Download or read book Nuanced Account Management written by Bala Shankar and published by Springer. This book was released on 2018-04-17 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is a comprehensive practical guide for account managers, sales teams and account leaders operating in the B2B space. It provides knowledge to excel in developing, growing and retaining top accounts in local and global environments. With a nuanced version of ‘account management’ that will potentially be a game changer, the book offers a personnel-and-process based agenda that can create a ‘competitive advantage’ on its own.

Download or read book Key Account Rock Stars written by Marc Pettersson and published by Business Expert Press. This book was released on 2024-05-09 with total page 177 pages. Available in PDF, EPUB and Kindle. Book excerpt: Key Account Rock Stars: Raising Your Volume by Lowering Your Decibels brings fresh new thoughts to the topic of Key Account Management. This book reveals the secrets of how to successfully engage with customers and how to become organizationally savvy, plus practical tools for succeeding on the job. It is written for the practitioner and takes readers through the soft sides of the job, which is exactly what is needed to succeed and achieve career fulfillment. Account managers must keep the relationship fresh, with creative ways to add value to the customers so customers remain genuinely satisfied with the relationship. Losing a customer will always be a burden on the individual Key Account Manager, whatever the reason for the loss. Readers will Gain awareness of what a good customer relationship looks like, Learn tools to solve issues and improve ways of working, And most importantly, learn how to succeed as a Key Account Manager Remember, the importance of customer centricity is higher than ever. The decade long transition of the economy away from production towards services and the need to differentiate from the competition will certainly continue. A company today that fails to engage with the customers will not succeed; the era of making a good product and trusting it to sell itself is long gone.

Download or read book Key Account Management written by Diana Woodburn and published by John Wiley & Sons. This book was released on 2011-03-07 with total page 497 pages. Available in PDF, EPUB and Kindle. Book excerpt: "This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.

Download or read book Managing Modern Healthcare written by Mike Bresnen and published by Routledge. This book was released on 2017-02-10 with total page 209 pages. Available in PDF, EPUB and Kindle. Book excerpt: Until now, research has given us only a limited understanding of how managers actually make sense of and apply management knowledge; how networks of interaction amongst managers help or hinder processes of knowledge diffusion and the sharing of best practice; and how these processes are all influenced both by the organisations in which managers act and by the professional communities of practice they belong to. Managing Modern Healthcare fills these important gaps in our understanding by drawing upon an in-depth study of management networks and practice in three healthcare organisations in the UK. It draws from the primary research a number of important and grounded lessons about how management networks develop and influence the spread of management knowledge and practice; how management training and development relates to the needs of managers facing challenging conditions; and how those conditions are themselves shaping the nature of management in healthcare. This book reveals how managers in practice are responding to the many contemporary challenges facing healthcare (and the NHS in particular) and how they are able or not to effectively exploit sources of knowledge, learning and best practice through the networks of practice they engage in to improve healthcare delivery and healthcare organisational performance. Managing Modern Healthcare makes a number of important theoretical contributions as well as practical recommendations. The theoretical and empirical contributions the book makes relate to wider work on networks and networking, management knowledge, situated learning/communities of practice, professionalization/professional identity and healthcare management more generally. The practical contribution comes in the form of recommendations for healthcare management practitioners and policy makers that are intended to impact upon and help enhance healthcare management delivery and performance.

Download or read book Service Management written by John R. Bryson and published by Springer Nature. This book was released on 2020-11-26 with total page 294 pages. Available in PDF, EPUB and Kindle. Book excerpt: This textbook offers a fully integrated approach to the theory and practice of service management, exploring the operational dynamics, management issues and business models deployed by service firms. It builds on recent developments in service science as an interdisciplinary research area with emphasis on integration, adaptability, optimization, sustainability and rapid technological adoption. The book explores seven fundamental processes that are key to successfully managing service businesses, helping students gain insights into: how to manage service businesses, with coverage of both small firms and large transnationals service business models, operations and productivity managing service employees how service firms engage in product and process innovation marketing, customers and service experiences internationalization of service businesses the ongoing servitization of manufacturing This unique textbook is an ideal resource for upper undergraduate and postgraduate students studying service businesses and practitioners.

Download or read book Remaking Management written by Chris Smith and published by Cambridge University Press. This book was released on 2008-05-08 with total page 423 pages. Available in PDF, EPUB and Kindle. Book excerpt: Debates about the consequences for work practices posed by the rapidly growing transnationalisation of business have become increasingly central to management studies, sociology, political science, geography and other disciplines. Remaking Management brings together a range of international contributors from different sub-disciplines in management to examine current theories of change or continuity of work practices in the context of fashionable claims about unstoppable globalisation or unmoveable national business systems. It provides theoretical and empirical challenges to both of these explanations. Rejecting an overemphasis on inevitable convergence or enduring divergence, the book reveals a mix of international, national and organisational-level influences on workplace practice. This is a rich and wide-ranging resource for graduate students and academics concerned with how organisations are responding to an increasingly complex commercial environment.

Download or read book Morality Ethics and Responsibility in Organization and Management written by Robert McMurray and published by Routledge. This book was released on 2020-04-08 with total page 90 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the aftermath of the financial crisis, and regular corporate scandals, there has been a growing concern with the moral and ethical foundations of business. Often these concerns are limited to narrow accounts of governance codes, regulatory procedures or behaviour incentives, which are often characterized by neoliberal bias underpinned by western masculine logics. This book challenges these limited accounts of ethics and responsibility. It looks at the writing of Gayatri C. Spivak who takes globally networked markets, people and ideas and provides tools to rethink subjectivity, ethics and corporate governance. Eschewing strict hierarchical notions of authority and identity, Spivak’s work invites us to consider who speaks for whom and for what in organizational contexts. Relationality is also to be found in the radical politics and feminist ethics of Judith Butler who continues to draw on and develop her account of performativity to interpret contemporary organizations, management and work. While popular accounts of corporate ethics often concern themselves with the aims and actions of those at the top of organizations, Lauren Berlant focuses on the struggles of those at the bottom of the new social structures created by contemporary forms of capital. Finally, the book also considers ecological challenges through the work of Val Plumwood, who spent a lifetime considering the threats and responsibilities we face in environmental terms, and developed a feminist ecological philosophy for understanding social and species differences. This book will be relevant to students and researchers across business and management, organizational studies, critical management studies, gender studies and sociology.

Download or read book Managing Cultural Diversity in Asia written by Jawad Syed and published by Edward Elgar Publishing. This book was released on 2010-01-01 with total page 567 pages. Available in PDF, EPUB and Kindle. Book excerpt: This Companion provides an authoritative overview of how cultural diversity is managed in Asia. Although the Asian context appears at first sight to be irreconcilably divergent in terms of diversity management approaches, the contributing authors seek to explore thematic and geographical demarcations of the notions of cultural diversity and equality at work. Managing Cultural Diversity in Asia not only examines cultural diversity management in a particular geography but also makes a distinct contribution to the wider theory of managing diversity and equality by revealing the significance of context, time and place in framing policies and practices of management. With empirical and conceptual contributions from eminent scholars from across the Asian continent as well as the Asian diaspora, this volume highlights practices of equality and diversity management in settings across Asia and reveals the key drivers and implications of such practices. This important and path-breaking Companion will be an invaluable resource for both undergraduate and research-based postgraduate students on international and comparative human resource management, employment relations and industrial relations courses.

Download or read book An Ancient Greek Philosophy of Management Consulting written by David Shaw and published by Springer Nature. This book was released on 2022-01-01 with total page 193 pages. Available in PDF, EPUB and Kindle. Book excerpt: Management consultancy practice is particularly concerned with helping clients implement strategic organisational change. But what exactly are organisations, and management consultancy interventions in them? Management consulting is said to be a knowledge-intensive industry. But what kind of knowledge do management consultants possess, and how far can we rely on it? Management consultants are often criticised for unethical exploitation of their clients. But how ought management consultants to behave in order to meet acceptable ethical standards? These are questions about the philosophical topics of ontology, epistemology and ethics. The ancient Greek philosophers thought deeply about these topics, and their ideas remain fresh and relevant even to so modern a subject matter as management consulting. Writing between the end of the sixth and the end of the fourth century BCE, these philosophers were drawing upon an intellectual tradition that was very different from our own, and were responding to social and economic conditions that were wholly unlike ours. Approaching these philosophical questions from a perspective that is radically different from our own, their work provides a rich resource for novel thinking about management consulting. From the speculations of the Presocratic philosophers Heraclitus, Parmenides, Leucippus and Democritus about the nature of the universe to the thought of Socrates, Plato and Aristotle about the nature of human beings, this book uses the work of these great thinkers as a lens through which to study major philosophical questions about management consulting. Examined in this way, many established assumptions and principles of management consultancy practice seem questionable, and new ways of thinking possible.

Download or read book Management Labour Process and Software Development written by Rowena Barrett and published by Routledge. This book was released on 2004-06-01 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: This revealing book is about software development, the developers themselves, and how their work is organized and managed. The latest original research from Australia, Europe, and the UK is used to examine the differences between the image and reality of work in this industry. Chapters also cover issues surrounding the management of 'knowledge work and workers' and professionals in order to expose some of the problems of the management of software development work and workers.

Download or read book Chinese Management in the Harmonious Society written by Malcolm Warner and published by Routledge. This book was released on 2013-10-18 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Whither Chinese management? The Middle Kingdom has come a long way since the economic reforms were introduced after 1978. As ownership has opened up and has become more fragmented, the state-owned firms no longer dominate the scene, nor does their management model. Managing has also become more complex and diversified, as well as more professional. This book asks what the next steps are likely to be and will assess the current directions in which Chinese managers are developing, as its economy slows down in the face of global uncertainty. It aims to update previous works in the field covering business and management in these countries. It covers a wide range of topics, including banking, competition, employee satisfaction, expatriates, industrial relations, HRM, organization, SMEs, social responsibility, strategic sourcing, trust and so on. The book also asks in which future directions management may be moving in this important part of the international economy. The authors are all experts in their fields and are all based in universities and business schools in countries such as Australia and the UK, among others. The work is aimed at undergraduate and postgraduate students in business administration especially those on MBA programmes, as well as those studying development economics, management studies and related courses, including lecturers in those subjects. This book was published as a special issue of Asia Pacific Business Review.

Download or read book Management Dynamics in Strategic Alliances written by T. K. Das and published by IAP. This book was released on 2012-06-01 with total page 351 pages. Available in PDF, EPUB and Kindle. Book excerpt: Management Dynamics in Strategic Alliances is a volume in the book series Research in Strategic Alliances that will focus on providing a robust and comprehensive forum for new scholarship in the field of strategic alliances. In particular, the books in the series will cover new views of interdisciplinary theoretical frameworks and models, significant practical problems of alliance organization and management, and emerging areas of inquiry. The series will also include comprehensive empirical studies of selected segments of business, economic, industrial, government, and non-profit activities with wide prevalence of strategic alliances. Through the ongoing release of focused topical titles, this book series will seek to disseminate theoretical insights and practical management information that will enable interested professionals to gain a rigorous and comprehensive understanding of the field of strategic alliances. Management Dynamics in Strategic Alliances contains contributions by leading scholars in the field of strategic alliance research. The 12 chapters in this volume cover a number of significant topics relating to the management of strategic alliances. The chapters discuss both the broader issues, such as governance structure choice, dynamics of alliance conditions, co-evolutionary dynamics, learning dynamics, and the management of internal tensions, and the more focused problems of controls in interfirm settings, dilemmas of cooperation, value creation in alliance portfolios, and alliance management experiences in the construction and automobile industries. The chapters include empirical as well as conceptual treatments of the selected topics, and collectively present a wide-ranging review of the management dynamics in strategic alliances.

Download or read book Managing and leading in inter agency settings written by Dickinson, Helen and published by Policy Press. This book was released on 2016-05-25 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: Although leadership and management are seen as central to developing effective integrated working, there is relatively little thoughtful work analysing the relationship between the two sets of ideas. Until now. This updated edition of this essential textbook provides a robust guide to the leadership and management of inter-agency collaborative endeavours. It summarises recent trends in policy, establishes what we can learn from research and practice, and uses international evidence to set out useful frameworks and approaches to address a range of problems that collaborations face.

Download or read book Global Themes and Local Variations in Organization and Management written by Gili S. Drori and published by Routledge. This book was released on 2013-07-24 with total page 592 pages. Available in PDF, EPUB and Kindle. Book excerpt: Global Themes and Local Variations in Organization and Management: Perspectives on Glocalization offers a broad exposition of the relations between the global and the local with regard to organizational and managerial ideas, practices, and forms. This edited volume forges ahead to capture the complexity of modern management and organization that results from the processes of glocalization. Universality is among the core underlying principles of the management of organizations, as well as of organization and management science itself. Yet, reality reveals enormous variation across social and cultural contexts. For instance, multinational corporations must adjust their management practices to adhere to national regulation and local standards; manufacturers and service providers routinely tailor their products to suit the local preferences of consumers; and non-profit organizations amend their advocacy agenda to appeal to local sentiments. The work assembled here goes beyond merely describing such patterns of variation and adaptation in organization and management; research and commentary engage directly with the tensions between homogeneity and heterogeneity, convergence and divergence, global and local. With contributions from leading scholars in the field of comparative organization studies, this collection offers a substantive contribution to the investigation of organization and management, as well as providing a valuable resource for students of organization studies, international business, and sociology.

Download or read book Business Ethics and Care in Organizations written by Marianna Fotaki and published by Routledge. This book was released on 2019-12-06 with total page 268 pages. Available in PDF, EPUB and Kindle. Book excerpt: Care is a human ability we all need for growing and flourishing. It implies considering the needs and interests of others, and the quality of how we relate to each other is often defined by care. While the value of care in private life is widely recognized, its role in the public sphere is contested and subject to political debates. In work organizations, instrumentality frequently overrides considerations for colleagues’ and co-workers’ well-being, while relationships are often sacrificed in the service of performance and meeting organizational targets. The questions this volume attempts to address concerns the organizational conditions that make care flourish and how a caring organization functions in practice. Specifically, we examine what it means to care for each other and what enhances caring behaviours in organizations. The volume ultimately focuses on how caring relations can contribute to making organizations better places. In this perspective, care involves the recognition of, and the limitations of, work as a key aspect of personal and social identity. Because care exceeds the sphere of individual intimacy, the book will also centre on the necessity for building caring institutions through a political process that considers the needs, contributions, and prospects of many different actors. This book aims to contribute to academic discussions on care in organizations, care work, business and organizational ethics, diversity, caring leadership, well-being in organizations, and research ethics. Managers, consultants, policy-makers, and students will find reflections about the goodness of care in organizations, and guidance about the ethical and practical difficulties of pursuing the project of building caring organizations.

Download or read book Arts Management written by Derrick Chong and published by Psychology Press. This book was released on 2002 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt: This key textpresents a critical overview of arts management addressing the artistic, managerial, and social obligations of arts and cultural organizations operating in contemporary urban environs.

Download or read book Handbook of Strategic Account Management written by Diana Woodburn and published by John Wiley & Sons. This book was released on 2014-03-17 with total page 540 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 Naud頠 Olavi Uusitalo Noel Capon Antonella La Rocca Jukka Ojasalo Tom Vanderbiesen Simon Croom Sylvie Lacoste Catherine Pardo Stefan Wengler Osman Gök Nikala Lane Nigel Piercy Kevin Wilson Paolo Guenzi Régis Lemmens Michael Pusateri Diana Woodburn Stephan Henneburg Tommi Mahlamäki Jakob Rehme John Workman Sue Holt Malcolm McDonald Sanjiy Sengupta George Yip Christian Homburg Florin Mihoc Christoph Senn Judy Zolkiewski