Handbook of strategic account management : (Record no. 12062)
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| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER | |
| LC control number | 2014003769 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | DLC |
| Language of cataloging | eng |
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| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781118509043 |
| Qualifying information | (electronic bk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 1118509048 |
| Qualifying information | (electronic bk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781118509074 |
| Qualifying information | (epub) |
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| International Standard Book Number | 1118509072 |
| Qualifying information | (epub) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781118509050 |
| Qualifying information | (pdf) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 1118509056 |
| Qualifying information | (pdf) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 130653254X |
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| International Standard Book Number | 9781306532549 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 1118509080 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781118509081 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| Canceled/invalid ISBN | 9781118509081 |
| Qualifying information | (hardback) |
| 028 01 - PUBLISHER OR DISTRIBUTOR NUMBER | |
| Publisher or distributor number | EB00063785 |
| Source | Recorded Books |
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| System control number | (OCoLC)869460666 |
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| 037 ## - SOURCE OF ACQUISITION | |
| Stock number | CL0500000567 |
| Source of stock number/acquisition | Safari Books Online |
| 042 ## - AUTHENTICATION CODE | |
| Authentication code | pcc |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.8.K48 |
| 072 #7 - SUBJECT CATEGORY CODE | |
| Subject category code | BUS |
| Subject category code subdivision | 082000 |
| Source | bisacsh |
| 072 #7 - SUBJECT CATEGORY CODE | |
| Subject category code | BUS |
| Subject category code subdivision | 041000 |
| Source | bisacsh |
| 072 #7 - SUBJECT CATEGORY CODE | |
| Subject category code | BUS |
| Subject category code subdivision | 042000 |
| Source | bisacsh |
| 072 #7 - SUBJECT CATEGORY CODE | |
| Subject category code | BUS |
| Subject category code subdivision | 085000 |
| Source | bisacsh |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.8 |
| Edition number | 23 |
| 084 ## - OTHER CLASSIFICATION NUMBER | |
| Classification number | BUS043000 |
| Number source | bisacsh |
| 049 ## - LOCAL HOLDINGS (OCLC) | |
| Holding library | MAIN |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Woodburn, Diana. |
| 245 10 - TITLE STATEMENT | |
| Title | Handbook of strategic account management : |
| Remainder of title | a comprehensive resource / |
| Statement of responsibility, etc. | Diana Woodburn and Kevin Wilson. |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE | |
| Place of production, publication, distribution, manufacture | Chichester, West Sussex : |
| Name of producer, publisher, distributor, manufacturer | Wiley, |
| Date of production, publication, distribution, manufacture, or copyright notice | 2014. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 1 online resource |
| 336 ## - CONTENT TYPE | |
| Content type term | text |
| Content type code | txt |
| Source | rdacontent |
| 337 ## - MEDIA TYPE | |
| Media type term | computer |
| Media type code | c |
| Source | rdamedia |
| 338 ## - CARRIER TYPE | |
| Carrier type term | online resource |
| Carrier type code | cr |
| Source | rdacarrier |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | "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 that address researched knowledge of SAM across the academic community. Filling a void in the existing academic literature, Handbook of Strategic Account Management identifies key issues awaiting exploration. Each paper includes an overall summary of the tenets of SAM and a list of references, creating an indispensable resource for academic readers, students, and researchers. Written by an editing team with experience teaching SAM in company workshops, both of whom are members of SAMA, which has more than 3,000 members and bases in the United States and Europe Includes contributions from all over the world representing the balanced, researched body of knowledge in SAM Those looking to enhance their companies' relationships and bolster their businesses need look no further than this comprehensive collection of the latest knowledge in SAM"-- |
| Assigning source | Provided by publisher. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Key Strategic Account Management: Where are we Now? / Diana Woodburn, Kevin Wilson -- Strategic Dimensions of Ksam. Making the Case for Managing Strategic Accounts / Noel Capon, Florin Mihoc -- Drivers for Key Account Management Programmes / Per-Olof Brehmer, Jakob Rehme -- KSAM as an Organizational Change: Making the Transition / Diana Woodburn -- Switching Costs in Key Account Relationships / Sanjit Sengupta, Robert E Krapfel, Michael A Pusateri -- The Strategic Buyer: How Emerging Procurement Strategies May Support KAM/SAM Relationships / Simon Croom -- Social and Ethical Concerns in Strategic Account Management: Emerging Opportunities and New Threats / Nigel Piercy, Nikala Lane -- Value Creation Through KSAM. Value in Strategic Account Management / Antonella LA Rocca, Ivan Snehota -- Value Dimensions and Relationship Postures in Dyadic 'Key Relationship Programmes' / Stephan Henneberg, Catherine Pardo, Stefanos Mouzas, Peter Naud�e -- 'Vertical Coopetition': The Key Account Perspective / Sylvie Lacoste -- Key Account Management in Business Markets: An Empirical Test of Common Assumptions / Bj�orn Sven Ivens, Catherine Pardo -- Strategic Account Plans: Their Crucial Role in Strategic Account Management / Malcolm Mcdonald, Diana Woodburn -- Using Customer Profitability and Customer Lifetime Value to Manage Strategic Accounts / R�egis Lemmens, Tomas Vanderbiesen -- Developing KSAM Programmes. A Configurational Approach to Strategic Account Management Effectiveness / Christian Homburg, John Workman, Ove Jensen -- The Appropriateness of the Key Account Management Organization / Stefan Wengler -- Organizational Structures in Global Account Management / George Yip, Audrey Bink -- Designing Strategic Account Management Programmes / Kaj Storbacka -- Global Customer Team Design: Dimensions, Determinants and Performance Outcomes / Yana Atanasova, Christoph Senn -- Key Accountization at Bosch Automotive Aftermarket Italy: Managing and Implementing a Strategic Change / Paolo Guenzi -- Operationalizing KSAM. Recent Developments in Relationship Portfolios: A Review of Current Knowledge / Judy Zolkiewski -- Account Portfolio Management: Optimizing the Customer Portfolio of the Firm / Osman G�ok -- Strategic Account Management Processes at Corporate, Relationship and Annual Level / Jukka Ojasalo -- Developing Strategic Key Account Relationships in Business-to-Business Markets / Kevin Wilson -- The Role of the Key/Strategic Account Manager / Kevin Wilson, Sue Holt -- The Influence of Personality on the Job Performance of Strategic Account Managers / Tommi Mahlam�aki, Olavi Uusitalo, Toni Mikkola. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes bibliographical references and index. |
| 588 0# - SOURCE OF DESCRIPTION NOTE | |
| Source of description note | Print version record and CIP data provided by publisher. |
| 546 ## - LANGUAGE NOTE | |
| Language note | English. |
| 590 ## - LOCAL NOTE (RLIN) | |
| Local note | John Wiley and Sons |
| Provenance (VM) [OBSOLETE] | Wiley Online Library: Complete oBooks |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Selling |
| General subdivision | Key accounts. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Marketing |
| General subdivision | Key accounts. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Customer relations. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Sales management. |
| 650 #6 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Budgets de publicit�e. |
| 650 #6 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Ventes |
| General subdivision | Gestion. |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | BUSINESS & ECONOMICS |
| General subdivision | Marketing |
| -- | General. |
| Source of heading or term | bisacsh |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Customer relations |
| Source of heading or term | fast |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Marketing |
| General subdivision | Key accounts |
| Source of heading or term | fast |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Sales management |
| Source of heading or term | fast |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Selling |
| General subdivision | Key accounts |
| Source of heading or term | fast |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Wilson, Kevin, |
| Dates associated with a name | 1947- |
| 758 ## - RESOURCE IDENTIFIER | |
| Relationship information | has work: |
| Label | Handbook of strategic account management (Text) |
| Real World Object URI | https://id.oclc.org/worldcat/entity/E39PCGJXVwFTtJ66gp4JyYqrtq |
| Relationship | https://id.oclc.org/worldcat/ontology/hasWork |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY | |
| Relationship information | Print version: |
| Main entry heading | Woodburn, Diana. |
| Title | Handbook of strategic account management. |
| Place, publisher, and date of publication | Chichester, West Sussex : Wiley, 2014 |
| International Standard Book Number | 9781118509081 |
| Record control number | (DLC) 2014002694 |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://onlinelibrary.wiley.com/doi/book/10.1002/9781118509043">https://onlinelibrary.wiley.com/doi/book/10.1002/9781118509043</a> |
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