the emergence of organizational complexity and internal conflicts may arise. The customer may also gain an increased power over the supplier. Keywords: Key Account Management, KAM, key account management, Account Management, Relationship Marketing, Marketing, Customer Relations, Business to business relations
Livres sur le sujet "Key account management"
Vyas, Preeta H. Key account management. Ahmedabad : Indian Institute of Management, 2012.
Trouver le texte intégralBickelmann, Rolf E. Key Account Management. Wiesbaden : Gabler Verlag, 2002. http://dx.doi.org/10.1007/978-3-322-89051-1.
Texte intégralJensen, Ove. Key-Account-Management. Wiesbaden : Deutscher Universitätsverlag, 2004. http://dx.doi.org/10.1007/978-3-663-10468-1.
Texte intégralWoodburn, Diana, et Malcolm McDonald, dir. Key Account Management. Hoboken, NJ, USA : John Wiley & Sons, Inc., 2012. http://dx.doi.org/10.1002/9781119207252.
Texte intégralJensen, Ove. Key-Account-Management. Wiesbaden : Deutscher Universitätsverlag, 2001. http://dx.doi.org/10.1007/978-3-663-08628-4.
Texte intégralRau, Harald. Key Account Management. Wiesbaden : Gabler Verlag, 1994. http://dx.doi.org/10.1007/978-3-322-82729-6.
Texte intégralVerra, G. J. Global account management. New York : Routledge, 2003.
Trouver le texte intégralCheverton, Peter. Key Account Management 3rd edition. London : Kogan Page Publishers, 2006.
Trouver le texte intégralVerbeke, Willem. Succesvol shapen van key accounts. [Amsterdam etc.] : Financial Times/Prentice Hall, 2003.
Trouver le texte intégralLangdon, Ken. Key accounts are different : Sales solutions for key account managers. London : Pitman, 1995.
Trouver le texte intégralChapitres de livres sur le sujet "Key account management"
Cuevas, Javier Marcos, Bill Donaldson et Régis Lemmens. « Key Account Management ». Dans Sales Management, 127–51. London : Macmillan Education UK, 2016. http://dx.doi.org/10.1007/978-1-137-35512-6_8.
Texte intégralSidow, Hans. « Key Account Management ». Dans Key Account Marketing & ; Key Account Selling, 1–10. Wiesbaden : Springer Fachmedien Wiesbaden, 2014. http://dx.doi.org/10.1007/978-3-658-06355-9_1.
Texte intégralIvens, Björn, et Andreas Eggert. « Key Account Management ». Dans Handbuch Vertriebsmanagement, 481–97. Wiesbaden : Gabler, 2011. http://dx.doi.org/10.1007/978-3-8349-6733-6_20.
Texte intégralWhitby, R. David. « Key Account Management ». Dans Lubricant Marketing, Selling, and Key Account Management, 309–24. Boca Raton : CRC Press, 2022. http://dx.doi.org/10.1201/9781003318392-17.
Texte intégralKunz-Braun, Angelika R. « Key Account Management ». Dans Market Access Management für Pharma- und Medizinprodukte, 403–14. Wiesbaden : Springer Fachmedien Wiesbaden, 2020. http://dx.doi.org/10.1007/978-3-658-26145-0_22.
Texte intégralBickelmann, Rolf E. « Euro Account Management als erster Schritt zum Global Account Management ». Dans Key Account Management, 227–83. Wiesbaden : Gabler Verlag, 2001. http://dx.doi.org/10.1007/978-3-322-89051-1_6.
Texte intégralRau, Harald. « Key Account Management — wozu ? » Dans Key Account Management, 31–92. Wiesbaden : Gabler Verlag, 1994. http://dx.doi.org/10.1007/978-3-322-82729-6_3.
Texte intégralRau, Harald. « Organisationsprinzip Key Account Management ». Dans Key Account Management, 121–51. Wiesbaden : Gabler Verlag, 1994. http://dx.doi.org/10.1007/978-3-322-82729-6_5.
Texte intégralRau, Harald. « Key Account Management — eine Modeerscheinung ? » Dans Key Account Management, 1–20. Wiesbaden : Gabler Verlag, 1994. http://dx.doi.org/10.1007/978-3-322-82729-6_1.
Texte intégralRau, Harald. « Key Account Management — was ist das ? » Dans Key Account Management, 21–30. Wiesbaden : Gabler Verlag, 1994. http://dx.doi.org/10.1007/978-3-322-82729-6_2.
Texte intégralActes de conférences sur le sujet "Key account management"
Czerny, M. « Customer account management system for STEWEAG key accounts ». Dans 14th International Conference and Exhibition on Electricity Distribution (CIRED 1997 - Distributing Power for the Millennium). IEE, 1997. http://dx.doi.org/10.1049/cp:19970588.
Texte intégralFei, Wong Han, Thoo Ai Chin, Tan Liat Choon, Huam Hon Tat et Zuraidah Sulaiman. « The key account management practices and effectiveness ». Dans THE 6TH INTERNATIONAL CONFERENCE ON MANUFACTURING, OPTIMIZATION, INDUSTRIAL AND MATERIAL ENGINEERING : MOIME18. Author(s), 2018. http://dx.doi.org/10.1063/1.5080059.
Texte intégralMurphy, William H., et Ning Li. « A KEY ACCOUNT MANAGEMENT RESEARCH AGENDA FOR CHINA ». Dans Bridging Asia and the World : Globalization of Marketing & Management Theory and Practice. Global Alliance of Marketing & Management Associations, 2014. http://dx.doi.org/10.15444/gmc2014.04.05.02.
Texte intégralWang, Tao, et Shuhe Xing. « The Application of Key Account Management in Chinese Aluminum Industry ». Dans 2009 International Conference on Management and Service Science (MASS). IEEE, 2009. http://dx.doi.org/10.1109/icmss.2009.5301032.
Texte intégralVasile, Gabriel Ionuţ, et Xiaoyu Zhan. « Human Resources Management in Organizational Performance ». Dans 2nd International Conference Global Ethics - Key of Sustainability (GEKoS). LUMEN Publishing House, 2021. http://dx.doi.org/10.18662/lumproc/gekos2021/9.
Texte intégralChen, Xiaodan, Siming Li, Junyan Zhang et Hongping Yuan. « Research on the Key Problems and Methods of Building Mobile Teaching Platform Based on WeChat Subscription Account ». Dans 2017 2nd International Seminar on Education Innovation and Economic Management (SEIEM 2017). Paris, France : Atlantis Press, 2018. http://dx.doi.org/10.2991/seiem-17.2018.91.
Texte intégralŞonea, Cristinel Gigi, Petre‐Adrian Isar, Andra Cristina Şonea et Alice Munteanu. « The „One Health” Concept, the Result of the Application of Bio - Economic and Ethical Management in the Development of a Business in the Fisheries Sector ». Dans 2nd International Conference Global Ethics - Key of Sustainability (GEKoS). LUMEN Publishing House, 2021. http://dx.doi.org/10.18662/lumproc/gekos2021/23.
Texte intégralBauby, C. E., P. Haik, E. Remy, B. Ricard et F. Billy. « Asset Management Evaluation : The Key Role of Expert Elicitation ». Dans ASME 2006 Pressure Vessels and Piping/ICPVT-11 Conference. ASMEDC, 2006. http://dx.doi.org/10.1115/pvp2006-icpvt-11-93237.
Texte intégralIswahyudi, Muhammad Subhan. « The Role of a Key Account Management' s Code of Conduct in Improving Learning Culture of the Account Managers : The Case of VICTORI Code of Conduct at TELKOM Indonesia ». Dans 3rd International Seminar and Conference on Learning Organization. Paris, France : Atlantis Press, 2016. http://dx.doi.org/10.2991/isclo-15.2016.45.
Texte intégralChoong, Evelyn, et John Beets. « Data Management as the Foundation of Integrity Management ». Dans 2006 International Pipeline Conference. ASMEDC, 2006. http://dx.doi.org/10.1115/ipc2006-10422.
Texte intégralRapports d'organisations sur le sujet "Key account management"
Butler, Nadia, et Soha Karam. Evidence Review : COVID-19 Vaccine Acceptance by Key Influencers in the MENA Region - Teachers and Healthworkers. Institute of Development Studies (IDS), novembre 2021. http://dx.doi.org/10.19088/sshap.2021.039.
Texte intégralHakeem, Luqman, et Riaz Hussain. Key Considerations : Localisation of Polio Vaccination Efforts in the Newly Merged Districts (Tribal Areas) of Pakistan. SSHAP, septembre 2022. http://dx.doi.org/10.19088/sshap.2022.035.
Texte intégralSpivack, Marla. Applying Systems Thinking to Education : The RISE Systems Framework. Research on Improving Systems of Education (RISE), mai 2021. http://dx.doi.org/10.35489/bsg-rise-ri_2021/028.
Texte intégralKhan, Mahreen. Public Financial Management and Transitioning out of Aid. Institute of Development Studies, septembre 2022. http://dx.doi.org/10.19088/k4d.2022.145.
Texte intégralVonk, Jaynie. Sustainable Water and Sanitation in Zambia : Impact evaluation of the 'Urban WASH' project. Oxfam GB, février 2021. http://dx.doi.org/10.21201/2021.7284.
Texte intégralKucherova, Hanna, Anastasiia Didenko, Olena Kravets, Yuliia Honcharenko et Aleksandr Uchitel. Scenario forecasting information transparency of subjects' under uncertainty and development of the knowledge economy. [б. в.], octobre 2020. http://dx.doi.org/10.31812/123456789/4469.
Texte intégralBlumwald, Eduardo, et Avi Sadka. Sugar and Acid Homeostasis in Citrus Fruit. United States Department of Agriculture, janvier 2012. http://dx.doi.org/10.32747/2012.7697109.bard.
Texte intégralGreenhill, Lucy. MASTS ‘Brexit’ event – summary report. Marine Alliance for Science and Technology for Scotland (MASTS), 2017. http://dx.doi.org/10.15664/10023.25094.
Texte intégralPhillips, Jake. Understanding the impact of inspection on probation. Sheffield Hallam University, 2021. http://dx.doi.org/10.7190/shu.hkcij.05.2021.
Texte intégralGuppy, Lisa, Paula Uyttendaele, Karen Villholth et Vladimir Smakhtin. Groundwater and Sustainable Development Goals : Analysis of Interlinkages. United Nations University Institute for Water, Environment and Health, décembre 2018. http://dx.doi.org/10.53328/jrlh1810.
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