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1
Landberg, Hugo, and Svensson Sixten. "Kartläggning av arbetsprocessen : En studie om en Key Account Managers arbetsprocess på ett industribolag." Thesis, Uppsala universitet, Företagsekonomiska institutionen, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-414909.
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Tidigare forskning har uppmärksammat en rad olika aspekter, delar och karaktärsdrag hos en Key Account Manager. En Key Account Manager är en nyckelspelare i jakten på att hantera och utveckla goda relationer till företagets kunder, och vars arbete kan vara en bidragande faktor till den egna organisationens framtidsutsikter. Trots detta, är studier gällande hur en Key Account Manager arbetar ännu begränsad. Uppsatsen syftar därmed till att undersöka hur arbetsprocessen ser ut för en Key Account Manager verksam inom industribolag. Med en kvalitativ metodansats, innehållandes åtta stycken semistrukturerade intervjuer identifierar studien att en Key Account Managers arbetsprocess inom ett industribolag består av fem stycken huvudsakliga aktiviteter som löper parallellt med varandra, vilka är Intern koordination och samordning, Externa möten och representation, Uppnå uppsatta KPI, Analyser och rapporter samt Interna möten, som noggrant har analyserats fram.
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Al-Hawamdeh, Ahmed. "Institutional investors and investment managers' involvement in corporate government in the UK : are they able and willing to hold corporate managers to account?" Thesis, University of Leicester, 2004. http://hdl.handle.net/2381/31083.
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It was stated by the Cadbury Committee (1992) that: 'the basic system of governance in Britain is sound. The principles are well known and widely followed.' This thesis argues that such a statement is in fact exaggerated as far as public listed companies are concerned. Despite the fact that changes have occurred in the share ownership structure of U.K. public listed companies, leading to the concentration of share ownership in the hands of institutional investors and investment managers, the economic and legal framework of the market still fails to support them, as the market's main financial players, in holding corporate managers to account, and hence achieving a sound corporate governance system. The objective of this thesis was to examine the economic and legal frameworks of the present corporate governance system and its influence on institutional investors and investment managers with regards to their role in holding corporate managers to account. In doing so, the thesis went through three phases. In the first phase, the thesis introduces the U.K. corporate governance model, concluding that it relies almost solely on shareholders in holding corporate managers to account. The fact that institutional investors and investment managers hold the majority of shares in U.K. public listed companies makes them the obvious candidates to play such a role. Yet, the economic framework of the market does not particularly motivate institutional investors and investment managers to do so. Whilst some institutional investors and investment managers may still be undeterred by this, the question posed was does then, the market's legal framework, offer such institutional investors and investment managers the support to hold corporate managers to account In light of this question, the second phase of this thesis examined whether contract negotiation, litigation and the use of proxies and voting are viable means available to shareholders in holding corporate managers to account. Contract negotiation and litigation were found to fall short of doing so, whilst the voting and proxy system, although not widely used by institutional shareholders and investment managers, might in the future, hold part of the answer. If institutional investors and investment managers are still undeterred by the economic and legal obstacles, they may resort to dialogue among themselves and with investment managers, as a means to holding corporate managers accountable. Yet, as exemplified in the third phase of this thesis, shareholders are over regulated when it comes to both dialogue amongst themselves as well as with corporate managers, leaving it to the extreme will and determination of shareholders to take initiatives in attempting to hold corporate manager to account something that many institutional investors and investment managers may in fact, lack.
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Holt, Sue. "Role of the global account manager : a boundary role theory perspective." Thesis, Cranfield University, 2003. http://hdl.handle.net/1826/4163.
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As the business environment takes on a global perspective for many business-to-
business organisations, so the area of Global Account Management (GAM) has
become an increasingly important issue for both researchers and practitioners. This
study is focused on providing an in-depth understanding of the characteristics of the
roles of global account managers in managing relationships with global customers.
This aspect of global account management has received little attention in the literature
with little empirical research in the area.
From the extant literature on global account management, global account manager
roles and relationships in business-to-business markets, a conceptual framework of
the global account manager role was constructed. This was supported by role theory,
boundary role theory, and theory on the buyer-seller interface.
The research was conducted within the realism philosophical paradigm, using a
qualitative case study approach with four co-operative case organisations. The
research design was also grounded in boundary role theory, with data being collected
from the global account managers, their managers, customers and their internal team
members in order to provide a rich picture of the role. Semi-structured interviews
were used to collect the data and the interviews were analysed against the conceptual
framework using a qualitative data analysis package, QSR NVivo. Within-case
analyses were carried out followed by a cross-case analysis. This resulted in the
presentation of a set of validated role constructs, and a theoretical model of the global
account manager role.
As well as the main findings from the empirical study, the research also produced
some additional findings. The research makes a contribution to theory in two main
areas: firstly to our theoretical understanding of global account management roles;
and secondly, in extending and supporting existing theory on account management.
Given the nature of the research topic, there were also implications for practitioners.
Finally the limitations of the research and opportunities for further work were
explored.
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Ketnerová, Gabriela. "Etika v účetní profesi." Master's thesis, Vysoká škola ekonomická v Praze, 2009. http://www.nusl.cz/ntk/nusl-75824.
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The aim of the thesis will focus on ethics for professional accountants, who are not only accountants, but also tax consultants and auditors. Confidence in the profession greatly weakened by major accounting scandals in the U.S. and in Europe at the turn of the millennium. I will focus on ethics from the perspective of philosophy and from the perspective of management in the introduction of the theoretical part. The theory of sustainable development and corporate social responsibility relates also with business ethics. In response to accounting scandals in the U.S. the new law was agredd and this documnet established new requirements for companies trading on the American Stock Exchange and drew an attention to code of ethics for professional accountants. I will describe the different types of accounting fraud in the practical part, said publicated examples.
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Grönhult, Magnus, and Felicia Karlsson. "Key Account Managements värde för säljande tjänsteföretag." Thesis, Linköpings universitet, Företagsekonomi, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-120370.
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Att skapa starka och långsiktiga relationer till sina kunder har för företag blivit en nödvändighet i den industriella marknadsföringen, där relationerna i sig själva kan ses som den viktigaste tillgången för verksamheten. Från området inom relationsmarknadsföring har Key Account Management vuxit fram och blivit ett populärt begrepp, där en koncentrerad mängd av företagets kunder prioriteras högre än övriga. Syftet med denna uppsats är att beskriva och konkretisera det potentiella värde, sett som mellanskillnaden mellan fördelar och nackdelar, som skapas för det säljande tjänsteföretaget i användningen av KAM. Uppsatsen utgår från en kvalitativ ansats där en komparativ studie har genomförts genom att undersöka företag som uttalat använder Key Account Management mot företag som ej använder KAM, samt kundföretag. För att få tillgång till empririn har sex stycken intervjuer med företag genomförts. Två som har KAM, två som inte har KAM. Dessutom har intervjuer utförts med kund till ett KAM-företag, samt en kund till ett företag som inte använder KAM. Genom att ha en stödjande organisation, fyra centrala delar i sitt KAM, kompetenta Key Account Managers, samt aktiva kunder är mjuka värden såsom förbättrad relation och kundförståelse givet. Dessa kan i sin tur leda till andra mjuka och hårda värden och därför ökad lönsamhet. KAM är däremot en investering som tar mycket resurser, samtidigt som flertalet potentiella nackdelar är tänkbara. Värdet har i denna studie identifierats som skillnaden mellan tänkbara fördelar och nackdelar, men detta skiljer sig åt från företag till företag vilket gör att det faktiska värdet varierar.To build strong and long-lasting customer relationships has become a necessity in industrial marketing, whereat the relationships in itself can be viewed as the most important asset for the company. Key Account Management has its roots in relationship marketing and has grown in popularity the past decades. By selecting and focusing primarily on a few key customers, which the company deems to be the most important, Key Account Management is purposed to generate and locate value. The purpose of this paper is to describe and substantiate the potential value, seen as the difference between advantages and disadvantages, that Key Account Management may provide for the selling company. The study has a qualitative approach consisting of six interviews. Two companies with Key Account Management, two companies without KAM and two customer companies were interviewed in a comparative design. One of the customers had a relationship to one of the companies with KAM, whilst the other one did not. By having a supporting organization, four critical aspects to the companies KAM, a qualified Key Account Manager, and active customers, soft values as improved relationships and customer understanding are guaranteed. These can in turn enable access to other soft and hard values that leads to higher profit. KAM is however an investment which occupies a lot of resources, alongside with creating potential disadvantages. The value has in this study been identified as the difference between potential advantages and disadvantages, but these differ from company to company which in turn makes the actual value from KAM various.
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Speakman, James Ian Forbes. "Key account manager's internal selling role : an exploration of interpersonal conflict." Thesis, Cranfield University, 2008. http://hdl.handle.net/1826/4093.
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Acting in a boundary spanning role within their organisations, the key account
manager in representing their customers’ needs internally is required to manage a wide
range of complex internal relationships. This can often lead to incidents of conflict
between the key account manager and other individuals or groups of individuals within
the organisation in non-sales functions. Using the Critical Incident Technique (CIT),
(Flanagan, 1954) together with an interpretive framework for data coding (Spiggle,
1994), this research investigates conflict and the key account manager’s internal
selling role. This research also explores how the key account manager perceives intraorganisational,
interpersonal conflicts and investigates the complex behavioural
sequences adopted to manage them. In doing so this research addresses some of the
shortcomings of the traditional view of the nature of organisational conflict and how it
is managed while extending our understanding of the key account manager’s internal
selling role.
In contrast to the majority of research into personal selling, this research takes
an interpretive approach through the analysis of transcripts from a series of CIT
interviews with key account managers in the field. Twenty-nine key account managers
from seven participating FMCG, Blue Chip organisations in the U.K. and U.S.
participated in the research. From the CIT interviews conducted, 112 critical incidents
were described with both positive and negative outcomes.
This research provides further insight into the complexity of conflict, suggesting
conflict is inherent within the key account management internal selling role, that
incidents of conflict do not occur in isolation, that these conflict episodes are complex,
having multiple components and that a combination of behaviours can be used in their
management. In addressing these issues in the key account management context, this
research further develops our knowledge of personal selling and the key account
manager’s internal selling role by providing an analysis of the recollections of how
conflict is perceived and managed by the key account managers involved.
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Syvänen, T. (Topi). "The strategic role of the sales manager in key account management." Master's thesis, University of Oulu, 2016. http://urn.fi/URN:NBN:fi:oulu-201609082732.
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The purpose of this thesis is to describe different strategic roles of the sales manager in key account management. This thesis looks at the different strategic roles of the key account management (KAM) from the perspective of the sales manager.
Previous researches have mainly based on fact that sales manager responds to top-management, and key account manager responds to sales manager. Sales manager is typically seen as key account manager’s direct superior and at the same time, sales manager is responsible for key account manager’s performance to the top-management. According Flaherty and others (2012) sales literature follows a top-down approach and based on sales management specific behaviors to improve poor performance. Nevertheless, today’s research has had more nuances that sales manager’s and key account managers job is more collaboration. Reality of today’s sales manager role have changed from top-down, leader-centered paradigm to more like collaboration which comes a vast network of complex relationships (Flaherty and others 2012).
This thesis tries to show that sales manager’s role is not only to be key account managers superior. Key account manager’s and sales manager’s dynamic relationship is unnerved in previous researches. Actually, key account manager and sales manager has intense interaction and the information flows one to another and also they both effect on each other’s performance. Sales manager and key account manager, as a conclusion, can be seen as team more than monitored — supervisor partners. According Flaherty and others (2012) reality of today’s sales manager role have changed from top-down, leader- centered paradigm to more like collaboration which comes a vast network of complex relationships. The findings from the interview shows the same; all the interviewees said that nowadays sales managers should collaborate with KAMs. Still, there are seen the effect of regulations, rules and laws which change the style of leadership. Also sales manager take part on operative work. The previous academic literature stated that sales manager position is like invisible. That means sales manager won’t take part that much on operative work. In every interview the result was that operative work with customers is one part of every sales manager job in practice. Motivating KAMs to perform better is important. In a sales oriented organizations everybody knows how much the expected sales target are for KAM’s and at the same time sales manager need to provide all the needed rules that KAM’s could achieve those sales targets.
Also this thesis finds out that organizational culture could effect on sales manager’s performance. It could create boundaries between sales manager and KAM but also it could provide framework which help everyday operations in the organization.
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Johansson, Elias, Charlotte Ramstedt, and Julia Weltman. "Seven Aspects of Internal Alignment Within Key Account Management : A Qualitative Study Analyzing Internal Alignment within the B2B Context." Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-85946.
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One of the main tasks of key account management (KAM) practice is the creation of customized value propositions for a business-to-business organization's most important customers, which often requires the support of multiple internal departments. Thus, making internal alignment central in KAM in order to exchange value and serve the key accounts (KA) long-term. This study will, therefore, explore internal alignment in KAM and aims to identify what contributes to internal alignment and how misalignment could emerge in KAM teams, in order to understand the significance of internal alignment and identify possible reasons for misalignment in KAM. The theory was framed by 7 elements of internal alignment including shared values, style, skills, staff, strategy, structure and systems. The empirical data was collected through qualitative semi-structured interviews with KA managers. The findings suggest that internal alignment is of importance in KAM and that the elements of internal alignment studied in the thesis are dependent on each other. Furthermore, it was found that misalignment is most commonly caused by personal disputes, however, all elements studied were found as contributing factors to misalignment. The findings led to the conclusion that internal alignment is not a target state, it is rather a measure of progress and that all aspects that do contribute to internal alignment also entail causes for misalignment.
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Villumsen, Erika, and Jennifer Laurits. "In search for the perfect KAM manager : Exploring both the buyer´s and the supplier’s view of valued personality traits in a KAM manager." Thesis, Jönköping University, Internationella Handelshögskolan, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-52981.
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Background: KAM has received a lot of attention over the last decade, where organizations acknowledge the benefits, and choose to implement KAM programs within their companies. Research shows that the individual in a KAM manager role has a huge impact on the outcomes of KAM, crucially responsible for the relationships with the key accounts. Furthermore, there is a clear link between the selection of the right candidate in order to succeed with KAM, and the personality traits of a KAM manager. Problem: Limited research has been carried out on the personality traits of KAM managers connected to the FFM, yet scholars indicate that the individual has a large effect on the outcomes of KAM. Also, few researchers study both the buyer´s and the supplier's side within KAM relationships, even though mutual benefits are an essential part of KAM. Purpose: The purpose of the study is to identify if there is an existing mutual understanding between the buyer and supplier regarding valuable traits of a KAM manager to benefit KAM outcomes. Method: The study utilizes a qualitative research approach, collecting primary data through six semi-structured interviews. The number of participants was equally distributed between buyers and suppliers, all experienced working with KAM. A thematic analysis was then used to analyze the empirical findings. Conclusion: Based on the results, a conclusion is drawn that there is no mutual understanding between the buyer and supplier regarding valuable traits of a KAM manager. Aligning with previous research, all participants shared the view concerning the individual's importance in KAM, however having divided opinions about which personality traits would contribute to the valuable outcomes. The buyers emphasized the importance of structure and planning relating to the personality trait conscientiousness to optimize KAM outcomes, while the suppliers rather placed focus on aspects connecting to the personality trait extraversion.
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Sheriko, Matthew. "Accounts of PR Practices and Challenges by Senior Managers: A Qualitative Exploratory Study." Thesis, Université d'Ottawa / University of Ottawa, 2015. http://hdl.handle.net/10393/32772.
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Small nonprofit organizations are faced with limited resources and budgets for setting and reaching their goals. Some are nevertheless able to mitigate these challenges and achieve success. This thesis examines how this can be done. Organizations with excellent public relations programs have been found to be successful in achieving their goals (Grunig et al., 2002). Through the lens of the excellence model, this thesis analyzes, using in depth, semi-structured interview data, how senior managers of seven successful small nonprofits account for their success and address challenges as well as how their practices reflect the excellence model. This thesis does not test the excellence model in the context of small nonprofits, but rather attempts to establish recommendations for communication and PR success for small nonprofits based on what is learned from a small group of successful organizations.
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Lewis, Malcolm Allan. "The social organisation of bullying in nursing : accounts of clinical nurses and nurse managers." Thesis, Manchester Metropolitan University, 2006. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.426929.
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Schiebeck, Heike. "Strategische Weiterentwicklung der individuellen Kompetenzen von Key Account Managern ein wesentlicher Faktor für den Unternehmenserfolg in der Zukunft." Berlin Logos-Verl, 2006. http://deposit.d-nb.de/cgi-bin/dokserv?id=2875287&prov=M&dok_var=1&dok_ext=htm.
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Nylander, Daniel, and David Carell. "Individens vikt i företagsrelationen : En fallstudie inom engagemang och lojalitet." Thesis, Uppsala universitet, Företagsekonomiska institutionen, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-340442.
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Syftet med denna studie är att vidare klargöra individens roll inom industriell marknadsföring och företagsrelationer. Detta görs genom att binda samman hur engagemangstyper kan leda till lojalitet och hur engagemang samt lojalitet är riktade inom företagsrelationen. Två engagemangstyper särskiljs: praktiskt engagemang och känslomässigt engagemang. Studiens syfte uppnås genom undersökning av två företagsrelationer inom byggbranschen, där den ena relationen begränsas av lagen om offentlig upphandling. Företagen representeras av nyckelpersoner som står för den huvudsakliga kontakten mellan företagen. Nyckelpersoners uppfattningar och tankar undersöks genom intervjuer, riktade mot nyckelpersoner i både säljande och köpande företag. Utförd studie visar indikationer på att känslomässigt engagemang leder till lojalitet. Dock visas även att praktiskt engagemang har en betydande roll för företagsrelationen. Utöver indikationer på samband observerades ett antal oplanerade samband som väcker nya frågor och motivation till vidare forskning inom området.
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Liang, Jian. "Information sharing in Onesocialweb using a multiple profile manager to better informed medical decision making processes." Thesis, Queensland University of Technology, 2011. https://eprints.qut.edu.au/49806/1/Jian_Liang_Thesis.pdf.
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The study shows an alternative solution to existing efforts at solving the problem of how to centrally manage and synchronise users’ Multiple Profiles (MP) across multiple discrete social networks. Most social network users hold more than one social network account and utilise them in different ways depending on the digital context (Iannella, 2009a). They may, for example, enjoy friendly chat on Facebook1, professional discussion on LinkedIn2, and health information exchange on PatientsLikeMe3 In this thesis the researcher proposes a framework for the management of a user’s multiple online social network profiles. A demonstrator, called Multiple Profile Manager (MPM), will be showcased to illustrate how effective the framework will be. The MPM will achieve the required profile management and synchronisation using a free, open, decentralized social networking platform (OSW) that was proposed by the Vodafone Group in 2010. The proposed MPM will enable a user to create and manage an integrated profile (IP) and share/synchronise this profile with all their social networks. The necessary protocols to support the prototype are also proposed by the researcher. The MPM protocol specification defines an Extensible Messaging and Presence Protocol (XMPP) extension for sharing vCard and social network accounts information between the MPM Server, MPM Client, and social network sites (SNSs). . Therefore many web users need to manage disparate profiles across many distributed online sources. Maintaining these profiles is cumbersome, time-consuming, inefficient, and may lead to lost opportunity. The writer of this thesis adopted a research approach and a number of use cases for the implementation of the project. The use cases were created to capture the functional requirements of the MPM and to describe the interactions between users and the MPM. In the research a development process was followed in establishing the prototype and related protocols. The use cases were subsequently used to illustrate the prototype via the screenshots taken of the MPM client interfaces. The use cases also played a role in evaluating the outcomes of the research such as the framework, prototype, and the related protocols. An innovative application of this project is in the area of public health informatics. The researcher utilised the prototype to examine how the framework might benefit patients and physicians. The framework can greatly enhance health information management for patients and more importantly offer a more comprehensive personal health overview of patients to physicians. This will give a more complete picture of the patient’s background than is currently available and will prove helpful in providing the right treatment.
The MPM prototype and related protocols have a high application value as they can be integrated into the real OSW platform and so serve users in the modern digital world. They also provide online users with a real platform for centrally storing their complete profile data, efficiently managing their personal information, and moreover, synchronising the overall complete profile with each of their discrete profiles stored in their different social network sites.
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Shawahna, Ayman A. M. [Verfasser], Martin [Akademischer Betreuer] Sauter, Bernd [Gutachter] Rusteberg, and Bernd [Gutachter] Rusteberg. "Water management strategies towards sustainable agricultural development, taking Managed Aquifer Recharge (MAR) and brackish water utilization into Account: Case Study: Auja, LJV, Palestine. / Ayman A.M Shawahna ; Gutachter: Bernd Rusteberg, Bernd Rusteberg ; Betreuer: Martin Sauter." Göttingen : Niedersächsische Staats- und Universitätsbibliothek Göttingen, 2019. http://d-nb.info/1188464833/34.
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Santos, Adriana Maria dos. "A influência do gerente de conta no uso do internet banking pelo cliente alta renda no Brasil: um estudo de caso." reponame:Repositório Institucional do FGV, 2007. http://hdl.handle.net/10438/5544.
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Previous issue date: 2007-12-03T00:00:00ZThe present study was held in a segment of individual clients with high earnings of a big retail bank in Brazil and was focused on the municipality of São Paulo. The investigation aimed to verify whether there has been any relation between the account manager profile, as to his or her technology and internet knowledge and ability, and the level of adoption of the Internet Banking by clients under his or her orientation. For this investigation it was adopted a qualitative approach which consisted of internal data analysis, interviews, and questionnaire sent to a group of account managers. The results (1) suggest that even in the high earnings segment there have been other variables as age and the credit of salary in current account that affect the level of use of Internet Banking by clients; and that the manager profiles differ in terms of level of involvement with new technologies, which includes the internet; and (2) signalize that account managers whose profile is more technologically advanced make use of the internet more naturally and present stronger power of convincement over clients under his or her orientation as to Internet Banking adoption.
O presente estudo foi realizado no segmento de pessoas físicas de alta renda de um grande banco de varejo do Brasil, com foco no Município de São Paulo. A investigação teve como objetivo verificar se há alguma relação entre o perfil do gerente de conta, no que se refere a sua desenvoltura tecnológica e com a Internet, e o nível de uso do Internet Banking pelos clientes sob sua gestão. Para esta investigação foi utilizada uma abordagem qualitativa composta pela análise de dados internos do segmento, entrevistas em profundidade e envio de questionário a um grupo de gerentes. Os resultados (1) sugerem que mesmo no segmento alta renda existem outras variáveis como a idade e o recebimento do crédito salário na conta que afetam o nível de utilização do Internet Banking pelos clientes; e que o perfil dos gerentes divergem em termos de envolvimento com as novas tecnologias, o que inclui o uso da Internet; e (2) indicam que o gerente com maior domínio das tecnologias e da Internet possui maior poder de convencimento junto aos seus clientes no que se refere ao uso do Internet Banking.
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Ben, Ahmed Walid. "Asymétrie d'information et rationnement du crédit bancaire : le cas de la PME Tunisienne." Thesis, Littoral, 2014. http://www.theses.fr/2014DUNK0349.
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Malgré les encouragements visant à soutenir les PME, la création de ces entreprises demeure inférieure aux attentes ; nombre de celles-ci disparaissent. L'octroi de crédit est la ontrainte primordiale pesant sur le développement et la pérennité de ces entreprises puisque les banquiers accordent du crédit seulement lorsqu'ils s'assurent que les clients sont solvables et qu'ils sont aptes à honorer leur engagement. Cette politique financière discriminatoire des banques se justifie par la difficulté d'évaluer leurs risques et le manque de crédibilité de leurs systèmes d'informations puisque les informations sont insuffisantes et souvent unilatérales ; une des deux parties dispose d'une meilleure information ; il en sait davantage que l'autre. Ce phénomène est appelé asymétrie de l'information et pourrait engendrer l'aléa moral et la sélection adverse. Cependant, le contrat signé entre d'un côté, les emprunteurs, et de l'autre, les créanciers, pourrait se traduire par une information asymétrique conduisant, tout au plus, au rationnement de crédit, ou dans certains cas, à des taux d'intérêt élevé, freinant ainsi le développement de la relation banque-entreprise. Notre recherche s'appuie sur une enquête conduite auprès de 160 chargés de clientèle de deux banques tunisiennes, la Société Tunisienne de Banque (STB), et la Banque Internationale Arabe de Tunisie (BIAT), afin d'étudier leur comportement dans la décision d'attribution de crédit aux ppetites et moyennes entreprises (PME). L'utilisation de la méthode des équations structurelles montrent une diversité des comportements des banques privées par rapport à ceux étatiquesDespite the encouragement to support the SMEs, the creation of these companies still bellow expectations, number of these disappears. The granting of credit is the essential constraint pressing on the development and the sustainability of these companies because the bankers provide credit only when they make sure that the customers are solvent and that they are capable of honoring their commitment. This discriminatory fisal policy banks is justified by the difficulty in assessing their risks and the lack of credibility of their information systems, since the information is insufficient and often unilateral, one of two parties has better information, he know more than the other. This phenomenon is alled asymmetric information and could cause moral hazard and adverse selection. However, the contract between the borrowers, on one hand, and creditors, on the other hand, the creditors ould be shifted by asymmetric information leading, at the most, rationing of credit, or in some cases, to high rate interest ; thus limiting the development of the relationship between banks and companies. Our research is based on a survey conducted among with 160 account managers of two Tunisian banks, Tunisian Banking company ("Société Tunisienne de Banque", STB) and the Arab International Bank of Tunisia ("Banque Internationale Arabe de Tunisie", BIAT) to study their behavior in the decision of allocation credit to small and medium enterprises (SMEs). The results, achieved through Structural Equations Analysis, show differences between private versus public banks in regard
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Navrátil, Václav. "Snižování hluku kolejových vozidel v traťových obloucích." Master's thesis, Vysoké učení technické v Brně. Fakulta strojního inženýrství, 2019. http://www.nusl.cz/ntk/nusl-400957.
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Antão, Catarina Maria Neves da Silva. "Definição de objectivos para os key account managers da indústria farmacêutica." Master's thesis, 2014. http://hdl.handle.net/10071/9085.
Full textAbstract:
Caso Pedagógico / JEL classification: I11; I18; L21; L25; M19O presente Caso Pedagógico foi desenvolvido no âmbito da Direção Comercial e ocupa-se da aplicação prática de uma metodologia de definição de objectivos para key account managers, com base num problema empresarial concreto da filial portuguesa de uma multinacional farmacêutica fictícia, a GreatMeds Portugal. Apesar da crescente tendência do key account management no mercado em causa, os desafios na sua implementação têm assumido um destaque particular. Com base na informação quantitativa e qualitativa recolhida e na literatura estudada, foram descritos os diferentes passos e os respetivos instrumentos de gestão para a definição de objectivos para os key account managers. Posteriormente foi construído o caso, alvo de resolução prática e fonte de ilações. A perspectiva prática e a dinâmica de reflexão que o caso envolve, conferem-lhe considerável relevância e utilidade, enquanto meio de consolidação de conhecimentos, desenvolvimento da capacidade de análise e instrumento de gestão aplicável a inúmeras estruturas organizacionais.
This case study was developed as the final thesis in the scope of Commercial Direction, and focuses on a practical application of an objective definition methodology for key account managers, based on a concrete business problem of the Portuguese subsidiary of a multinational fictitious pharmaceutical, GreatMeds Portugal. In spite of the growing tendency of key account management in the market concerned, the challenges in its implementation have assumed a particular prominence. Based on the quantitative and qualitative collected information and the studied literature, several steps and the respective management tools for the objective definition for key account managers were described. Subsequently the case was developed, being then solved and used as a source of conclusions. The practical approach and the reflection dynamics this case involves, grant it considerable relevance and utility, as a way of knowledge consolidation, also helping to develop the analyses capacity, and as a tool of management applicable to numeral organizational structures.
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Nunes, Cláudia Sofia Flores. "The power of persuasion and relationship marketing in key account managers performance." Master's thesis, 2015. http://hdl.handle.net/10071/11474.
Full textAbstract:
O departamento de vendas de uma organização é, de facto, uma porta aberta de comunicação com o ambiente circundante. São os interlocutores desta comunicação, ou seja, quem vende e quem compra, que marcam de uma forma decisiva o (in)sucesso empresarial num mundo globalizado. É com base nestes aspectos que surge a necessidade de analisar e compreender a performance dos vendedores, e de como optimizar a sua actuação.
O Key Account Management (KAM) surge neste contexto de um ambiente de negócio em constante mudança, onde as cada vez mais complexas relações têm vindo a alterar a natureza das vendas e impondo uma necessidade urgente de melhor compreender e adequar o tratamento das relações chave para o negócio. As Key Accounts (KA) representam assim uma das oportunidades mais relevantes de uma empresa para desenvolver parcerias bem sucedidas e impulsionar as suas vendas.
A presente dissertação pretende analisar a mudança de paradigma e alteração da dinâmica da relação entre o Key Account Manager e os seus clientes, com o objectivo final de compreender como poderá um KAM tornar mais eficaz a sua actuação. Para isso, será examinada a estrutura do programa KA e a relação do KAM com o cliente, através da personalização, técnicas de persuasão, e a capacidade de gerar mudança; relacionando-as com a efectividade dos KAM. É por isso de extrema importância investigar e analisar a sua comunicação e construção de relacionamento com os clientes com maior profundidade. Teorias, pesquisas anteriores e publicações recentes são revistas na dissertação.The sales department of an organization is in fact an open door of communication with the surrounding environment. They are the partners of this communication, that is, those who sell and those who buy that mark in a decisive manner the business (in)success in a globalized world. It based on these aspects that there is a need to analyze and understand the performance of sales representatives, and how to optimize their performance. The Key Account Management (KAM) arises in this context of a business environment of constant change, where the increasingly complex relationships have been changing the nature of sales and imposing an urgent need to better understand and tailor treatment of key relationships to the business. Key Accounts (KA) thus represent one of the most significant opportunities for a company to develop successful partnerships and boost their sales. This thesis aims to analyze the paradigm shift and the changing dynamics of the relationship between the KAM and its customers, with the ultimate goal of understanding how can the KAM make more effective their actions. For this, it will be review the structure of the KA program and KAM's relationship with the customer, through personalization, persuasion techniques, the ability to manage change; relating them to the effectiveness of the KAM. It is therefore of utmost importance to investigate and analyze their communication and relationship building with customers in greater depth. Previous research, theories and recent publications are also reviewed in the dissertation.
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Chuang, Pay-tzu, and 莊佩慈. "The Ability, Role and the Impact of the HR Account Service – Perspectives of Line Managers." Thesis, 2010. http://ndltd.ncl.edu.tw/handle/37001492263893106339.
Full textAbstract:
碩士國立中山大學
人力資源管理研究所
98
This study concludes what kind of ability should a HR account service have and the roles who should take. We verify the impact of a HR account service through strategic involvement and satisfaction of internal customer service. The study is proceeding by interview and questionnaire, the target sample is the enterprise which had implemented the system of the HR account service. 94 dyad questionnaires were issued, and 41 ones returned and were all valid. The study summarized the ability and the role of HR account service by factor analysis which using statistical analysis, regression, ANOVA analysis and T test. We researched if the strategic involvement and satisfaction of internal customer service different by the role of the HR account service take, and try to explain the different. After qualitative and quantitative analysis, we got the conclusions as follows: 1.HR account service should have management function, sales person demeanor and professional experience in HR; and the role should be the facilitator for the sector, strategic planners and problem solvers. 2.The strategic involvement, the HR account service plays a "problem solver" when non-significant positive relationship, but plays a "strategic planners" and "sector facilitator" when non-significant negative relationship. In the regression analysis, the supervisor of human resource account officer who with support functions didn’t involve these tree roles much. 3.The correlation analysis, the HR account service of three roles presents non-significant negative relationship with customer service satisfaction. In consideration of the function of supervisor and the HR account service position, the account with three functions had significant impact to customer service satisfaction, the "sector facilitator” is the most significant one.
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Yeh, Yu-Hsuan, and 葉又瑄. "A STUDY ON RELATIONSHIPS AMONG ORGANIZATIONAL JUSTICE, JOB SATISFACTION AND ORGANIZATIONAL CITIZENSHIP BEHAVIOR OF ACCOUNT MANAGERS IN C COMPANY." Thesis, 2017. http://ndltd.ncl.edu.tw/handle/whhcw3.
Full textAbstract:
碩士元智大學
管理碩士在職專班
105
Organization justice, job satisfaction and organizational citizenship behaviors have close relation and also have great influence on the operations of the companies. Therefore, if we could understand the moderator that the organization justice has on job satisfaction and organizational citizenship behaviors, we could improve the decision of human resource management and promote the company’s efficiency.This study aims to explore the relationships among organization justice, job satisfaction and organizational citizenship behaviors of account managers who work in C company.This study also attempts to understand what the moderating effect would be caused among organizational justice, job satisfaction and organizational citizenship behaviors. A survey by questionnaires was conducted with 328 account managers from C company. A total of 328 questionnaires were issued and returned with 181 valid questionnaires.The collected data was input and analyzed by SPSS for analysis. Based on the results, the study indicated: 1. All of the distributive justice, the procedural justice and the interactional justice were positively effect related with job satisfaction. 2. The job satisfaction had positively effect on the multifaceted organization citizenship behavior. 3. Account managers of different personal attributes have different performance in organizational justice, job satisfaction and organizational citizenship behavior.
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Hsieh, Kuang-Chun, and 謝光俊. "Research on the relationships among the emotional labor load, employee job satisfaction and customer perceived service quality:the case of account managers of Chubghwa telecom." Thesis, 2004. http://ndltd.ncl.edu.tw/handle/97847647172830448747.
Full textAbstract:
碩士國立臺灣海洋大學
航運管理學系
92
In the recent years, the advent and growth of service industry economy has changed the traditional industry structure, and emotional labor has also being changed to be a service sector of the organizations. The quality of service labor plays a very important role for promoting the enterprise core competence. Therefore, the primary service personnel turn to be the key role in delivering a variety of services to their customers, and they may create the emotional value while they are making transactions with customers they served. This research intends to proceed with an empirical research on the perception of emotion labor load of the account managers from the service sector of Chunghwa Telecom., in order to reveal the phenomena of impact between the personality traits and emotional labor load, job characteristics and emotional labor load. This research would also investigate the influences between emotional labor load and customer perceived service quality, emotional labor load and employee perceived job satisfaction to flesh out the relative empirical consequences on this field. I wish this research could give some constructive and appropriate advices to the human resources department. This research engages 5 kinds of questionnaires as the analysis tools. Some important findings in this study are depicted as follows: 1. Account managers, who are male, elder, experienced, low educated and married, will perceive higher emotional labor load. 2. The adequate frequency of personal visiting is about 4-10 times per week. That will cause the highest emotional labor load but gain the highest employee job satisfaction in the meanwhile. 3. The most suitable number of daily customers served is about 11-15. 4. Both emotional labor load and employee job satisfaction are geography dependent; e.g. subject in southern region perceive much more than that of northern region. 5. Personality traits have significant influence on emotional labor load. 6. Job characteristics have positive influence on emotional labor load. 7. Emotional labor load has significant positive influence on job satisfaction. 8. Emotional labor load has no connection with customer perceived service quality. 9. The interaction of personality traits and job characteristics has significant influence on the perception of emotional labor load.
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Chen, Ming-Chi, and 陳明智. "A study on How to use Social Account Book and Knowledge Map to Select Talented Managers in Middle and Small Size Enterprises – A Case Study in South Taiwan." Thesis, 2017. http://ndltd.ncl.edu.tw/handle/kqung4.
Full textAbstract:
碩士義守大學
管理碩博士班
105
Talents are the fundamental essence of enterprise with four key essentials including selection of employee, application of employee, education of employee and reservation of outstanding employee with the introduction of human resource management. Human resource starts from selection of employee on the beginning, so it is crucial step to implement enterprise human resource management for selection of talented managers. This research employs resource-based theory and knowledge-based theory as research method while applying depth interview, knowledge map analysis and social account analysis as research tool to select talented managers in middle and small enterprises. Case study is used to find out the selection of talented managers. With the help of personal passbook and knowledge map, a plausible selection progress can be designed and deployed to match talented and outstanding managers. According to proposed manager selection process in middle and small enterprises, excellent target candidates with abundant knowledge and skills (knowledge map) and networking (personal passbook) can be found with the combination of personal passbook and knowledge map.
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Iswahyudi, Muhammad Subhan. "The influence of supervisors' ethical leadership on key account managers' ethicality, ethical conduct, and customer relationship quality: a mixed-method study in the Indonesian information and communication technology (ICT) industry." Thesis, 2018. https://vuir.vu.edu.au/38666/.
Full textAbstract:
Given the challenges to ethical practices in a business to business marketing context, this
study examines the influence of supervisors’ ethical leadership on key account managers. A
mixed-method approach was used to answer research questions about the role of ethical
leadership to shape account managers’ ethicality, ethical conduct and customer
relationship quality. The study included a qualitative phase to confirm the constructs
followed by a quantitative study to test theory-driven hypotheses. The initial exploratory
phase interviewed a sample 18 participants, which comprised supervisors, account
manager, and customers of an Indonesian information and communication technology firm.
Analyses surfaced common themes which informed the concept of ethical key account
management.
An online survey with two stages of data collection followed, which used both quantitative
measures and open-ended qualitative responses. In stage 1, partial least-squares structural
equation modelling of responses from 258 account managers revealed that supervisors’
ethical leadership was positively related to account managers’ ethical awareness, intention,
and judgment contingent on the ethical dilemma involved. Further analyses of the 73
completed responses of the survey in stage 2 indicated that ethical leadership was positively
related to ethical equity judgment and customer-oriented organisational citizenship
behaviour, and had an indirect positive effect on customer relationship quality.
Theoretically, the study contributes new understanding by extending the model of ethical
leadership outcomes to customers as the main organisational stakeholders. In practice, the
study has the potential to inform strategies for improving the moral engagement of key
account managers. This engagement is essential for guiding standards of customer
relationship management. In sum, supervisors who engage in moral behaviour and provoke
their subordinates to do so by role-modelling, communication and providing rewards and
consequences, are likely to influence followers’ citizenship behaviour and discourage the
deviant behaviour.
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Fragiskou, Antonia. "Improving the performance of account management in "Billy Mobile"." Master's thesis, 2017. http://hdl.handle.net/10362/19994.
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Internship Report presented as the partial requirement for obtaining a Master's degree in Information Management, specialization in Information Systems and Technologies ManagementThe report aims to present an internship report on an online advertising network “Billy Mobile”. The main purpose of the internship report is to bring out the key role of the intern as an account manager in the advertising department at "Billy Mobile. As an account manager in the advertising team, the main tasks involved were to provide feedback, technical support, planning and optimisation for the account, as well as developing a relationship with the customer. Though, due to the high amounts of accounts that are been managed be each account manager at the departments was leading to a low performance of the account manager itself but also to a loss of a competitive advantage on the market. The problem addressed in the internship report is what means or what factors can account manager improve upon to enhance their performance to provide Billy Mobile a The particular paper analyses the critical factors which are high related to a successful longMterm relationship, through a questionnaire which has been answered from the accounts of the author. The analysis reflects the current performance of the author as an account manager, by representing the general account management manners. Trust, commitment, transparency, knowledge, communication and an overall satisfaction are high related to the performance of a customer relationship. As a solution to the particular issues the paper suggests the key account management model which separates the key dealing accounts and giving them the appropriate time and attention. The paper concludes the performance of the intern as a successful account manager and showing signs or key areas of improvement. The research analysis also gave an inside view of how "Billy Mobile" worked and operated as an advertising department separating the operations of direct advertisers and networks. This was a key difference to analyse the role of account manager as both direct advertisers and networks work in a different manner. The intern though his experience of working in the position for 6 months is able to provide critical analysis for the position by recommending that only key accounts be handled by account managers rather than all accounts which has proved to be a time consuming and a waste of resources in certain aspects.
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Sung, Ching-Yi, and 宋靜怡. "A Study of the Required Capabilities of Key Account Manager: The Case of ITRI Key Account Office." Thesis, 2015. http://ndltd.ncl.edu.tw/handle/ujt5fz.
Full textAbstract:
碩士中華大學
科技管理學系碩士班
103
With around 6,000 technology research and development (R&D) specialists deployed in 16 labs/R&D centers, Industrial Technology Research Institute (ITRI) is a global R&D organization engaging in applied research and technical services in Taiwan. In Jan. 2014, ITRI founded “Key Account Office” with a view to not only bridging its research results with the industries so as to effectively exercise its strength and specialty in cross-border technical development, but, in the same time, improving the chances of collaboration with potential clients in the industries with ITRI’s subject technical research and development. Key Account Office’s mission is to offer the implentation of cross-border alliance and the intergration of its subject business with the business in the field. The clients’ operational model can be served as a reference for ITRI; internally, it helps cross-border technicians to make their ideas real to solicit business and to market them to the potential business, which in turn optimizes their technical R&D ability and also adds to the practicality of their research. Externally, it offers a single contact window to enterprises of diversified business, which may help strengthen the partnerships with the clients. Key account sales’s professional capability is a key to the performance of the Key Account office. Therefore, this study plans to use performance evaluation method to discuss what professional capabilities would be required for key account salespersons to shed light on how ITRI could enhance the function of the Key Account Office going forward. In view of this, this study adopts Delphi Method and Analytic Network Process (ANP) by conducting interviews with the Key Account Office’s salespersons in ITRI in four aspects, which are Personality, Professional Knowledge, Thinking Skills and Management Skills, to identify required professional capabilities of Key Account salesperson. Evaluation Index The results shows that Thinking Skills are the most important aspects. Educational Background / Professional Experience and Problem-solving Logic skills are the most important two factors of 29 evaluation indexs. The results of this study are expected to render assistance to the Key Account Office’s supervisor in assessing applicants’ professional ability in recruitment and selection hiring process. It may also help provide staffs with an understanding of the job requirements and the role and responsibility of key account salespersons, to some extent that they can self-evaluate and to improve and enhance professional capability by conducting intensive job trainings when necessary. Similary, HR department can take advantage of this study to offer related course to ITRI staffs in order to strengthen the knowledge and capability of business expansion and to fortify the competitiveness of ITRI’s staffs.
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Sousa, David José Fernandes de. "Key Account Management in the Banking Sector. Customer-Key Account Manager Relationship Quality, its Drivers and Outcomes." Doctoral thesis, 2021. https://hdl.handle.net/10216/133240.
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Sousa, David José Fernandes de. "Key Account Management in the Banking Sector. Customer-Key Account Manager Relationship Quality, its Drivers and Outcomes." Tese, 2021. https://hdl.handle.net/10216/133240.
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Jorge, Rui Nuno da Silva Pinheiro Pratas. "Glaxosmithkline: reorganização empresarial baseada em key account management." Master's thesis, 2013. http://hdl.handle.net/10071/8633.
Full textAbstract:
Este projeto foi desenvolvido numa multinacional farmacêutica, a GlaxoSmithkline (GSK),
uma das Companhias de referência no mercado farmacêutico.
A GSK tem uma forte e sólida estrutura comercial que está organizada por duas unidades de
negócio, a Business Unit Hospitalar e Business Unit Trade. Trata-se de uma empresa que, tal
como outras do mesmo setor, tem sofrido o impacto de toda a conjuntura atual e, em concreto,
as inúmeras alterações específicas do setor em questão.
A GSK tem na sua estrutura um Key Account Manager (KAManager). Desta forma, a
abordagem aos stakeholders hospitalares [Médicos, Comissões de Farmácia Terapêutica
(CFT), Serviços de Aprovisionamento], resultam em relacionamentos circunstanciais, sem
existir um acompanhamento regular e estratégico a estes clientes.
Assim, foi elaborado um diagnóstico situacional à envolvente externa e interna da GSK com o
intuito de analisar em detalhe a sua estrutura e forma de atuação presente para, a partir daí, ser
possível propor uma solução de uma melhor e mais correta adaptação da organização
comercial às necessidades atuais que o mercado revela.
Desta forma, tornou-se possível produzir uma solução de reorganização comercial baseada
num programa Key Account Management (KAM), que permitirá identificar os clientes com
capacidades para assegurar o futuro da GSK e delinear estratégias de relacionamento com os
mesmos.This project was developed for a multinational pharmaceutical company, GlaxoSmithkline (GSK), one of the leading Companies in the pharmaceutical market. GSK has a strong and solid commercial structure that is organized by two business units, the Business Unit Hospital and the Business Unit Trade. This is a company that, like others of the same sector, has suffered the impact of the whole current situation and, in particular, the innumerous specific changes involving the sector in question. Incorporated in the GSK structure is the Key Account Manager. The relationship with the Hospital stakeholders (Medical Doctors, Pharmaceutical Drug Commissions, Procurement Services), is circumstantial without regular and strategic visit to these clients. Thus, a situational diagnosis was assessed focusing on GSK's external and internal issues in order to analyze in detail the structure and form of current performance, which would enable to propose a solution for a better and more correct adjustment of business organization to address the current needs that the market requires. In this way, it became possible to bring forth a solution for commercial reorganization based on a KAM program to identify customers with capabilities to ensure the future of GSK and outline strategies for dealing with them.
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Rodrigues, Paulo Jorge Pereira. "Orange pharma: caso pedagógico de uma reorganização da força de vendas." Master's thesis, 2013. http://hdl.handle.net/10071/6923.
Full textAbstract:
Classificação: H51; I11; I18; L22; L25; M53Este projecto foi desenvolvido na filial portuguesa de uma multinacional farmacêutica, a imaginária Orange Pharma (OP), com meio século de experiência no mercado farmacêutico. Como muitas outras empresas deste sector a Orange Pharma está a sofrer o impacto da conjuntura económica actual, ao nível do poder de compra e das inúmeras alterações específicas deste sector, (como as regulamentares) e na alteração dos decisores de compra. Perante esta nova realidade, e como a Orange Pharma tem uma estrutura de vendas tradicional, desenquadrada das novas exigências e dos principais decisores de negócio, não está a responder eficazmente aos novos desafios do mercado. Existe assim, uma oportunidade para inovar, ao nível da estrutura de vendas, com a implementação do Key Account Management (KAM), dando, desta forma, uma resposta aos novos desafios do mercado. Este caso pedagógico chama a atenção para a importância e as vantagens de uma boa organização da força de vendas, e também constitui uma ferramenta de treino para a aplicação da metodologia recolhida na revisão bibliográfica. Desta forma, descreve-se em detalhe as ferramentas e os passos para definir uma organização de vendas baseada em Key Account Management ajustada à realidade do mercado. Aplicaram-se as ferramentas ao caso estudado e tiraram-se as ilações.
This Project was developed at the Portuguese affiliate of a pharmaceutical multinational company: the fictional Orange Pharma, half a century experience in the market. As many other pharmaceutical companies, Orange Pharma is suffering the full brunt of the present economic conjuncture. It includes lower purchasing power, numberless regulations for the sector and changes in purchasers’ behaviour. Orange Pharma, that operates a traditional sales structure totally inadequate to the novel reality of new requirements and market decision makers, is not reacting properly to the changes in market challenges. There is, thus, an opportunity to innovate in a sales structure organization creating the figure of Key Account Manager, a response to the new market challenges. This case study draws the attention to the importance of a sales force being properly organized. As a pedagogical case it is also a training tool to put in practice the methods studied in the bibliographic revision. The tools and steps to set up a sales organization based on Key Account Management adjusted to the market realities are herein included. The tools have been applied to the case study and conclusions thereby were drawn.
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Wei, Chia-Ching, and 魏佳卿. "An Exploration of the Competency Theory: A Case Study on HR Account Manager Competencies." Thesis, 2009. http://ndltd.ncl.edu.tw/handle/07690033303128333446.
Full textAbstract:
碩士國立交通大學
管理學院碩士在職專班管理科學組
97
In the literature, competence research has been conducted to create models to specify the competencies of different job positions or to examine the effects of competencies on individual employee’s or organizational performance. The definition and the measurement of competency, however, still remain vague and under-specified. My review of literature suggests that the organizational and situational contexts where a job is embedded have been largely neglected by researchers while defining and measuring job competencies. On the basis of an empirical analysis, this study intended to clarify the differences between a competency and a job qualification. This study argued that a competency model should focus on the context where a job is situated and the factors that contribute to the performance of a job. On the basis of systems theory, this study suggested that the definition and the measurement of job competency need to include the two systemic dimensions of the situational context of a job—closed vs. open and part vs. whole. Following the changes in job positions from lower to higher level in an organization, the competencies required will expand from processing work activities in a subsystem to handling management of a whole system and from mastering work skills of a job to flexibly responding the problems and changes in internal and external organizational environments. I used semi-structured interviews to collect data concerning job competencies from the low, middle, and high levels of HR account managers of a semi-conductor company. Grounded-theory methods were used to analyze the data and the results supported the above argument. This research provides a new perspective on the thinking of job competency and a new method for assessing the competencies of different jobs within organizations.
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Κολοκοτρώνη, Ειρήνη. "Το market access στον φαρμακευτικό χώρο : ο ρόλος του key acount manager." Thesis, 2014. http://hdl.handle.net/10889/8368.
Full textAbstract:
Η παρούσα διπλωματική έχει σκοπό να μελετήσει τα δεδομένα στον τομέα αυτό σε σχέση με την Ελλάδα. Τον τρόπο με τον οποίο κατανοείται και εφαρμόζεται το market access στην χώρα από τις φαρμακευτικές εταιρείες που δραστηριοποιούνται εδώ. Πιο συγκεκριμένα επιχειρείται μια καταγραφή στους παράγοντες που το επηρεάζουν και στην άποψη την οποία έχουν διαμορφώσει σχετικά με το market access τα άτομα τα οποία ασχολούνται με αυτό.
Αρχικά, έγινε μια βιβλιογραφική ανασκόπηση σε μελέτες της διεθνούς βιβλιογραφίας σχετικά με το θέμα. Καθώς και μια καταγραφή σε όσους φορείς εμπλέκονται αλλά και σε διαδικασίες. Στη συνέχεια κατασκευάστηκε ένα ερωτηματολόγιο που απευθυνόταν σε άτομα που ασχολούνται με το market access μέσα σε φαρμακευτικές εταιρείες. Τα στοιχεία που συλλέχτηκαν από τα ερωτηματολόγια αναλύθηκαν στη συνέχεια με τη βοήθεια του προγράμματος SPSS.
Από την ανάλυση των στοιχείων φαίνεται πως οι εταιρίες έχουν αγκαλιάσει την έννοια του όρου market access και έχουν καταβάλλει φιλότιμη προσπάθεια για την εφαρμογή του στην πράξη. Ωστόσο υπάρχει μεγάλο περιθώριο βελτίωσης καθώς συγκεκριμένες παγίδες και λάθη καθιστούν αδύνατη προς το παρόν την επιτυχή εφαρμογή του.
Ο θεσμός του market access και των ΚΑΜ είναι απλά ένας διαφορετικός τρόπος για να περιγράψουμε ολιστικά τη διαδικασία της ιατρικής (και όχι μόνο) επιστημονικής ενημέρωσης και τις σχέσεις με τους πελάτες. Είναι ένα παλαιό μοντέλο για τις άλλες βιομηχανίες, που όμως φαίνεται να γίνεται, στη πραγματικότητα που διαμορφώνεται σήμερα στην αγορά, θεμελιώδες και για τη φαρμακοβιομηχανία. Αρκεί βέβαια να βρεθεί ο σωστός τρόπος να εφαρμοσθεί, αφού προσαρμοσθεί κατάλληλα στις ιδιορρυθμίες που έχει η φαρμακευτική αγορά.The present thesis aims to study the data in this area in relation to Greece . The manner in which we apply the market access in the country by pharmaceutical companies operating here. More specifically, an attempt to record the factors that affect the argument which have formed on the market access of the people they deal with it.Initially , there was a literature review of studies in the literature on the subject . As a recording and those entities involved and procedures . Then constructed a questionnaire addressed to people dealing with market access within pharmaceutical companies . The data collected from the questionnaires were then analyzed using the program SPSS. The institution of market access and the ΚAM is just another way to describe the process of holistic medicine ( and not only) scientific information and relationships with customers . It is an old model for other industries, but it seems to be , in fact formed on the market today , and essential for the pharmaceutical industry . Suffice sure to find the right way to apply , adapted as appropriate to the quirks that has the pharmaceutical market.
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Ashraf, A., and Uduak E. Archibong. "Journeying towards Leadership: Personal Accounts of Experiences of Corrective Action by Managers in NHS Organisations." 2009. http://hdl.handle.net/10454/7033.
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Yates, Samuel W. "Advisory Firm Employee Ownership and Performance in Separately Managed Accounts." 2017. http://scholarworks.gsu.edu/bus_admin_diss/77.
Full textAbstract:
I describe in detail the structure of separately managed accounts (SMAs) and how those accounts compare to and differ from mutual funds and hedge funds. I then examine how employee ownership of advisory firms — that is, firms in which employees have partnership or stock interests — affects the performance, idiosyncratic risk, and R-square of each firm’s SMA portfolios. In testing 14,484 different portfolios from more than 1,100 different advisory firms from 1995 to 2015, I find that SMAs at firms with employee ownership outperform SMAs at firms without it. The greatest impact is in the 25–50% employee-ownership range. Positive returns, risk, and all decrease as employee ownership increases beyond 50%, but SMA performance levels remain above those of firms in which the portfolio manager has no employee ownership. I also find that the Sharpe ratio is negatively related to employee ownership, reflecting a deterioration of risk-adjusted returns at higher employee-ownership levels. These results suggest both that the presence of advisor employee ownership is a significant, positive indicator for SMA performance and that those advisory firms assume more idiosyncratic risk to achieve these higher returns. For investors, my results show that employee ownership of advisory firms can be used as a differentiating factor to aid them in making SMA choices between portfolios with otherwise similar characteristics.
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Lee, Mei-Yu, and 李美玉. "The influence of Account Manager’s Traits on Customer’s Percepion of Relationship Marketing and Service Quality ----An Example of Chunghwa Telecom." Thesis, 2004. http://ndltd.ncl.edu.tw/handle/95353763035766442800.
Full textAbstract:
碩士國立臺灣海洋大學
航運管理學系
92
With rising awareness among consumers and shifts in marketing methods, businesses are compelled to utilize consumer-oriented marketing strategies with the emphasis being on targetted and customized service. As the well-known marketing strategist Prahalad (2000) indicated: advantage in competitive business comes from an awareness of consumer demand not merely ability in production and marketing. Ergo, the largest assets of a business are customers. Research shows that the cost of generating a new customer is five times greater than that of maintaining an existing customer. Assuming that to be the case, the primary purpose of this research is to examine how a business can improve profitability as cost-effectively as possible through the generation of new customers while maintaining loyalty and providing consistent service to the existing customer base. This research will develop on bases of how a business offers better services and interact with customers, study a business’s connection with relationship marketing and customers’ loyalties, furthermore, to analyze how the characteristics of customers and the personality traits of account managers will bring influence on customers’ awareness of relationship marketing、service quality of a business and customer loyalty. The results of this research are as follows : a) Among large concerns with high numbers of employees and high turnover, perception of relationship marketing is most markedly different. b) There is no significant relationship between the traits of account managers and the effects of relationship marketing. c) There is an evident positive connection between the customer perceived relationship marketing and service quality. d) The customer's positive inclination towards relationship marketing has a direct beneficial influence on customer loyalty to a particular business. e) There is a definite connection between delivering service quality and customer’s loyalty. Keywords: Big-5、Relationship marketing、Service quality、customer loyalty
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Ревнюк, Олександр Андрійович, and Oleksander Revnuk. "Розробка спеціалізованої системи керування паролями з метою підвищення ефективності функціонування та безпеки підприємств." Master's thesis, 2020. http://elartu.tntu.edu.ua/handle/lib/33434.
Full textAbstract:
Роботу виконано на кафедрі кібербезпеки Тернопільського національного технічного університету імені Івана Пулюя Міністерства освіти і науки України
Керівник роботи: професор кафедри кібербезпеки
Александер Марек Богуслав
Тернопільський національний технічний університет імені Івана Пулюя
Рецензент: к.ф.-м.н., доцент кафедри фізики
Крамар Олександр Іванович,
Тернопільський національний технічний університет імені Івана ПулюяМагістерська робота охоплює тему безпеки облікових записів та доступом працівників організації до паролів підприємства. В першому розділі здійснено аналіз безпеки існуючих менеджерів паролів. В другому розділі було проведено дослідження можливих вразливостей для створеної системи, а також методики безпечного шифрування паролів з можливістю зворотнього розшифрування. В третьому розділі розроблено систему керування паролями, яка може бути використана як для персональних потреб, так і для підвищення ефективності керування обліковими записами та їх захисту на підприємстві. Забезпечено два способи формування ключа для шифрування паролів, щоб передбачити зручність та безпеку використання програмного забезпечення і пришвидшення роботи з обліковими записами. В четвертому розділі зроблено огляд охорони праці в галузі розробки програмного забезпечення та безпеку в надзвичайних ситуаціях.
The master's thesis covers the topic of account security and access of employees of the organization to the passwords of the enterprise. The first section analyzes the security of existing password managers. In the second section, a study of possible vulnerabilities for the created system, as well as methods of secure encryption of passwords with the possibility of reverse decryption. The third section develops a password management system for personal use and use in the enterprise. There are two ways to generate a key for encrypting passwords to provide convenience and security of software use and speed up work with accounts. The fourth section provides an overview of occupational safety and health in the field of software development and safety in emergencies.
ВСТУП .. 9 РОЗДІЛ 1. ВИЗНАЧЕННЯ РІВНЯ ЗАХИЩЕНОСТІ ПАРОЛІВ В ПРОГРАМНОМУ ЗАБЕЗПЕЧЕННІ .... 12 1.1. Аналіз поняття «сильного» пароля ... 12 1.2. Методи побудови захищеного пароля для корпоративного програмного забезпечення ....18 1.3. Порівняльний аналіз існуючих менеджерів паролів ... 21 1.4 Висновки до першого розділу ...24 РОЗДІЛ 2. ДОСЛІДЖЕННЯ ВРАЗЛИВОСТЕЙ МЕНЕДЖЕРІВ ПАРОЛІВ ДЛЯ ВИБОРУ АЛГОРИТМУ ШИФРУВАННЯ ... 25 2.1. Дослідження варіативних вразливостей менеджерів паролів ... 25 2.2. Дослідження алгоритму шифрування інформації в програмному забезпеченні ... 33 2.3. Дослідження стратегії безпечного управління інформацією в базі даних. 37 2.4. Висновки до другого розділу ... 41 РОЗДІЛ 3. ПРОГРАМНА РЕАЛІЗАЦІЯ СПЕЦІАЛІЗОВАНОЇ СИСТЕМИ КЕРУВАННЯ ПАРОЛЯМИ ..43 3.1. Основні відомості про веб-розробку .... 43 3.2. Вибір засобів для створення програмного забезпечення ...45 3.3. Специфікації вимог до програмного забезпечення ..47 3.4. Розробка захищеної системи керування паролями ...50 3.5. Висновки до третього розділу .. 57 РОЗДІЛ 4. ОХОРОНА ПРАЦІ ТА БЕЗПЕКА В НАДЗВИЧАЙНИХ СИТУАЦІЯХ .... 58 4.1. Охорона праці ...58 4.2. Безпека в надзвичайних ситуаціях ....61 ВИСНОВКИ ...64 СПИСОК ЛІТЕРАТУРИ .. 66 ДОДАТКИ .... 69 Додаток А ...70 Додаток Б ... 72 Додаток В .....80 Додаток Г.. 81
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Chang, Yu-Chen, and 張毓真. "The property expanding and manager institution of Fangliao Yi-min Temple in Qing Dynasty: interpretation and analysis of “Yi-min account book“ from 1835 to 1894." Thesis, 2011. http://ndltd.ncl.edu.tw/handle/88052953494462173111.
Full textAbstract:
碩士國立交通大學
客家文化學院客家社會與文化學程
99
This thesis investigates the association between the property expanding and manager institution of the Fanliao Yi-min Temple in Qing Dynasty by literature analysis. The author of this thesis sorts nearly four thousand pieces of account information included in Yi-min Account Book transcribed in 1894 and collected by Lin Liou-Ji. Through the statistics, classification, and induction of each account, it is shown that the gradual accumulation of temple property is closely related to the manager system. The manager system originated in 1835 from the administration of temple property by Xinpu Street firm. From 1847 to 1914, managers from the four main villages, Dahukou Village, Wufenpu Village, Jiuqionglin Village, Xinpu Street, administered temple property in turn. The manager system evidently benefits the property expansion of the Yi-min Temple. Since 1847, when managers from the four main villages started to rotate the administration, temple property had increased rapidly. This fast accumulation is attributed to the fact that managers funded in land investment. Through the continuous cycles of field business purchasing and grain income increasing, temple property expanded progressively. In addition, the continuous growth of the temple is further enabled by rotating managers among villages. Since the account, contracts, and etc. have to be transferred to the new manager at the end of each term, the abuse resulted from a single renewing manager is reduced. After carefully analyzing and studying Yi-min Account Book, three significant results are achieved. First, the account of the Yi-min Temple is re-sorted and analyzed. Second, the key factor to the expansion of temple property is land investment. Last, the success of land investment relies on the rotating manager system. Therefore, the rotating manager system is indeed crucial to the property expansion.
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Shawahna, Ayman A. M. "Water management strategies towards sustainable agricultural development, taking Managed Aquifer Recharge (MAR) and brackish water utilization into Account: Case Study: Auja, LJV, Palestine." Doctoral thesis, 2018. http://hdl.handle.net/21.11130/00-1735-0000-0003-C122-C.
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CHANG, CHANG-HSU, and 張昶緒. "A Study of the Problems and Roles of account manager in Surface-Mount Technology Industry throughout the Personal selling Process- A case compassion of OEM and ODM manufacture." Thesis, 2015. http://ndltd.ncl.edu.tw/handle/57ffhm.
Full textAbstract:
碩士輔仁大學
企業管理學系管理學碩士在職專班
103
Recently, with the change of the factory patterns in SMT industry, Taiwan has played an important role in the global electronics industry. The electronics industry in Taiwan has moved forward from foundry phase to mass production phase. With the rise of consumer awareness, the types of 3C products are getting diverse with lower quantity. As the changes of the environment and the transition of production base, the SMT industry currently build up their factories along the coast in China. In order to save the labor costs, some companies have been mov-ing their factories inward from costal area to inner China. Those companies in equipment industry set a high standard of price and function for SMT equipment. In selling process of SMT industry, the sales are important for the development of a corporation. Therefore, it is a quite vital lesson for a distributor which sells equipment to emphasize the selling technique of sales and the quality of after sales service. This study will further discuss the issue of phenomena and solutions which sales could have happened in selling process. In the SMT industry 's sales process , business development officer for the company is extremely important, so how to strengthen the operational staff in sales techniques and service , the company is an equipment dealer 's extremely important issue , so business people problems in the sales process and the solution is to want to explore the subject of this study. The purpose of the study is to investigate the problems that sales may en-counter in different stages of selling process and the difference of the problems and the roles that sales play between OBM and OEM. This study adopts the case study on the two kinds of manufacturer, OBM and OEM. The selling process is divided into 4 phases. Then the researches focused on the S company for 6 cases to do the further analysis. The outcome of the study found out that the problems sales encounter will differ from diverse phases of selling process. In the phase of information collection, the issue will focus on the service and price; in the phase of support the process, the issue will focus on the service; in the phase of equipment sale, the issue will focus on the price; in the phase of tracking delivery, the issue will focus on customer service, examination and payment.
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Po-Cheng, Kung, and 龔柏丞. "A Study of Problems And Roles of Account Manager in Quartz Frequency Components Industry Throughout The Personal Selling Process, A Case Compasion of Direct Customers And Indirect customers." Thesis, 2015. http://ndltd.ncl.edu.tw/handle/394j7u.
Full textAbstract:
碩士輔仁大學
企業管理學系管理學碩士在職專班
103
The piezoelectric properties of quartz itself has a stable, accurate and capable of providing a wide range of reference frequency, clock-related functions and application , timer function and noise filtering, in electronic products, quartz crystal oscillator plays a role such as heart, the oscillation frequency equivalent to human pulse, quartz are necessary critical components for the electronics . Mostly frequency control product research concentrated on product characteristics or industrial strategy. There are only few researches to discuss selling process in quartz frequency product field. However frequency product is a highly competitive market. It would build competitive advantages in quartz frequency product if study finds problems and solutions in stages of selling process. This result can be reference for quartz frequency product marketing, basis of further research in selling process, and also contribute to industry development. The main purpose of this study is to discuss AM(acount manager) staff role and issues at different stages of personal selling process refer to direct and indirect customers. This study based on two customer type: direct and indirect, divided personal selling process into five stages analyzes and compares six cases, This study found AM have different problems at stages of personal selling process. Inadequate information is main problem in phase of searching customers;Inadequate information and negotiations are common issues in phase of contacting customer；Product prices and specifications are in phase of confirming customer needs and provide samples testing phase.；Cognitive gap are problems in phase of order confirmation. Condition changed is main problems in the phase of maintenance.