Managing Global Customers
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Managing Global Customers
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Author : George S. Yip
language : en
Publisher: OUP Oxford
Release Date : 2007-09-06
Managing Global Customers written by George S. Yip and has been published by OUP Oxford this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-09-06 with Business & Economics categories.
Multinational companies need to manage their relationships with multinational customers with a globally integrated approach. This book provides a systematic framework for developing and implementing such global customer management programs. It draws on in-depth research at over 20 major U.S. and European multinational companies, such as ABB, Bechtel, BP, Bosch, British Airways, Carrefour, Daimler-Chrysler, Hewlett-Packard, HSBC, IBM, Schlumberger, Shell, Siemens, Tesco, Unilever, Vodafone, Wal-Mart, and Xerox. Readers will learn how to · think about managing global customers in the context of their overall global strategy · develop effective global customer management programs · overcome barriers to implementation and success · build better relationships with important customers · get the entire company to engage with managing global customers This book takes a strategic, total business, and not just sales approach to managing global customers. It also takes a customer as well as a supplier perspective. The book provides guidance on both strategy and implementation. Yip and Bink's Managing Global Customers takes a systematic and logic driven approach, yet provides many creative insights and practical advice. Managing Global Customers highlights the rewards of taking a step beyond global account management to create a Global Customer Management approach, integrating globally all aspects of the relationship between supplier and customer. The book gives a framework that guides international companies in using their relationships with global customers to their full potential. George Yip, author of the widely-praised Total Global Strategy, and Audrey Bink tackle in-depth one of the most important aspects of global strategy: How to manage global customers.
Managing Global Customers
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Author : George S. Yip
language : en
Publisher:
Release Date : 2009
Managing Global Customers written by George S. Yip and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009 with categories.
Successful Global Account Management
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Author : Kevin Wilson
language : en
Publisher: Kogan Page Publishers
Release Date : 2002
Successful Global Account Management written by Kevin Wilson and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002 with Business & Economics categories.
Based on a major global research study into Global Account Management (GAM), Successful Global Account Managment shows companies how to adopt a radically different approach to dealing with their key accounts to operate as truly global suppliers.
Managing Global Strategy
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Author : William H. A. Johnson
language : en
Publisher: Routledge
Release Date : 2020-10-21
Managing Global Strategy written by William H. A. Johnson and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-10-21 with Business & Economics categories.
This concise, practical textbook clearly explains how to go about developing and implementing a global strategy for any organization, from Born Global start-ups, to more established large companies struggling to manage their global extensions, to nonprofits including non-governmental organizations (NGOs) and charities. Written clearly and concisely, this volume brings together multiple tools, models and frameworks into one resource to guide a successful global strategy development and implementation process. Issues covered include: • Internal and external environmental analyses; • Cross-cultural communication; • Structural considerations; • Leadership and motivation; • Foreign market entry, mergers, alliances and acquisitions. Upper-level undergraduate and postgraduate students of global business will appreciate this accessible guide to a highly complex endeavor, as will practicing managers in global organizations seeking a ready reference. Instructors will also value the outline of a semester-long project keyed to the book, developed and tested by the author.
Customer Relationship Management
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Author : Gerhard Raab
language : en
Publisher: CRC Press
Release Date : 2016-05-13
Customer Relationship Management written by Gerhard Raab and has been published by CRC Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-05-13 with Business & Economics categories.
Customer Relationship Management is the first book to explore the benefits to the firm of a globally integrated approach to the management philosophy of Customer Relationship Management (CRM). The best hope for achieving a sustainable competitive advantage in a global marketplace is by means of better understanding which customers are in the best position to experience long-term, profitable relationships for the globally oriented firm. This book offers both an academic and a practical viewpoint of the importance of CRM in a global framework. It integrates the topics of knowledge management, total quality management, and relationship marketing with the goal of explaining the benefits of CRM for internationally active firms. The authors have included six case studies which allow the reader to undertake the role of CRM consultant in a 'learning by doing' approach. The book should be required reading for all business executives who desire a customer-oriented approach to success, and for all students of business who desire to gain insight into a relationship management approach which will become ever-more important in the years ahead.
Diverse Methods In Customer Relationship Marketing And Management
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Author : In Lee
language : en
Publisher: Business Science Reference
Release Date : 2018
Diverse Methods In Customer Relationship Marketing And Management written by In Lee and has been published by Business Science Reference this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018 with Business & Economics categories.
"This book addresses critical success factors for customer relationship marketing implementation, activities that are affected by the use of customer relationship marketing programs, and consequent performance outcomes. It documents the role of customer relationship marketing in different sectors and industries and identifies marketing activities that are affected by its usage"--
Managing Global Supply And Risk
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Author : Robert J. Trent
language : en
Publisher: J. Ross Publishing
Release Date : 2009-09-15
Managing Global Supply And Risk written by Robert J. Trent and has been published by J. Ross Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-09-15 with Business & Economics categories.
This work focuses on three distinct but related topics - international purchasing, global supply management, and global risk management - to provide readers with comprehensive coverage of every aspect of global supply management.
Global Account Management
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Author : Peter Cheverton
language : en
Publisher: Kogan Page Publishers
Release Date : 2006-04-03
Global Account Management written by Peter Cheverton and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-04-03 with Business & Economics categories.
The aim of the book is to highlight the significant challenges of Global Account Management and to guide the reader through the process of decisions and actions required to make it a success. Global Account Management explores topics such as the critical success factors; understanding the global buyer; understanding the customer's decision making process; making it happen - structure and the persuasive process; the Global Account Plan; and cultural diversity. The implications of making the wrong decisions are enormous - Global Account Management is about deciding the fate of relationships with major customers, committing a business to a series of significant investments and most importantly of all - securing the future success of a company.
Customer Relationship Management Strategies In The Digital Era
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Author : Nasır, Süphan
language : en
Publisher: IGI Global
Release Date : 2015-03-31
Customer Relationship Management Strategies In The Digital Era written by Nasır, Süphan and has been published by IGI Global this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-03-31 with Business & Economics categories.
In today’s global economy, social media and technological advances have changed the way businesses interact with their clientele. With new forms of communication and IT practices, companies seek innovative practices for maintaining their consumer loyalty. Customer Relationship Management Strategies in the Digital Era blends the literature from the fields of marketing and information technology in an effort to examine the effect that technological advances have on the interaction between companies and their customers. Through chapters and case studies, this publication discusses the importance of achieving competitive advantage through implementing relationship marketing practices and becoming consumer-centric. This publication is an essential reference source for researchers, professionals, managers, and upper level students interested in understanding customer loyalty in a technology-focused society.
Sales Management
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Author : Earl D. Honeycutt
language : en
Publisher: Psychology Press
Release Date : 2003
Sales Management written by Earl D. Honeycutt and has been published by Psychology Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with Business & Economics categories.
Designed to prepare upper-level undergraduate and graduate business students for work in the exciting field of global sales management, this text focuses upon the managerial and cross-cultural aspects necessary for leading the global sales force.