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Littérature scientifique sur le sujet « Key account management »

Auteur : Grafiati
Publié le 4 juin 2021
Mis à jour le 25 juillet 2025

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Articles de revues sur le sujet "Key account management"

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Cahill, Dennis J. "KEY ACCOUNT MANAGEMENT." International Marketing Review 15, no. 3 (1998): 205–14. http://dx.doi.org/10.1108/02651339810221115.

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Millman, Tony, and Kevin Wilson. "From key account selling to key account management." Journal of Marketing Practice: Applied Marketing Science 1, no. 1 (1995): 9–21. http://dx.doi.org/10.1108/eum0000000003877.

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Diller, von Hermann. "Euro-Key-Account-Management." Marketing ZFP 14, no. 4 (1992): 239–45. http://dx.doi.org/10.15358/0344-1369-1992-4-239.

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Sanford, Douglas M., and Lynda Maddox. "KEY ACCOUNT MANAGEMENT – Advertising agency management of domestic and international accounts." International Marketing Review 16, no. 6 (1999): 504–17. http://dx.doi.org/10.1108/02651339910300468.

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Klopić, Vasva, Amer Klopić, and Adi Alić. "Impact of key account management orientation on company's non-financial performance." BH Ekonomski forum 14, no. 1 (2021): 55–71. http://dx.doi.org/10.5937/bhekofor2101055k.

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Key account management (KAM) in theory is described as a strategic approach distinguishable from account management or key account selling that should be used to endure long-term development and retention of strategic customers. This article presents the importance of key account management orientation in today's business and how it affects the non-financial performance of companies in Bosnia and Herzegovina. Also, we will present the results of ongoing research that aims to identify the influence of key account management orientation on company non-financial performance in different industry
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Millman, Tony, and Kevin Wilson. "Developing key account management competences." Journal of Marketing Practice: Applied Marketing Science 2, no. 2 (1996): 7–22. http://dx.doi.org/10.1108/eum0000000000018.

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Saldsieder, Kai Alexander, and Nina Saldsieder. "Key Account Management im Wandel." Sales Excellence 24, no. 5 (2015): 10–21. http://dx.doi.org/10.1007/s35141-015-0601-0.

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Gounaris, Spiros, and Nektarios Tzempelikos. "Relational key account management: Building key account management effectiveness through structural reformations and relationship management skills." Industrial Marketing Management 43, no. 7 (2014): 1110–23. http://dx.doi.org/10.1016/j.indmarman.2014.06.001.

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Wong, Y. H. "Key to key account management: relationship (guanxi) model." International Marketing Review 15, no. 3 (1998): 215–31. http://dx.doi.org/10.1108/02651339810221142.

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Judt, Ewald, and Claudia Klausegger. "Was ist eigentlich … Key Account Management?" Zeitschrift für das gesamte Bank- und Börsenwesen 64, no. 3 (2016): 206. http://dx.doi.org/10.47782/oeba201603020601.

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Thèses sur le sujet "Key account management"

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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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Livres sur le sujet "Key account management"

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Bickelmann, Rolf E. Key Account Management. Gabler Verlag, 2002. http://dx.doi.org/10.1007/978-3-322-89051-1.

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Jensen, Ove. Key-Account-Management. Deutscher Universitätsverlag, 2004. http://dx.doi.org/10.1007/978-3-663-10468-1.

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Woodburn, Diana, and Malcolm McDonald, eds. Key Account Management. John Wiley & Sons, Inc., 2012. http://dx.doi.org/10.1002/9781119207252.

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Jensen, Ove. Key-Account-Management. Deutscher Universitätsverlag, 2001. http://dx.doi.org/10.1007/978-3-663-08628-4.

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Rau, Harald. Key Account Management. Gabler Verlag, 1994. http://dx.doi.org/10.1007/978-3-322-82729-6.

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Vyas, Preeta H. Key account management. Indian Institute of Management, 2012.

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Capone, Roberto. Key Account Management, kompakt. Springer Fachmedien Wiesbaden, 2023. http://dx.doi.org/10.1007/978-3-658-42922-5.

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Verra, G. J. Global account management. Routledge, 2003.

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Cheverton, Peter. Key Account Management 3rd edition. Kogan Page Publishers, 2006.

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Woodburn, Diana. Key account management: The definitive guide. 3rd ed. Wiley, 2011.

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Chapitres de livres sur le sujet "Key account management"

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Cuevas, Javier Marcos, Bill Donaldson, and Régis Lemmens. "Key Account Management." In Sales Management. Macmillan Education UK, 2016. http://dx.doi.org/10.1007/978-1-137-35512-6_8.

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Sidow, Hans. "Key Account Management." In Key Account Marketing & Key Account Selling. Springer Fachmedien Wiesbaden, 2014. http://dx.doi.org/10.1007/978-3-658-06355-9_1.

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Ivens, Björn, and Andreas Eggert. "Key Account Management." In Handbuch Vertriebsmanagement. Gabler, 2011. http://dx.doi.org/10.1007/978-3-8349-6733-6_20.

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Whitby, R. David. "Key Account Management." In Lubricant Marketing, Selling, and Key Account Management. CRC Press, 2022. http://dx.doi.org/10.1201/9781003318392-17.

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Kunz-Braun, Angelika R. "Key Account Management." In Market Access Management für Pharma- und Medizinprodukte. Springer Fachmedien Wiesbaden, 2020. http://dx.doi.org/10.1007/978-3-658-26145-0_22.

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Bickelmann, Rolf E. "Euro Account Management als erster Schritt zum Global Account Management." In Key Account Management. Gabler Verlag, 2001. http://dx.doi.org/10.1007/978-3-322-89051-1_6.

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Rau, Harald. "Key Account Management — wozu?" In Key Account Management. Gabler Verlag, 1994. http://dx.doi.org/10.1007/978-3-322-82729-6_3.

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Rau, Harald. "Organisationsprinzip Key Account Management." In Key Account Management. Gabler Verlag, 1994. http://dx.doi.org/10.1007/978-3-322-82729-6_5.

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Rau, Harald. "Key Account Management — eine Modeerscheinung?" In Key Account Management. Gabler Verlag, 1994. http://dx.doi.org/10.1007/978-3-322-82729-6_1.

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Rau, Harald. "Key Account Management — was ist das?" In Key Account Management. Gabler Verlag, 1994. http://dx.doi.org/10.1007/978-3-322-82729-6_2.

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Actes de conférences sur le sujet "Key account management"

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Uhodnikova, Olena, Roman Oleksenko, Liudmyla Yefimenko, Anatoliy Postol, and Sofiia Kravtsova. "SUSTAINABLE DEVELOPMENT OF TERRITORIAL COMMUNITIES: MANAGEMENT OF ECONOMIC PROCESSES AND TOURIST RESOURCES." In 24th SGEM International Multidisciplinary Scientific GeoConference 2024. STEF92 Technology, 2024. https://doi.org/10.5593/sgem2024/5.1/s21.78.

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The problem of sustainable development of territorial communities and the management of their economic processes and tourist resources is important in the modern world, as it requires a balanced approach to ensuring economic growth, preserving the environment and meeting the needs of society. The research is aimed at studying the management strategies of economic processes and tourist resources in territorial communities in order to ensure sustainable development. The aim of the study. The purpose of the study is to analyze the current trends in the management of economic and tourism aspects o
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Verneuil, Maud, Sydney Thomas, and Marianne Boix. "Taking into account social aspects for the development of industrial ecology on a territory." In The 35th European Symposium on Computer Aided Process Engineering. PSE Press, 2025. https://doi.org/10.69997/sct.124837.

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Industrial ecology appears to be a significant means of reducing carbon dioxide emissions from industry. However, beyond flow management, eco-industrial parks can also contribute to a socio-economic transition on a regional scale. Usually, multi-criteria optimization models use economic and environmental criteria in the decision-making process. This article looks at the integration of social criteria in these models, and more broadly at the issues involved in measuring the social impact of an eco-industrial park. The aim of this article is to take a different approach to social indicators, by
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Bortels, L., P. J. Stehouwer, and K. Dijkstra. "Toward a Fully Integrated Pipeline Integrity Management Software." In CORROSION 2011. NACE International, 2011. https://doi.org/10.5006/c2011-11131.

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Abstract As corrosion is one of the major risks of failure for pipelines & structures, an accurate and flexible tool to analyze the effectiveness of an existing Cathodic Protection (CP) installation within its specific environment is a key element of any integrity management system. Most of the existing CP modules for integrity management are facing one or more of the following limitations: they are unable to take into account the increased influence of interference as e.g. caused by the trend to locate all utilities within the same right-of-way or common energy corridors;they are unable t
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Chlopecky, Jakub, Jaroslav Hubacek, and Milos Svana. "BEHAVIOURAL ASPECTS OF SUSTAINABLE DEVELOPMENT." In 24th SGEM International Multidisciplinary Scientific GeoConference 2024. STEF92 Technology, 2024. https://doi.org/10.5593/sgem2024/5.1/s21.52.

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There is a growing social need to positively influence people's behaviour towards sustainable development. For this reason, the research community is increasingly addressing this reality. There is therefore the potential to achieve this positive influence through behavioural management tools, i.e. through the psychological and sociological aspects of society. The paper therefore explores the basic principles of a modern view of linking psychological and sociological influences to the field of sustainable development. The main goal of the paper is to provide a basic justification for linking be
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Petrushka, Kateryna, Myroslav Malovanyy, Ihor Petrushka, and Jolanta Warchoł. "Statistical Analysis of the Influence of Heavy Metals in the Soil on the Biometric Parameters of Plants as a Consequence of Military Actions." In 8th International Congress "Environment Protection. Energy Saving. Sustainable Environmental Management". Trans Tech Publications Ltd, 2025. https://doi.org/10.4028/p-p86kay.

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Methods of assessing the intensity of plant growth in soils contaminated with elements of heavy metals as a result of military operations can provide important data regarding the migration, bioavailability of chemical compounds for plants, as a result of the formation of chemical compounds, which are key parameters for assessing the phytoremediation potential. The use of various methods of assessing the impact of heavy metals in the soil on plant growth can be evaluated not only based on the degree of environmental risk, but also predict the magnitude of the impact of a complex of chemical ele
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Czerny, M. "Customer account management system for STEWEAG key accounts." In 14th International Conference and Exhibition on Electricity Distribution (CIRED 1997 - Distributing Power for the Millennium). IEE, 1997. http://dx.doi.org/10.1049/cp:19970588.

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Fei, Wong Han, Thoo Ai Chin, Tan Liat Choon, Huam Hon Tat, and Zuraidah Sulaiman. "The key account management practices and effectiveness." In THE 6TH INTERNATIONAL CONFERENCE ON MANUFACTURING, OPTIMIZATION, INDUSTRIAL AND MATERIAL ENGINEERING : MOIME18. Author(s), 2018. http://dx.doi.org/10.1063/1.5080059.

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Murphy, William H., and Ning Li. "A KEY ACCOUNT MANAGEMENT RESEARCH AGENDA FOR CHINA." In Bridging Asia and the World: Globalization of Marketing & Management Theory and Practice. Global Alliance of Marketing & Management Associations, 2014. http://dx.doi.org/10.15444/gmc2014.04.05.02.

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Wang, Tao, and Shuhe Xing. "The Application of Key Account Management in Chinese Aluminum Industry." In 2009 International Conference on Management and Service Science (MASS). IEEE, 2009. http://dx.doi.org/10.1109/icmss.2009.5301032.

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Vasile, Gabriel Ionuţ, and Xiaoyu Zhan. "Human Resources Management in Organizational Performance." In 2nd International Conference Global Ethics - Key of Sustainability (GEKoS). LUMEN Publishing House, 2021. http://dx.doi.org/10.18662/lumproc/gekos2021/9.

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The world we live in has countless organizations that are born, grow or disappear. The use of human resources is very common and essential for all types of organizations at all times. They ensure the survival and tryingness of the organization in today's dynamic business environment. The investment in human resources means not only the regular salary payments but also employees' personal and professional development in order to enhance their job skills and act responsibly when necessary. The traditional approach to human resources management implies only the costs for the job performed. The un
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Rapports d'organisations sur le sujet "Key account management"

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Heist, H. Daniel, Danielle Vance-McMullen, Brittany Kienker, and Jeff Williams. The National Study on Donor Advised Funds: Executive Summary and Key Findings. Dorothy A. Johnson Center for Philanthropy, 2024. https://doi.org/10.4087/xoai8853.

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The Donor Advised Fund Research Collaborative (DAFRC) is a consortium of academic and nonprofit researchers. Working across institutions, the collaborative is leading a 30-month, comprehensive research initiative to provide empirical data and insights on the characteristics and activities of donor advised funds (DAFs) in the United States. One of the initiative's main goals is to gather and analyze account-level DAF information that is not available from publicly accessible data sources, such as the IRS Form 990. The account-level data allows for a more nuanced and accurate understanding of DA
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Gaetani, Francisco. Public Management Policy Change in Brazil: 1995-1998. Inter-American Development Bank, 2002. http://dx.doi.org/10.18235/0012256.

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This text is an account of the public management reform episode. It applies a narrative structure (BARZELAY et al, 2001) to establish the chain of events that need to be explained. The narrative is organized around key events within the episode and related to its occurrence.
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Bloom, Nicholas, Jonathan Hartley, Raffaella Sadun, Rachel Schuh, and John Van Reenen. Management and Firm Dynamism. Federal Reserve Bank of New York, 2025. https://doi.org/10.59576/sr.1157.

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We show better-managed firms are more dynamic in plant acquisitions, disposals, openings, and closings in U.S. Census and international data. Better-managed firms also birth better-managed plants and improve the performance of the plants they acquire. To explain these findings, we build a model with two key elements. First, management is a combination of firm-level management ability (e.g. CEO quality), which can be transferred to all plants, and plant-level management practices, which can be changed through intangible investment (e.g. consulting or training). Second, management both raises pr
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Redwood, John. Dominican Republic Environmental and Social Safeguards Issues Paper: Upstreaming Environmental and Social Risk Management. Inter-American Development Bank, 2012. http://dx.doi.org/10.18235/0009058.

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The purpose of this technical note is to identify key environment and safeguard-related risks and opportunities that should be taken into account in the new Country Strategy for the Dominican Republic (DR) as required by the IDB's Environment and Safeguard Policy approved in January 2006. Section A.6 of this document affirms that "the Bank will seek to identify early on potentially highly sensitive programs / projects considered for possible Bank financing in its operational programming documents, including Country Strategies, in order to plan for possible courses of action to manage risks." I
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Noah, Alphonse, and Ruth Tacneng. Cameroon’s Tax on Mobile Money: Implications for Agents’ Performance and Revenue Sustainability. Institute of Development Studies, 2024. http://dx.doi.org/10.19088/ictd.2024.034.

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Agents play a key role in making financial services more accessible, especially for those who are financially excluded. Agents act as intermediaries between mobile money account holders and mobile money service providers, helping them to register as new customers and to credit and take money out of their accounts. In this paper, we explore how introducing a 0.2 per cent tax on mobile money transactions in Cameroon in 2022 affected the performance and revenue of agents. We mainly analyse agents’ commission and transactions using the administrative databases of those responsible for daily manage
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Butler, Nadia, and Soha Karam. Evidence Review: COVID-19 Vaccine Acceptance by Key Influencers in the MENA Region - Teachers and Healthworkers. Institute of Development Studies (IDS), 2021. http://dx.doi.org/10.19088/sshap.2021.039.

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As COVID-19 vaccines have been deployed and scaled, concerns about vaccine acceptance have emerged. Effective management of the virus requires that communities everywhere buy into the public health measures designed to protect them, including vaccines. Low acceptance presents a serious challenge for achieving sufficient coverage to reduce circulation of the virus and the risk of new variants emerging. Surveys conducted early in the pandemic showed that the Middle East region had one of the lowest COVID-19 vaccine acceptance rates globally. The low acceptance is driven by specific factors in th
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Hakeem, Luqman, and Riaz Hussain. Key Considerations: Localisation of Polio Vaccination Efforts in the Newly Merged Districts (Tribal Areas) of Pakistan. SSHAP, 2022. http://dx.doi.org/10.19088/sshap.2022.035.

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Poliomyelitis (polio) remains a vital global public health challenge, particularly in countries where eradication efforts are ongoing. For almost three decades, polio programme and frontline workers in Pakistan have suffered human and financial losses due to complex political and bureaucratic management, local resistance to programme efforts, and the context of cross-border insurgency and insecurity.1 Many stakeholders in Pakistan continue to have low confidence in frontline workers and polio vaccination campaigns. In this environment, it is essential that vaccination programmes localise – by
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Spivack, Marla. Applying Systems Thinking to Education: The RISE Systems Framework. Research on Improving Systems of Education (RISE), 2021. http://dx.doi.org/10.35489/bsg-rise-ri_2021/028.

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Many education systems in low- and middle-income countries are experiencing a learning crisis. Many efforts to address this crisis do not account for the system features of education, meaning that they fail to consider the ways that interactions and feedback loops produce outcomes. Thinking through the feedback relationships that produce the education system can be challenging. The RISE Education Systems Framework, which is sufficiently structured to give boundaries to the analysis but sufficiently flexible to be adapted to multiple scenarios, can be helpful. The RISE Framework identifies four
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Giezendanner, Hardy, and Anna Mensah-Sackey. Weapons and Ammunition Management Country Insight: Central African Republic. UNIDIR, 2023. http://dx.doi.org/10.37559/caap/23/wam/01.

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UNIDIR defines WAM in a comprehensive manner covering the oversight, accountability and governance of conventional arms and ammunition throughout their management cycle, including the establishment of relevant national frameworks, processes and practices for the safe and secure production and acquisition of materiel, stockpiling, transfers, end use control, tracing and disposal. This holistic approach is essential in ensuring that efforts to better regulate arms and ammunition are undertaken in alignment with broader security sector, rule of law, armed violence reduction, counter-terrorism, an
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Vonk, Jaynie. Sustainable Water and Sanitation in Zambia: Impact evaluation of the 'Urban WASH' project. Oxfam GB, 2021. http://dx.doi.org/10.21201/2021.7284.

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The ‘Urban WASH' project was implemented in George and Chawama compounds in Lusaka between July 2013 and June 2017 by Oxfam and Village Water Zambia. The project aimed to improve provision and sustainable management of WASH services by engaging citizens to hold duty bearers and service providers to account. Oxfam collaborated with local institutions on an array of activities, engaging stakeholders to create a conducive environment for service provision and improving capacities and practices. This Effectiveness Review evaluates the success of this project to increase the sustainability of water
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