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Dissertations / Theses on the topic 'Key account management'

Author: Grafiati

Published: 4 June 2021

Last updated: 25 July 2025

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1

Dvořák, Dalibor. "Key Account Management." Master's thesis, Vysoká škola ekonomická v Praze, 2008. http://www.nusl.cz/ntk/nusl-15373.

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The purpose of the diploma thesis is to identify main activities and responsibilities of key account managers - based on example of Imperial Tobacco CR, s.r.o. company. The theoretical part describes the development of the Czech Retail market from 1989 till 2007. It is focused on international retail chains and it's entrance in the Czech market. Also main trends and possible future development are identified. The practical part provide with detailed characteristics of the Czech tobacco market as well as Imperial Tobacco CR, s.r.o. company - a representative of suppliers. Crucial part is the an

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Woodburn, Diana. "Understanding Key Account Management." Thesis, University of South Wales, 2011. https://pure.southwales.ac.uk/en/studentthesis/understanding-key-account-management(ff717e1b-2f1e-4f38-8a7f-172edf08f97a).html.

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This document is presented in three parts, i.e. Part 1, ‘The context of ‘Understanding Key Account Management’, positions the portfolio of work in terms of its contribution to knowledge within the literature of Key Account Management and its underlying theories, and relative to alternative research methodologies: Part 2: ‘Understanding Key Account Management’, starting on page 31, gives an account of the author’s research and knowledge development activities in Key Account Management in chronological order, to link together the material submitted as the portfolio of work (listed below). Each p

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Jensen, Ove. "Key-Account-Management : Gestaltung - Determinanten - Erfolgsauswirkungen /." Wiesbaden : Dt. Univ.-Verl, 2004. http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&doc_number=015185560&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA.

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Stuhler, Désirée. "Trends im Key Account Management der Konsumgüterindustrie." St. Gallen, 2005. http://www.biblio.unisg.ch/org/biblio/edoc.nsf/wwwDisplayIdentifier/01654623001/$FILE/01654623001.pdf.

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Laghamn, Madelene, and Lovisa Törnblom. "Värdeskapand till följd av Key Account Management." Thesis, Linköpings universitet, Företagsekonomi, 2012. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-79294.

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Bakgrund: Logiken bakom Key Account Management (KAM) bygger på att en liten andel av ett företags kunder står för den största delen av dess intäkter. Vid KAM väljer företag ut dessa strategiskt mest viktiga kunder, kallade nyckelkunder och tillägnar dessa mer resurser och uppmärksamhet jämfört med de ordinarie. Dock har litteraturen om KAM inte i någon större utsträckning berört vilket värde som skapas till följd av KAM eller hur detta värde kan mätas. Därav ligger examensarbetets huvudfokus inom detta forskningsområde inom detta område och fokus ligger framförallt på det säljande företagets p

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Al-Hussan, Fawaz Ziyad Ihsan. "Key account management in an Arab context." Thesis, Cranfield University, 2011. http://dspace.lib.cranfield.ac.uk/handle/1826/7869.

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This study sought to contribute to the literature on key account management (KAM) relationships. In doing so, it aimed to address a number of gaps in the existing literature, particularly a noticeable lack of research into key account management in developing economies, as opposed to developed economies. More specifically, the study sought to examine the dynamics of key account management relationships in an emerging economy in the Arab World. The main research question to address was: How is KAM relationship management applied in an Arab context? The research utilised 50 cross-sectional semi-

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Wilson, Kevin. "An interaction approach to key account management." Thesis, University of Nottingham, 1997. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.363915.

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Sochor, Ondřej. "Key Account Management v mezinárodní organizaci AIESEC." Master's thesis, Vysoká škola ekonomická v Praze, 2008. http://www.nusl.cz/ntk/nusl-10376.

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The thesis compounds three views on the Key Account Management (KAM). Firstly, KAM is defined from a theoretical perspective. Secondly, a practical example of KAM is described within the international organization AIESEC; including feedback from a client. Finally, there are suggestions in order to improve KAM in terms of soft skills of Account Managers.

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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 anv

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Richardsson, Johanna. "Investera i dina kunder med hjälp av Key Account Management." Thesis, Linnéuniversitetet, Institutionen för organisation och entreprenörskap (OE), 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-36640.

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Titel: Investera i dina kunder med hjälp av Key Account Management Bakgrund: För företag på dagens högt konkurrerande och ständigt föränderliga marknad krävs en väl strukturerad planläggning och nya metoder för långsiktig överlevnad. Den traditionella marknadsföringen flyttar fokus och introducerar Key Account Management utifrån det faktum att kundfokus och relationsmarknadsföring blivit allt viktigare, inte minst på den industriella marknaden. Key Account Management utgör leverantörsföretagets aktiviteter för att identifiera och analysera deras nyckelkunder, välja lämpliga strategier och utve

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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

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Spencer, Robert. "Strategic management of customer relationships a network perspective on key account management /." Uppsala : Företagsekonomiska institutionen, Uppsala universitet, 2005. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-4782.

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Mahdi, Rafal, and Sofia Nilsson. "Key Account Management process : En jämförande studie av stora och små företag." Thesis, Högskolan i Gävle, Avdelningen för ekonomi, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:hig:diva-19466.

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Titel: Key Account Management process Nivå: C-uppsats inom ämnet företagsekonomi Författare: Rafal Mahdi & Sofia Nilsson Handledare: Akmal Hyder & Zahra Ahmadi Syfte: Syftet med denna studie är att jämföra hur en KAM-process kan skilja sig mellan stora och små företag inom B2B marknad. Datum: 2015-06-03 Metod: Studien bygger på en abduktiv ansats. Vi utför en multipelfallstudie med en kvalitativ forskningsdesign. Kvalitativa semi-strukturerade intervjuer genomförs och utformas med hjälp av en operationalisering som grundar sig i den vetenskapliga teorin. Intervjuerna har s

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Johansson, Simon, and David Gedda. "Management of Key Account Relationships in SMEs : A Resource-Based View." Thesis, Högskolan i Halmstad, Akademin för ekonomi, teknik och naturvetenskap, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:hh:diva-32471.

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Title: Management of Key Account Relationships in SMEs: A Resource-Based View Authors: David Gedda & Simon JohanssonLevel: Master thesis, 30 hpKeywords: Relationship Marketing, Key Account, Key Account Management,Customer Relationship Management, SME, High-performing firms Background: Management of firms most valuable customers, the key accounts,are of great importance for firms in general. This is in particulartrue for SMEs which battles with notably constrained resources.The situation of SMEs poses careful consideration in how tomanage these relationships successfully. Research Question:

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Seidler, Markus. "Key-account-Management in der Automobilindustrie : systemorientierte Prozessmodellierungen als Erklärungsansatz /." Wiesbaden : Gabler, 2008. http://d-nb.info/990563464/04.

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Mikkola, T. (Tuuli). "Creating customer knowledge competence through the development of key account management." Master's thesis, University of Oulu, 2013. http://urn.fi/URN:NBN:fi:oulu-201305201277.

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This study takes intraorganizational perspective to key account management (KAM) and combines the matter with customer knowledge processing. The aim of the study is to create a framework that enables the creation of customer knowledge competence by developing key account management system so that it facilitates internal coordination and enhances customer knowledge processing. The framework of this study is based on an extensive theoretic review on key account management and customer knowledge management. The combination of these topics creates scientific findings of this study. The framework c

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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 o

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Alvarez, Francisco Javier Sebastian Mendizabal. "O modelo de gerência de contas especiais: um estudo exploratório em instituições financeiras no Brasil." Universidade de São Paulo, 2004. http://www.teses.usp.br/teses/disponiveis/12/12139/tde-12072004-184239/.

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Esta tese de doutorado estuda a implantação e gestão do modelo de Gerência de Contas Especiais, em instituições financeiras no Brasil. O aumento da competitividade de mercado, fez com que os bancos tivessem que buscar novas formas de interação com seus clientes, como forma de garantir sua posição competitiva de mercado. A aplicação do modelo se inicia como uma forma diferenciada de atendimento de vendas aos principais clientes que são segmentados, em um primeiro momento, pelo volume de faturamento. A partir da evolução da implantação do modelo se identifica a necessidade de mudar o foco

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Fischer, Claudiu [Verfasser]. "Key Account Management in Osteuropa: Schlüsselkundenbetreuung in ausgewählten osteuropäischen Ländern / Claudiu Fischer." Hamburg : disserta Verlag, 2014. http://d-nb.info/1144907675/34.

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Kathmann, Stefan. "Key Account Management im Finanzdienstleistungsbereich Status quo und Handlungsempfehlungen am Beispiel Banking /." St. Gallen, 2008. http://www.biblio.unisg.ch/org/biblio/edoc.nsf/wwwDisplayIdentifier/02600096001/$FILE/02600096001.pdf.

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Rehme, Jakob. "Sales coordination in multinational corporations : development and management of key account programmes /." Linköping : Department of Management and Economics, Linköping Institute of Technology, 2001. http://www.bibl.liu.se/liupubl/disp/disp2001/man51s.htm.

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Badawi, Nada Saleh. "Social capital, relationship quality and key account management effectiveness : a relational perspective." Thesis, Middlesex University, 2016. http://eprints.mdx.ac.uk/21503/.

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In recent years, key account management (KAM) has been increasingly accepted in the business-to-business market as an approach concerned with establishing and sustaining long-term relationships with a supplier’s most important business customers. Due to the considerable benefits that are associated with implementing this approach, there has been greater emphasis placed by practitioners and academics on the importance of KAM in business-to-business relationships. However, developing effective relationships with key accounts has remained a problematic issue. A major source of this difficulty can

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Joost, Hans-Günter. "Key-account-Management zwischen Implementation und Illusion Wissenstransfer in Unternehmen und Umwelt." Aachen Shaker, 2008. http://d-nb.info/990323862/04.

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Kvist, Louise, and Jeanine Osbeck. "Key account management : A study of the success factors in the implementation process." Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2013. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-40865.

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There is a numerous of literature on Key Account Management but there is a lack of empirical research supporting the literature, especially regarding the implementation process. This study investigates five companies according to how they manage their customer relationships with main focus on their key customers. The study is based on existing KAM literature and also involves additional factors; change management and global talent management. The purpose of the study is to investigate how KAM can be more successfully implemented in Swedish companies in IT and management industry. The study was

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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 semistr

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Dean, Crispin. "How Key Account Management and Competitive Intelligence can Contribute to the Development of Corporate Strategy." Master's thesis, Dresden International University, 2013. http://nbn-resolving.de/urn:nbn:de:bsz:14-qucosa-130693.

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One of the proxies for the success of a corporate strategy is firm performance. This is because “performance is a surrogate for the alignment between an organization’s internal processes (strategy, structure, etc) and the external environment.”1 Business excellence therefore hangs together with the attainment of such an alignment. It is two of the processes that support such an alignment between customer and supplier that are the subject of this paper. The processes in question are so called “Key Account Management” (KAM) and competitive intelligence (CI). [... aus der Einleitung] 1 Subramani

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Zupancic, Dirk. "International Key-Account-Management-Teams Koordination und Implementierung aus der Perspektive des Industriegütermarketing." St. Gallen Verl. Thexis, 2001. http://deposit.d-nb.de/cgi-bin/dokserv?id=3182176&prov=M&dok_var=1&dok_ext=htm.

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Zupancic, Dirk. "International key account management teams : Koordination und Implementierung aus der Perspektive des Industriegütermarketing /." St. Gallen : THEXIS, 2008. http://deposit.d-nb.de/cgi-bin/dokserv?id=3182176&prov=M&dok_var=1&dok_ext=htm.

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Wengler, Stefan. "Key account management in business-to-business markets an assessment of its economic value /." Wiesbaden : Deutscher Universitats-Verlag, 2006. http://www.springerlink.com/content/u0132h/.

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Joost, Hans G. [Verfasser]. "Key Account Management zwischen Implementation und Illusion : Wissenstransfer in Unternehmen und Umwelt / Hans G Joost." Aachen : Shaker, 2008. http://d-nb.info/1162794003/34.

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Gilchrist, Alan John Patterson. "The implementation of key account management process as an organisational change initiative : An empirical study." Thesis, Lancaster University, 2008. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.533080.

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Harden, G. R. "A re-evaluation of the relevance to key account management to the UK higher education sector." Thesis, Nottingham Trent University, 2010. http://irep.ntu.ac.uk/id/eprint/352/.

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This research set out to explore the nature of business-to-business (B2B) relationships in the UK higher education postgraduate sector. More specifically, it sought to address the strategic issue of how relationships between a UK business school (in this case, Nottingham Business School) and its corporate clients could be organised and managed effectively over the longer-term in order to provide, maintain or, where appropriate, enhance the mutual satisfaction of all parties concerned. It is argued that such research is relevant and timely given that revenue generated from commercial activity (

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Rego, Bruno Bordeaux. "Criação de valor para o cliente: um estudo exploratório sobre programas de Key Account Management (KAM)." Universidade de São Paulo, 2016. http://www.teses.usp.br/teses/disponiveis/12/12139/tde-03062016-160121/.

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Nas últimas décadas, a maturidade de alguns mercados, a globalização e o crescente poder de barganha dos clientes aumentam ainda mais a necessidade das empresas em manterem e desenvolverem de forma eficaz seus clientes mais importantes. Neste contexto, ganham relevância os programas de Key Account Management (KAM), iniciativas corporativas que tratam de forma especial os clientes mais importantes do fornecedor. Para obter o desempenho financeiro superior, o programa de KAM precisa criar valor para o cliente para posterior apropriação de valor pelo fornecedor. Contudo, a maioria dos estudos enf

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Rodrigues, Cristiano Agostinho Barros. "O key account management e a articulação entre redes externas e internas : um caso de estudo." Master's thesis, Instituto Superior de Economia e Gestão, 2019. http://hdl.handle.net/10400.5/18573.

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Mestrado em Gestão e Estratégia Industrial<br>Key Account Management, uma abordagem frequentemente utilizada pelas empresas para gerir clientes chave, tem sido amplamente estudada na literatura com diversas abordagens. A rica literatura sobre o papel deste arranjo organizacional tem focado aspetos tão variados, como os seus benefícios, fatores de sucesso, ou o papel desses gestores de contas - os key account managers - nos relacionamentos com os clientes. O foco deste estudo é no key account management como uma atividade que envolve a articulação entre redes intra-organizacionais (rede intern

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Kruger, Pieter Ernst. "The development of a blueprint for a key account management strategy to differentiate business in the liquid beverage industry." Thesis, Stellenbosch : University of Stellenbosch, 2011. http://hdl.handle.net/10019.1/8534.

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Thesis (MBA)--University of Stellenbosch, 2011.<br>ENGLISH ABSTRACT: In the marketing of products and services to the business-to-business environment, companies need to be cognisant of the higher demands of its key accounts. This has lead to the introduction of key account management (KAM) processes to meet these demands. The key account management process, however, can lead to increased expectations from key customers and if not supported by an appropriate KAM strategy, will not necessarily replace the traditional buyer-seller relationship to build long-term relationships that are mutually

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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

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Lönnberg, Oscar, and Alice Hägnander. "Underhåll och förbättring av leverantörsrelationer : En fallstudie på ett speditörföretag." Thesis, Tekniska Högskolan, Jönköping University, JTH, Logistik och verksamhetsledning, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-49964.

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Syfte – En förstudie på fallföretaget identifierade ett problem som ledde till att syftet och frågeställningarna formulerades. Studien syfte innebär att undersöka hur underhåll av en leverantörsrelation kan påverka ett speditörföretag. För att svara på studiens syfte har det brutits ner i två frågeställningar: Hur arbetar ett speditörföretag med sina leverantörsrelationer? Vilka är möjligheterna till att förbättra en leverantörsrelation? Metod – Studien är genomförd som en fallstudie med enfallsdesign. Empiri är insamlat med intervjuer, dokumentstudier och litteraturstudier. Litteraturstudien

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Lemmens, Regis. "The impact of relationship selling on the sales force control function." Thesis, Robert Gordon University, 2008. http://hdl.handle.net/10059/246.

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Sales management control and sales force performance has received substantial attention by researchers in the past decades. Researchers have been investigating the construct of sales control, its antecedents and its consequences on both the individual sales person and on sales force performance. This research project analyses how and why the sales control systems are implemented the way they are. The basis for this approach is drawn from the organisational or management control literature which treats behaviour and outcome approaches as dimensions rather than categories. Organisational control

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Friend, Scott B. "Why Are You Really Winning and Losing Deals: A Customer Perspective on Determinants of Sales Failure." Digital Archive @ GSU, 2010. http://digitalarchive.gsu.edu/marketing_diss/16.

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Understanding the determinants of sales success and sales failure has organization wide implications, ranging from an improved salesforce to improved corporate performance. However, a paucity of research on sales failure has resulted in an under-conceptualized field largely built on assumptions. This research proposes to overcome salesforce failure attribution biases by collecting data from the industrial buyer’s perspective. Thirty five post-mortem interviews with procurement decision makers from buying organizations were collected following a failed sales proposal. The context of these faile

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Drahmann, Lisa [Verfasser], and Björn [Akademischer Betreuer] Ivens. "Relationship Management und Face-to-Face Interaktion im Key Account Management im interkulturellen Vergleich: Zeitnutzung in Deutschland, Frankreich, China und USA / Lisa Drahmann ; Betreuer: Björn Ivens." Bamberg : Otto-Friedrich-Universität Bamberg, 2019. http://d-nb.info/1186064390/34.

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Dupre, Benoit. "The Influences of the Industry, the Company Prerequisites and the Customer Needs on Key Account Management A Case Study of Hewlett-Packard /." St. Gallen, 2006. http://www.biblio.unisg.ch/org/biblio/edoc.nsf/wwwDisplayIdentifier/01649664002/$FILE/01649664002.pdf.

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Smedeby, Berg André, and Karl Holmström. "Processorientering i en global kundorienterad koncern : En studie av Sandvik Coromants verksamhetsstyrning." Thesis, Uppsala University, Department of Business Studies, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-105435.

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<p>För det multinationella företaget är det rimligtvis en stor utmaning att kunna ta hänsyn till såväl den lokala som den globala dimensionen. Förevarande uppsats syftar till att kartlägga hur organisk processorientering fungerar som styrform i en global kundorienterad koncern. Med utgångspunkt i vald teori formuleras en tes med innebörden att denna styrform förväntas vara lämplig för en global verksamhet där stora krav på kundfokus, flexibilitet och anpassningsbarhet ställs. Samtidigt förväntas den försvåra integrationen av koncernens dotterbolag.</p><p>Studien genomfördes genom att undersöka

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Christensson, Lucas, and Oskar Svensson. "The important part is that we have established a relationship, then we can conduct business : Cultural conflicts and dilemmas in international business." Thesis, Högskolan Kristianstad, Sektionen för hälsa och samhälle, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:hkr:diva-17085.

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Recent literature state that the relationship between buyers and sellers has gained more and more importance in business-to-business segments. The distribution of products may even end up in the shadow of these important relationships. The statement, of increased need for relationship marketing, is proven more tangible in cross-border interactions and communications. Managers who are maintaining and establishing international accounts have to acknowledge cultural differences, norms and preferences when keeping their international key accounts satisfaction. However, the practice around how cult

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Campos, Orrego Luis German, and Falla Jose Guiliano Vela. "El key account management como modelo propuesto para el incremento de ventas de la empresa San Luis Asociados E.I.R.L. en el departamento de Lambayeque – 2018." Bachelor's thesis, Universidad Católica Santo Toribio de Mogrovejo, 2019. http://hdl.handle.net/20.500.12423/2508.

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El presente trabajo de investigación se realizó estudiando a la empresa San Luis Asociados en busca de poder incrementar sus ventas ya que actualmente cuenta con un solo cliente, y no cuenta con un plan de manejo de cuentas de clientes. En base a ello, se formuló el siguiente problema: ¿Cómo implementar el Key Account Management como modelo para aumentar las ventas de la empresa San Luis Asociados afianzando la relación con el cliente actual? En base a ello se describió la situación actual y se realizaron propuestas respecto a cada dimensión según lo indicaba el KAM. La recolección de datos f

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Adelstrand, Carl, and Emil Brostedt. "Creating Competitive Advantage by Rethinking B2B Software Pricing." Thesis, KTH, Industriell marknadsföring, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-188510.

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The choice of pricing model for software products is a complex procedure due to the different characteristics compared to physical products. This thesis investigates and compares software pricing models in a B2B setting, and describes how KAM plays a role in executing a pricing model. The research has been conducted as an opportunist case study on Adebro, a technology company in the B2B sector. The thesis have come to the following conclusions, with data from interviews and literature: Perpetual license is, and will continue to be, an attractive pricing model for Adebro. However, a subscriptio

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PALANGA, PAOLA. "La gestione dei clienti strategici nelle PMI marchigiane: un'analisi qualitativa." Doctoral thesis, Università Politecnica delle Marche, 2017. http://hdl.handle.net/11566/245386.

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Il key account management (KAM) è ampiamente noto nella teoria accademica e nella pratica operativa. La maggior parte dei temi connessi alla gestione dei clienti strategici, infatti, è già stata indagata: problematiche organizzative, finalità e obiettivi, nonché i criteri di selezione dei key account e gli aspetti connessi alla performance. Tale vasta letteratura si è evoluta nel tempo: mentre i mercati divenivano sempre più competitivi, le aziende cambiavano il loro approccio al marketing, concentrandosi sempre più sui clienti strategici, ovvero implementando il KAM come strumento gestionale.

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Hellman, Karl G. "Optimizing Marketing Activities for Different Levels of Customer Relationships." Digital Archive @ GSU, 2013. http://digitalarchive.gsu.edu/bus_admin_diss/27.

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The discipline of marketing is evolving from a product centric paradigm where all value is invested in the product by the supplier and it is exchanged for a market determined price by means of an arm’s length transaction, to a service centric paradigm where value is co-created by customer and supplier through complex relationships in which the rewards are determined through negotiation. This study recognizes that in practice a supplier will and ought to continue to have some customer relationships that are transactional and others that involve higher levels of value co-creation. A five point

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Bouška, Pavel. "Distribuce výrobků péče o zuby společnosti Philips na území České republiky." Master's thesis, Vysoká škola ekonomická v Praze, 2014. http://www.nusl.cz/ntk/nusl-195459.

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This Master thesis is focused on topic of distribution channels and theirs practical application in distribution of Philips Oral Healthcare products on Czech market. The theoretical part is devoted to the physical structure of distribution channels, the parameters that define them, and the factors influencing their choice. Furthermore, the thesis focuses on the relationships that exist between channel members, a system for management and direction of the common value added. The thesis is further concerned about relationships developed in between two channel members and presents a system for ma

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Yu, Mandy Ning-Ya. "Perceptions of a successful key account management programme a New Zealand perspective : this is a thesis submitted to Auckland University of Technology in partial fulfilment of the degree of Master of Business (Marketing), 2004 /." Full thesis. Abstract, 2004.

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Vaníčková, Lucie. "Účetní servisní centra a hodnocení jejich výkonnosti." Master's thesis, Vysoká škola ekonomická v Praze, 2011. http://www.nusl.cz/ntk/nusl-125066.

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This diploma thesis focuses on the area of outsourcing and shared services centers. It includes general characteristics of outsourcing. It deals in addition with definition and description of koncept shared services, its history, advantages, disadvantages, comparison with similar organization models and strategic aspects of this concept. Part of thesis focuses on audit in area of shared services center. This thesis deals with issues of performance management of accounting shared services centers in areas of accounts payable and accounts receivable in the USA, Czech Republic and Slovakia. The p

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