scholarly journals The role of financial and marketing indicators in the function of ranking the key accounts

2018 ◽  
pp. 99-110
Author(s):  
Vesna Damnjanović ◽  
Veljko Dmitrović ◽  
Snežana Knežević
Keyword(s):  
Key Accounts

Coopetition and framework contracts in industrial customer-supplier relationships

2014 ◽  
Vol 17 (1) ◽  
pp. 43-57 ◽  
Author(s):  
Sylvie M. Lacoste
Keyword(s):  
Price Competition ◽  
Supplier Relationships ◽  
Content Type ◽  
Industrial Setting ◽  
Key Accounts ◽  
Effective Use ◽  
The Relationship ◽  
Business To Business

Purpose – The paper aims to investigate how business-to-business key accounts deal with the consequent tension between cooperation and competition, and how they can resolve that relational paradox, using framework contracts. Design/methodology/approach – The paper argues that the role played by framework contracts can be ambivalent: as a tool to define cooperation with suppliers while simultaneously organising competition within suppliers, but by formalising such ambivalence, it does help to ease the tensions that may arise. To clarify such a conceptual and counter-intuitive ambivalence, the paper uses a case study that shows how framework contracts are used to solve the inherent tensions between cooperation with “preferred suppliers” and their price competition with invited “challengers”, in a competitive bidding situation. Findings – This study is a first step in an investigation of the role of framework contracts in a customer-supplier relationship, aiming to explain their use as they highlight the “coopetitive” nature of the relationship, turning it into something tangible and psychologically acceptable. Research limitations/implications – Because of the complexity of vertical “coopetition” and the research method adopted, the findings may not be generally applicable. Practical implications – This research offers an enlarged perspective for suppliers as well as customers to think over their own relationships (in an industrial setting). Originality/value – Little research has been conducted to date on vertical coopetition and the role and effects of framework contracts in the context of such complex customer-supplier relationships. This case study offers insights for practising managers and academics into the effective use of framework contracts.

scholarly journals The role of senior executives in managing key customers in Arab context

2017 ◽  
Vol 32 (6) ◽  
pp. 825-835 ◽  
Author(s):  
Fawaz Baddar ALHussan ◽  
Faten Baddar AL-Husan ◽  
Lulu Alhesan
Keyword(s):  
Middle East ◽  
Senior Management ◽  
Senior Managers ◽  
Content Type ◽  
Account Management ◽  
Key Account ◽  
The World ◽  
Key Accounts ◽  
Key Customer

Purpose The purpose of this paper is to explore the role of senior managers in managing intra-and inter-organizational relationships with key customers and the factors that influence such involvement in a novel context in the Arab Middle East region. Design/methodology/approach An exploratory qualitative research design was used in which 68 face-to-face semi-structured interviews were conducted in Jordan with endogenous and Western firms. Findings Top/senior managers play a significant role in Arab business relationships and in creating value for the firms. Their involvement in key accounts is imperative at all levels – strategic, operational, and relational – mainly due to cultural and institutional factors that are unique to the Arab context. Research limitations/implications The study is limited to operations in one emerging country situated in a novel setting in one particular region of the world, which is the Middle East. Practical implications Arab senior managers’ participation is imperative and should continue with their relatively intense involvement with key accounts. For foreign investors operating in that part of the world, it is highly recommended that senior management have a more a hands-on approach when dealing with the Arab key customer and to focus more on the relational aspect of key account management than on the organizational aspect. Originality/value This paper adds to the very limited number of studies on senior management involvement in key account management, making a theoretical and practical contribution and adding insight on how to manage the relationship with the Arab key customer.

Role of dactinomycin in the improved survival of children with Wilms' tumor

JAMA ◽  
1966 ◽  
Vol 195 (12) ◽  
pp. 1005-1009 ◽  
Author(s):  
D. J. Fernbach
Keyword(s):  
Wilms Tumor

Role of the allergist in diagnosis and management of patients with uveitis

JAMA ◽  
1966 ◽  
Vol 195 (3) ◽  
pp. 167-172 ◽  
Author(s):  
T. E. Van Metre
Keyword(s):  
Diagnosis And Management

The power of norms to sway fused group members

2018 ◽  
Vol 41 ◽  
Author(s):  
Winnifred R. Louis ◽  
Craig McGarty ◽  
Emma F. Thomas ◽  
Catherine E. Amiot ◽  
Fathali M. Moghaddam
Keyword(s):  
Evolutionary Anthropology ◽  
Normative Systems ◽  
Violent Extremism ◽  
Identity Fusion ◽  
Group Members

AbstractWhitehouse adapts insights from evolutionary anthropology to interpret extreme self-sacrifice through the concept of identity fusion. The model neglects the role of normative systems in shaping behaviors, especially in relation to violent extremism. In peaceful groups, increasing fusion will actually decrease extremism. Groups collectively appraise threats and opportunities, actively debate action options, and rarely choose violence toward self or others.

Elaborating the role of reflection and individual differences in the study of folk-economic beliefs

2018 ◽  
Vol 41 ◽  
Author(s):  
Kevin Arceneaux
Keyword(s):  
Decision Making ◽  
Individual Differences ◽  
Cognitive Processes ◽  
Evolutionary History ◽  
Behavioral Responses ◽  
History Of ◽  
Economic Beliefs

AbstractIntuitions guide decision-making, and looking to the evolutionary history of humans illuminates why some behavioral responses are more intuitive than others. Yet a place remains for cognitive processes to second-guess intuitive responses – that is, to be reflective – and individual differences abound in automatic, intuitive processing as well.

The role of affect in feelings of obligation

2020 ◽  
Vol 43 ◽  
Author(s):  
Stefen Beeler-Duden ◽  
Meltem Yucel ◽  
Amrisha Vaish
Keyword(s):  
Positive Emotions ◽  
The Creation ◽  
Sense Of Obligation

Abstract Tomasello offers a compelling account of the emergence of humans’ sense of obligation. We suggest that more needs to be said about the role of affect in the creation of obligations. We also argue that positive emotions such as gratitude evolved to encourage individuals to fulfill cooperative obligations without the negative quality that Tomasello proposes is inherent in obligations.

Refining our understanding of the “elephant in the room”

2020 ◽  
Vol 43 ◽  
Author(s):  
Andrew Whiten
Keyword(s):  
Social Cognition ◽  
Cultural Evolution ◽  
Cognitive Abilities ◽  
Critical Factors ◽  
Technological Culture

Abstract The authors do the field of cultural evolution a service by exploring the role of non-social cognition in human cumulative technological culture, truly neglected in comparison with socio-cognitive abilities frequently assumed to be the primary drivers. Some specifics of their delineation of the critical factors are problematic, however. I highlight recent chimpanzee–human comparative findings that should help refine such analyses.

Choosing a Markov blanket

2020 ◽  
Vol 43 ◽  
Author(s):  
Thomas Parr
Keyword(s):  
Markov Blanket ◽  
Target Article ◽  
The Relationship

Abstract This commentary focuses upon the relationship between two themes in the target article: the ways in which a Markov blanket may be defined and the role of precision and salience in mediating the interactions between what is internal and external to a system. These each rest upon the different perspectives we might take while “choosing” a Markov blanket.

Alpha-Effect, Current and Kinetic Helicities for Magnetically Driven Turbulence, and Solar Dynamo

2000 ◽  
Vol 179 ◽  
pp. 387-388
Author(s):  
Gaetano Belvedere ◽  
V. V. Pipin ◽  
G. Rüdiger
Keyword(s):  
Southern Hemisphere ◽  
Northern Hemisphere ◽  
Convection Zone ◽  
Solar Surface ◽  
Momentum Transport ◽  
Angular Momentum Transport ◽  
Magnetic Buoyancy ◽  
Alpha Effect ◽  
Current Helicity

Extended AbstractRecent numerical simulations lead to the result that turbulence is much more magnetically driven than believed. In particular the role ofmagnetic buoyancyappears quite important for the generation ofα-effect and angular momentum transport (Brandenburg & Schmitt 1998). We present results obtained for a turbulence field driven by a (given) Lorentz force in a non-stratified but rotating convection zone. The main result confirms the numerical findings of Brandenburg & Schmitt that in the northern hemisphere theα-effect and the kinetic helicityℋkin= 〈u′ · rotu′〉 are positive (and negative in the northern hemisphere), this being just opposite to what occurs for the current helicityℋcurr= 〈j′ ·B′〉, which is negative in the northern hemisphere (and positive in the southern hemisphere). There has been an increasing number of papers presenting observations of current helicity at the solar surface, all showing that it isnegativein the northern hemisphere and positive in the southern hemisphere (see Rüdigeret al. 2000, also for a review).

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