Matches in SemOpenAlex for { <https://semopenalex.org/work/W2108951909> ?p ?o ?g. }
- W2108951909 abstract "Abstract 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 programmes. It draws on in-depth research at over twenty major US 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. The book teachers how to think about managing global customers in the context of their overall global strategy, develop effective global customer management programmes, overcome barriers to implementation and success, build better relationships with important customers, and 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. It takes a systematic and logic driven approach, yet provides many creative insights and practical advice. The book 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." @default.
- W2108951909 created "2016-06-24" @default.
- W2108951909 creator A5052375807 @default.
- W2108951909 date "2007-09-06" @default.
- W2108951909 modified "2023-09-25" @default.
- W2108951909 title "Managing Global Customers" @default.
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