Jump to ContentJump to Main Navigation

You are looking at 1-20 of 22 items

  • Keywords: customer management x
Clear All Modify Search

View:

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


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


How Does Consumer Behavior Affect Marketing Policy?

Sharan Jagpal

in Fusion for Profit: How Marketing and Finance Can Work Together to Create Value

Published in print:
2008
Published Online:
September 2008
ISBN:
9780195371055
eISBN:
9780199870745
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780195371055.003.0011
Subject:
Business and Management, Marketing

This chapter compares different models of consumer behavior including standard economic theory and alternative behavioral theories such as prospect theory and assimilation-contrast theory. It shows ... 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


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


Gestell

Claudio Ciborra

in The Labyrinths of Information: Challenging the Wisdom of Systems

Published in print:
2004
Published Online:
September 2007
ISBN:
9780199275267
eISBN:
9780191714399
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199275267.003.0004
Subject:
Business and Management, Information Technology

Since the second half of the 1990s, IBM has led the way in formulating and deploying an extensive new fabric of processes and tools which allows them to operate efficiently as a truly global company. ... 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


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


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


The Customer Relations Factory

Simon Head

in The New Ruthless Economy: Work and Power in the Digital Age

Published in print:
2005
Published Online:
October 2011
ISBN:
9780195179835
eISBN:
9780199850211
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780195179835.003.0005
Subject:
Economics and Finance, Behavioural Economics

This chapter examines the importance of customer relations management (CRM) in the new economy in the U.S. It states that CRM has moved forward to the center of corporate strategy and the ... More


Mergers and Acquisitions

Sharan Jagpal

in Fusion for Profit: How Marketing and Finance Can Work Together to Create Value

Published in print:
2008
Published Online:
September 2008
ISBN:
9780195371055
eISBN:
9780199870745
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780195371055.003.0022
Subject:
Business and Management, Marketing

This chapter shows how the firm can use marketing-finance fusion to evaluate mergers and acquisition strategies. It examines the potential gains from mergers, the history of mergers and acquisitions, ... More


Fusion for Profit: How Marketing and Finance Can Work Together to Create Value

Sharan Jagpal and Shireen Jagpal

Published in print:
2008
Published Online:
September 2008
ISBN:
9780195371055
eISBN:
9780199870745
Item type:
book
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780195371055.001.0001
Subject:
Business and Management, Marketing

This book shows how to fuse marketing, finance, and other disciplines to improve performance for the corporation or organization. Specifically, it shows decision makers at different levels in the ... 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


Instant Customer Base Analysis: Managerial Heuristics Often “Get It Right”

Markus Wübben and Florian von Wangenheim

in Heuristics: The Foundations of Adaptive Behavior

Published in print:
2011
Published Online:
May 2011
ISBN:
9780199744282
eISBN:
9780199894727
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199744282.003.0036
Subject:
Psychology, Cognitive Psychology, Human-Technology Interaction

Recently, academics have shown interest and enthusiasm in the development and implementation of stochastic customer base analysis models, such as the Pareto/NBD model and the BG/NBD model. Using the ... 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


The Whole Is Bigger Than the Sum of Its (Diffusion and Customer Lifetime Value) Parts

Elie ofek, Eitan Muller, and Barak Libai

in Innovation Equity: Assessing and Managing the Monetary Value of New Products and Services

Published in print:
2016
Published Online:
May 2017
ISBN:
9780226618296
eISBN:
9780226394145
Item type:
chapter
Publisher:
University of Chicago Press
DOI:
10.7208/chicago/9780226394145.003.0003
Subject:
Economics and Finance, Financial Economics

This chapter begins by establishing that each first-time adoption of an innovation can be thought of as the start of a customer-firm relationship in which the adopter generates a stream of profits ... More


Achieving a Strategic Sales Focus: Contemporary Issues and Future Challenges

Kenneth Le Meunier-FitzHugh and Tony Douglas

Published in print:
2016
Published Online:
August 2016
ISBN:
9780198706632
eISBN:
9780191826061
Item type:
book
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780198706632.001.0001
Subject:
Business and Management, Strategy, Marketing

This book considers how the sales function informs business strategy. There are many books that address how to manage the sales team tactically, however, this text addresses how sales can help ... More


Who Decides the Shape of Product Markets?

Neil Pollock and Neil Williams

in How Industry Analysts Shape the Digital Future

Published in print:
2016
Published Online:
March 2016
ISBN:
9780198704928
eISBN:
9780191774027
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780198704928.003.0007
Subject:
Business and Management, Information Technology, Strategy

Who decides the boundaries around a product terminology? The ‘technology classifications’ which frame and define boundaries around technology fields are an important part of the ‘knowledge ... More


Grinding

Simon Harding

in County Lines: Exploitation and Drug Dealing among Urban Street Gangs

Published in print:
2020
Published Online:
January 2021
ISBN:
9781529203073
eISBN:
9781529210101
Item type:
chapter
Publisher:
Policy Press
DOI:
10.1332/policypress/9781529203073.003.0005
Subject:
Sociology, Urban and Rural Studies

This chapter examines how the actual processes of county lines drug-supply networks work in reality, looking at the internal dynamics of running a county line in more detail. The daily chore of ... More


The impact of technology and social media for sales

Tony Douglas and Kenneth Le Meunier-FitzHugh

in Achieving a Strategic Sales Focus: Contemporary Issues and Future Challenges

Published in print:
2016
Published Online:
August 2016
ISBN:
9780198706632
eISBN:
9780191826061
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780198706632.003.0009
Subject:
Business and Management, Strategy, Marketing

This chapter is mainly concerned with the impact of technology on the sales function. The term ‘sales technology’ covers not only sales force automation (SFA) and CRM (customer relationship ... More


View: