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Author: George S. Yip
Publisher: Oxford University Press
Published: 2007-09-06
Total Pages: 287
ISBN-13: 019922983X
DOWNLOAD EBOOK →Highlighting the rewards of taking a step beyond global account management to create a Global Customer Management approach integrating all aspects of the relationship between supplier and customer, this book guides international companies in using their relationships with global customers to their full potential.
Author: Kevin Wilson
Publisher: Kogan Page Publishers
Published: 2002
Total Pages: 272
ISBN-13: 9780749436049
DOWNLOAD EBOOK →Based on a major global research study into Global Account Management (GAM), Successful Global Account Managment shows companies how to adopt a radically different approach to dealing with their key accounts to operate as truly global suppliers.
Author: George S. Yip
Publisher:
Published: 2009
Total Pages: 40
ISBN-13: 9789058922137
DOWNLOAD EBOOK →Author: Peter Cheverton
Publisher: Kogan Page Publishers
Published: 2008
Total Pages: 256
ISBN-13: 0749452277
DOWNLOAD EBOOK →Global Account Management explains the challenges of establishing a global account strategy and guides the reader through the process of decisions and actions required to manage global accounts successfully. The book provides a thorough, workmanlike template for all businesses with global clients. Peter Cheverton highlights the difference between an international company operating in different markets and one that can be considered truly global. He explains that company directors need to understand whether a client has consistent needs across different countries, possesses a global operational structure, and has the ability to implement global decisions. Cheverton then details the factors critical to successful handling of a global account. The implications of making the wrong decisions in a global marketplace are enormous. Global Account Management gives readers the information and insight they need to ensure the future success of their companies.
Author: George S. Yip
Publisher: OUP Oxford
Published: 2007-09-06
Total Pages: 288
ISBN-13: 0191607835
DOWNLOAD EBOOK →Multinational companies need to manage their relationships with multinational customers with a globally integrated approach. This book provides a systematic framework for developing and implementing such global customer management programs. It draws on in-depth research at over 20 major U.S. and European multinational companies, such as ABB, Bechtel, BP, Bosch, British Airways, Carrefour, Daimler-Chrysler, Hewlett-Packard, HSBC, IBM, Schlumberger, Shell, Siemens, Tesco, Unilever, Vodafone, Wal-Mart, and Xerox. Readers will learn how to · think about managing global customers in the context of their overall global strategy · develop effective global customer management programs · overcome barriers to implementation and success · build better relationships with important customers · get the entire company to engage with managing global customers This book takes a strategic, total business, and not just sales approach to managing global customers. It also takes a customer as well as a supplier perspective. The book provides guidance on both strategy and implementation. Yip and Bink's Managing Global Customers takes a systematic and logic driven approach, yet provides many creative insights and practical advice. Managing Global Customers highlights the rewards of taking a step beyond global account management to create a Global Customer Management approach, integrating globally all aspects of the relationship between supplier and customer. The book gives a framework that guides international companies in using their relationships with global customers to their full potential. George Yip, author of the widely-praised Total Global Strategy, and Audrey Bink tackle in-depth one of the most important aspects of global strategy: How to manage global customers.
Author: Gerhard Raab
Publisher: CRC Press
Published: 2016-05-13
Total Pages: 216
ISBN-13: 1317155440
DOWNLOAD EBOOK →Customer Relationship Management is the first book to explore the benefits to the firm of a globally integrated approach to the management philosophy of Customer Relationship Management (CRM). The best hope for achieving a sustainable competitive advantage in a global marketplace is by means of better understanding which customers are in the best position to experience long-term, profitable relationships for the globally oriented firm. This book offers both an academic and a practical viewpoint of the importance of CRM in a global framework. It integrates the topics of knowledge management, total quality management, and relationship marketing with the goal of explaining the benefits of CRM for internationally active firms. The authors have included six case studies which allow the reader to undertake the role of CRM consultant in a 'learning by doing' approach. The book should be required reading for all business executives who desire a customer-oriented approach to success, and for all students of business who desire to gain insight into a relationship management approach which will become ever-more important in the years ahead.
Author: Roman Boutellier
Publisher: Springer Science & Business Media
Published: 2013-06-29
Total Pages: 630
ISBN-13: 3662042509
DOWNLOAD EBOOK →Based on empirical research of over 240 interviews the authors present new concepts and trends in global R&D management. Case studies from 18 best-practice companies give detailed answers to the most pressing challenges for mastering international innovation. "...a real tour de force, probably destined to become a standard in this field for some time to come." Professor Jeff Huang, Harvard University "A feast of delights... deserves a very wide readership." Phil Gamlen, ICI Technology - Science and Technology Policy Strategy
Author: William H. A. Johnson
Publisher: Routledge
Published: 2020-10-21
Total Pages: 151
ISBN-13: 1000201473
DOWNLOAD EBOOK →This concise, practical textbook clearly explains how to go about developing and implementing a global strategy for any organization, from Born Global start-ups, to more established large companies struggling to manage their global extensions, to nonprofits including non-governmental organizations (NGOs) and charities. Written clearly and concisely, this volume brings together multiple tools, models and frameworks into one resource to guide a successful global strategy development and implementation process. Issues covered include: • Internal and external environmental analyses; • Cross-cultural communication; • Structural considerations; • Leadership and motivation; • Foreign market entry, mergers, alliances and acquisitions. Upper-level undergraduate and postgraduate students of global business will appreciate this accessible guide to a highly complex endeavor, as will practicing managers in global organizations seeking a ready reference. Instructors will also value the outline of a semester-long project keyed to the book, developed and tested by the author.
Author: Ree C. Ho
Publisher:
Published: 2019
Total Pages:
ISBN-13: 9781522596981
DOWNLOAD EBOOK →"This book explores the social impact and influence of social media on online businesses"--
Author: Evan J. Segal
Publisher: Author House
Published: 2012-04-05
Total Pages: 175
ISBN-13: 1468563513
DOWNLOAD EBOOK →From Local To Global: Smart Management Lessons to Grow Your Business provides business owners and executives with invaluable lessons learned based on the hands-on experience of a successful business leader. It offers knowledge and wisdom that will help managers navigate the challenging environment that they face in todays global economy. Covering a wide range of topics, including strategic growth, new product development, supply chain management, marketing, people, customers, international partnerships and selling your business - this book demonstrates how a leader can use intelligence, knowledge, passion and capability to build high performing teams that can achieve remarkable results.
