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Managing Global Customers: An Integrated Approach

George S. Yip and Audrey J.M. Bink

Published in print:
2007
Published Online:
October 2011
ISBN:
9780199229833
eISBN:
9780191696374
Item type:
book
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199229833.001.0001
Subject:
Business and Management, Strategy, International Business

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 ... More


Work and Employment Relations in the Smaller Component Subcontractors: Distinctive Pressures and Contrasting Trajectories

Tony Elger and Chris Smith

in Assembling Work: Remaking Factory Regimes in Japanese Multinationals in Britain

Published in print:
2005
Published Online:
September 2007
ISBN:
9780199241514
eISBN:
9780191714405
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199241514.003.0008
Subject:
Business and Management, International Business

This chapter analyses the evolution of management policies and work and employment relations in two smaller Japanese sub-contractors. Both firms were tightly constrained by customer-supplier ... More


Managing Globally

George S. Yip and Audrey J. M. Bink

in Managing Global Customers: An Integrated Approach

Published in print:
2007
Published Online:
October 2011
ISBN:
9780199229833
eISBN:
9780191696374
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199229833.003.0001
Subject:
Business and Management, Strategy, International Business

This chapter begins with a discussion of the globalization context for managing global customers. It then turns to the globalization of buying and selling and the key response by suppliers — and ... More


Exploiting Globalization Drivers and Potential

George S. Yip and Audrey J. M. Bink

in Managing Global Customers: An Integrated Approach

Published in print:
2007
Published Online:
October 2011
ISBN:
9780199229833
eISBN:
9780191696374
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199229833.003.0002
Subject:
Business and Management, Strategy, International Business

This chapter addresses the following questions: Should a company develop a global customer management (GCM) programme? How can it determine whether to do so? What are the potential benefits and ... More


Integrating GCM with Global Strategy and Organization

George S. Yip and Audrey J. M. Bink

in Managing Global Customers: An Integrated Approach

Published in print:
2007
Published Online:
October 2011
ISBN:
9780199229833
eISBN:
9780191696374
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199229833.003.0003
Subject:
Business and Management, Strategy, International Business

Chapter 2 examined how a supplier should decide whether to adopt a global customer management (GCM) programme. This chapter discusses how to evaluate the GCM drivers in both the customer's and the ... More


Selecting and Managing Global Accounts

George S. Yip and Audrey J. M. Bink

in Managing Global Customers: An Integrated Approach

Published in print:
2007
Published Online:
October 2011
ISBN:
9780199229833
eISBN:
9780191696374
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199229833.003.0005
Subject:
Business and Management, Strategy, International Business

The quality of a club depends a lot on the quality of its members. The same holds for global account management (GAM) programmes. Choosing the right accounts to participate in the GAM programme is of ... More


Managing Knowledge

George S. Yip and Audrey J. M. Bink

in Managing Global Customers: An Integrated Approach

Published in print:
2007
Published Online:
October 2011
ISBN:
9780199229833
eISBN:
9780191696374
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199229833.003.0008
Subject:
Business and Management, Strategy, International Business

Knowledge provides a major competitive advantage. Keeping track of knowledge is particularly hard for global accounts, given the geographic nature of this beast. Having larger and more geographically ... More


Multinationals as Flagship Firms: Regional Business Networks

Alan M. Rugman and Joseph R. D'Cruz

Published in print:
2003
Published Online:
October 2011
ISBN:
9780199258185
eISBN:
9780191698521
Item type:
book
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199258185.001.0001
Subject:
Business and Management, Strategy, International Business

The international dimension of business networks has remained relatively unexplored, mainly because international business writers focus upon multinational enterprises and network writers ignore ... More


Developing for Ongoing Effectiveness

George S. Yip and Audrey J. M. Bink

in Managing Global Customers: An Integrated Approach

Published in print:
2007
Published Online:
October 2011
ISBN:
9780199229833
eISBN:
9780191696374
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199229833.003.0010
Subject:
Business and Management, Strategy, International Business

Once the global customer management (GCM) programme has been implemented, the work is not over. Managers of the GCM programme have to realize that it is an ongoing process, not a project. In order to ... More


Winning with Critical Success Factors

George S. Yip and Audrey J. M. Bink

in Managing Global Customers: An Integrated Approach

Published in print:
2007
Published Online:
October 2011
ISBN:
9780199229833
eISBN:
9780191696374
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199229833.003.0011
Subject:
Business and Management, Strategy, International Business

The previous chapters discussed many different features that affected the success of global account management (GAM). In addition, these covered how to use these features to progress from a GAM ... More


Structuring the Global Customer Management Programme

George S. Yip and Audrey J. M. Bink

in Managing Global Customers: An Integrated Approach

Published in print:
2007
Published Online:
October 2011
ISBN:
9780199229833
eISBN:
9780191696374
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199229833.003.0004
Subject:
Business and Management, Strategy, International Business

Chapter 3 discussed how the global customer management (GCM) programme should fit into the company's overall global strategy and global organization. This chapter moves on to the GCM programme ... More


Rewarding and Motivating the Team

George S. Yip and Audrey J. M. Bink

in Managing Global Customers: An Integrated Approach

Published in print:
2007
Published Online:
October 2011
ISBN:
9780199229833
eISBN:
9780191696374
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199229833.003.0009
Subject:
Business and Management, Strategy, International Business

The success of the global customer management (GCM) programme depends mostly on the efforts of the employees of the company who deal with the global accounts — in other words, not just the global ... More


Conclusions: Challenges and Opportunities

Alan Treadgold and Jonathan Reynolds

in Navigating the New Retail Landscape: A Guide for Business Leaders

Published in print:
2016
Published Online:
August 2016
ISBN:
9780198745754
eISBN:
9780191808180
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780198745754.003.0012
Subject:
Business and Management, International Business

This chapter summarizes the key themes explored in the book. It is suggested that, for many, the opportunities in the new landscape of retailing are likely to be greater than the challenges ... More


China’s Mechanical Engineering Industry: Offering the Potential for Indigenous Innovation?

Ingo Liefner and Gang Zeng

in China as an Innovation Nation

Published in print:
2016
Published Online:
March 2016
ISBN:
9780198753568
eISBN:
9780191815096
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780198753568.003.0004
Subject:
Business and Management, Innovation, International Business

The mechanical engineering industry in China has been witnessing fast and sustained growth. Chinese firms in this industry are successfully serving the demand for low-cost machinery in domestic and ... More


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