Includes bibliographical references and index.

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 Naudé -- 'Vertical Coopetition': The Key Account Perspective / Sylvie Lacoste -- Key Account Management in Business Markets: An Empirical Test of Common Assumptions / Björn 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 / Régis 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 Gök -- 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 Mahlamäki, Olavi Uusitalo, Toni Mikkola.

"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"-- Provided by publisher.

Print version record and CIP data provided by publisher.