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Handbook of Strategic Account Management: A Comprehensive Resource by Diana Woodburn, Kevin Wilson

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Index

abandonment of SAM programme

ABB

Abratt, R.

account portfolio definition

account portfolio management (APM)

see also portfolio analysis

accountancy value added

activities

configurational approach

interface

activity-based costing (ABC)

actors

configurational approach

number of

adaptation

facilitation problems

switching costs

adaptiveness

administration

agility

agreeableness

Airbus

Al-Hasan, F.B.

Alajoutsijärvi, K.

ALDI

Alejandro, T.B.

alignment

high-trust relationships

inter-organizational

intra-organizational

operational

planning

strategic

supply chain partners

Aliouat, B.

alliances

Amazon

Anderson, J.C.

Andersson, D.

Ang, L.

annual processes

Apple

arbiters

Ariely, Dan

Arnold, D.

Asanuma, B.

asset specificity

AstraZeneca

Ata, Z.

Atanasova, Yana

audit process

authority

lack of

team empowerment

automotive industry

Avis Budget

Axelrod, R.

BAA Airports

Baccarini, D.

Backer, Y.

Bagozzi, R.P.

Bailey, D.E.

Baird

balanced initiative

Baldwin, C.Y.

Barclay's Bank

Barney, Jay

Barrett, J.

Barrick, M.R.

barriers to entry

basic KAM

Bauwen, G.A.

‘beautiful exit’

Beer, M.

behavioural economics

behavioural uncertainty

Belk, R.W.

‘benefit selling’

Bengtsson, M.

Bernstein, P.L.

best practice

Beth, S.

BG Group

bilateral governance

Billett, M.T.

Bink, Audrey

Biong, H.

Birkinshaw, J.

Bititci, U.S.

Black and Decker

Blois, K.

BMW

Boeing

Bohling, T.R.

Boles, J.S.

Bolton, R.N.

Bosch Automotive Aftermarket (BAA)

boundary spanning

facilitation role

global account management

importance of

political ...

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