Strategic customer management: designing a profitable future for your sales organization
Article Abstract:
The challenges faced by traditional sales organization in delivering superior customer value and integrating sales and other sections of organization are studied. The importance of organizational transformation towards strategic customer management is emphasized.
Publication Name: European Management Journal
Subject: Business, international
ISSN: 0263-2373
Year: 2004
User Contributions:
Comment about this article or add new information about this topic:
Assessing the performance of strategic alliances: matching metrics to strategies
Article Abstract:
Issues are presented concerning the growing importance of collaborative alliances between companies. The methods used to analyze the performance of such alliances are discussed. A balanced scorecard analysis method is proposed.
Publication Name: European Management Journal
Subject: Business, international
ISSN: 0263-2373
Year: 2000
User Contributions:
Comment about this article or add new information about this topic:
The underlying vulnerabilities in key account management strategies
Article Abstract:
The disadvantages in using key account management (KAM) strategies in business-to-business markets are discussed.
Publication Name: European Management Journal
Subject: Business, international
ISSN: 0263-2373
Year: 2006
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: Operations management and reengineering. The fight for the alpha position: channeling status competition in organizations
- Abstracts: Outsourcing inventory management decision in healthcare: models and application. Scheduling a flowline manufacturing cell with sequence dependent family setup times
- Abstracts: Dynamic control of multicommodity fleet management problems. A comparative evaluation of modeling approaches to the labor shift scheduling problem
- Abstracts: TV to come. The digital future. Why buy specialty tv?
- Abstracts: The struggle for strategic alignment in multinational corporations: managing readjustment during global expansion