scholarly journals Managing Key Accounts in the Readymade Garments Industry: To What Extent Bangladeshi Companies Perform

2018 ◽  
Vol 5 (4) ◽  
pp. 57-65
Author(s):  
Kawsar Ahmmed ◽  
◽  
Nor Azila Mohd. Noor
Keyword(s):  
Key Accounts

scholarly journals Strategic account management as a value co-creation selling model in the pharmaceutical industry

2017 ◽  
Vol 32 (2) ◽  
pp. 310-325 ◽  
Author(s):  
Francois Pilon ◽  
Elias Hadjielias
Keyword(s):  
Pharmaceutical Industry ◽  
Pharmaceutical Company ◽  
Value Added ◽  
Pharmaceutical Companies ◽  
Design Data ◽  
Content Type ◽  
Qualitative Research Design ◽  
Account Management ◽  
A Value ◽  
Key Accounts

Purpose This study aims to explore the dynamics enabling strategic account management (SAM) to function as a value co-creation selling model in the pharmaceutical industry. Design/methodology/approach Using an inductive qualitative research design, data are collected within 11 industry customers in Canada. This work focuses on hospitals as strategic accounts of pharmaceutical companies, exploring SAM value co-creation in the “hospital-pharmaceutical company” relationship. Findings The findings suggest the presence of two key dimensions that can enable a value co-creation SAM model in the hospital-pharmaceutical relationship: “customer-tailored value-added initiatives” and “relationship enhancers”. Customer-tailored value-added initiatives explain the activities that are central to the hospital-pharmaceutical company relationship and can lead to the provision of value added that is unique to the hospital. Relationship enhancers explain the activities that can help strengthen hospital-pharmaceutical company relations in the pursuit of enhanced value-added interactions between the two parties. The research demonstrates a cyclical relationship between “customer-tailored value-added initiatives” and “relationship enhancers”, leading to value co-creation through a SAM model. Practical implications The study informs pharmaceutical industry practitioners on how to improve their value proposition through new, more sustainable selling practices. It offers information on implementing a value co-creation SAM model, which can enable pharmaceutical companies to sustain long-lasting value-added relationships with key accounts such as hospitals. Originality/value The study contributes to the field of SAM by conceptualizing SAM as a value co-creation system. It introduces new knowledge in pharmaceutical marketing by offering empirical insight on the applicability and use of SAM in the hospital-pharmaceutical company dyad.

Relational key account management: insights from the Middle Eastern context

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Nada Saleh Badawi ◽  
Moustafa Battor ◽  
Saeed Badghish
Keyword(s):  
Social Capital ◽  
Relationship Quality ◽  
Middle Eastern ◽  
Key Account Management ◽  
Content Type ◽  
The Third ◽  
Account Management ◽  
Key Account ◽  
Multiple Case ◽  
Key Accounts

Purpose The purpose of this study is to explore relational aspects of key account management (KAM) in terms of social capital and relationship quality. The second objective was to identify the main dimensions that shape social capital and relationship quality within the KAM context. Finally, the third objective was to explore how relational KAM is practiced in the Middle Eastern context. Design/methodology/approach This study used a qualitative methodology and a multiple case design. Semi-structured interviews were carried out with a sample of senior executives from large Saudi firms. Findings The results highlight the importance of relationship quality and social capital to KAM implementation. A multiple case study was used to build a relational framework for KAM in the Middle Eastern context. Practical implications Three strategies were identified for use within the context of KAM in the Saudi market. The first strategy consisted of a means of attracting potential customers. The second strategy involved communication, aimed at maintaining frequent contact with key accounts. Finally, the third strategy was concentrated in maintenance to help sustain the relationship with key accounts. Originality/value This study extends understanding and the application of KAM to the Middle Eastern context, contributing to social capital, relationship quality and the KAM literature.

scholarly journals Modes of narrativity in the short history of Nikephoros of Constantinople

2015 ◽  
pp. 9-29
Author(s):  
Dragoljub Marjanovic
Keyword(s):  
Short History ◽  
Specific Manner ◽  
History Of ◽  
Mutual Relations ◽  
Key Accounts ◽  
Imperial Governance ◽  
The Church ◽  
Original Approach

Modes of narrativity applied in the Short history by Nikephoros of Constantinople are investigated on the basis of several key accounts which form a specific message of the author on the level of his entire work. This specific manner of literary presentation is particularly manifested in Nikephoros? original approach in portrayal of the Byzantine emperors and the patriarchs of Constantinople of the 7th and 8th centuries, thus embedding a specific idea of both imperial governance personalized in the reign of emperor Herakleios, and mutual relations between the Empire and the patriarchs of the Church of Constantinople, as presented in the accounts of patriarchs Sergios and Pyrrhos.

The Great Exhibition, 1851

2017 ◽  
Author(s):  
Jonathon Shears
Keyword(s):  
Royal Commission ◽  
Primary Material ◽  
Teachers And Students ◽  
The Subject ◽  
Key Accounts ◽  
First Time ◽  
Victorian Age ◽  
Selection Of ◽  
Great Exhibition

This Sourcebook is the first of its kind to provide a comprehensive selection of carefully edited primary material on the subject of the Great Exhibition of 1851. The book allows teachers and students to study the iconic event of the Victorian age in its original context through the eyes of those who witnessed and wrote about it. The sources reproduced here – many for the first time in their entirety – include excerpts from the official guidebook to the Exhibition, newspapers and magazines, diaries and correspondence, poetry and stories and the records and correspondence of the Royal Commission. The sources are arranged by themes in six chapters – Origins and Organisation, Display, Nation, Empire and Ethnicity, Gender, Class and Afterlives – prefaced by critical introductions that establish the major scholarly trends in writing about the Exhibition. The book is hospitable to both new readers requiring an introduction to the subject and experienced researchers in the field looking for a resource where the key accounts of the Exhibition can all be found in one place.

Venture Accounting in Medieval Business Management

1945 ◽  
Vol 19 (5) ◽  
pp. 164-173 ◽  
Author(s):  
Frederic C. Lane
Keyword(s):  
Business Management ◽  
Main Concern ◽  
Key Accounts ◽  
The Cost

From its beginning, accounting has been shaped by the needs of the business man and has in turn affected the handling of business problems. A clear illustration of this is the contrast between the system of accounts found in the ledgers of Florentine cloth manufacturers and the system of accounts found in the ledgers of Venetian merchants of the fifteenth and sixteenth centuries. Cloth manufacturers such as the younger branch of the Medici arranged their entries under a Wage account, a Wool account, a Cloth Sales account, and so on, because their main concern was to keep track of these materials or obligations. The Venetians, being mainly exporters and importers, were concerned chiefly with keeping track of wares shipped, wares received, and amounts owed by or to agents. Accordingly, the distinctive, key accounts in Venetian books are (a) the accounts opened for each kind or lot of merchandise received, and (b) the accounts debited when wares were shipped. The latter are best called shipment, or venture, accounts. For example, when a Venetian merchant bought Florentine cloth to ship it to Constantinople, he opened a Florentine Cloth account in which he entered as debits all the costs of the cloth including the cost of packing it for shipment.

scholarly journals Key Account Management: Decisions Sciences in Practice

2020 ◽  
Vol 8 (6) ◽  
pp. 4545-4550
Keyword(s):  
Management Decisions ◽  
Key Account Management ◽  
Account Management ◽  
Shell Matrix ◽  
Value Contribution ◽  
Gold Silver ◽  
Key Account ◽  
Key Accounts ◽  
Individual Accounts ◽  
The Way

Key Account Management (KAM) has been vastly misunderstood, in not just in Indian companies but in many western companies too. India has a slew of multinationals, but they have also fallen into the trap of classifying key accounts by just sorting their accounts in a descending order and drawing a line based just on the contribution of the account to the top line. This paper will examine an alternate method of identifying and categorizing accounts and not just in the form of labels like A, B, C or platinum, gold, silver etc. Procedure: It will be our effort to examine various factors that, in addition to the value contribution to the supplier, that can be consolidated under two main criteria viz: 1) Attractiveness of the account to the supplier and 2) how attractive is the supplier to the buyer(account) under consideration. For this, we will be using a ‘modified’ GE/Shell matrix. An area, which will discuss en passant, is how do we evaluate the key accounts based on the above matrix and the way resources should be allocated for each category as a whole, and subsequently drill down to individual accounts. Implication: This paper should provide an insight to the students of management to understand an alternate way to classify their key accounts and also to the practitioners in industry to have a new look at how key accounts can be redefined.

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