Book Cover
E-book
Author Yip, George S.

Title Managing global customers : an integrated approach / George S. Yip, Audrey J.M. Bink
Published Oxford ; New York : Oxford University Press, 2007
Online access available from:
ProQuest Ebook Central Subscription    View Resource Record  
Oxford Scholarship Online Archive    View Resource Record  

Copies

Description 1 online resource (xiii, 272 pages)
Contents Preface; PART I: FOUNDATION; 1. Managing Globally; 2. Exploiting Globalization Drivers and Potential; 3. Integrating GCM with Global Strategy and Organization; 4. Structuring the Global Customer Management Program; PART II: KEY CHOICES; 5. Selecting and Managing Global Accounts; 6. Empowering Global Account Managers; 7. Building the Global Account Team; PART III: SUPPORTING TOOLS; 8. Managing Knowledge; 9. Rewarding and Motivating the Team; PART IV: PROCESS; 10. Developing For Ongoing Effectiveness; 11. Winning with Critical Success Factors; PART V: CASE STUDIES
Summary Highlighting the rewards of taking a step beyond global account management to create a Global Customer Management approach integrating all aspects of the relationship between supplier and customer, this book guides international companies in using their relationships with global customers to their full potential
Bibliography Includes bibliographical references (pages 245-257) and index
Notes English
Print version record
Subject Customer relations -- Management.
International business enterprises -- Management.
Form Electronic book
Author Bink, Audrey J. M.
LC no. 2007020335
ISBN 0191528048 (electronic bk.)
0191696374
019922983X (Cloth)
143561772X (electronic bk.)
9780191528040 (electronic bk.)
9780191696374
9780199229833 (Cloth)
9781435617728 (electronic bk.)