This research plans to evaluate the changes and evolutions from the real world of key account management compared to literature review： How decisions are taken, what processes help to be successful on tenders, how to...This research plans to evaluate the changes and evolutions from the real world of key account management compared to literature review： How decisions are taken, what processes help to be successful on tenders, how to cooperate on a world basis, what methods facilitate conclusions. This work looks for a measure of evolution and changes during a negotiation process by KAM compared to existing literature research. Key account negotiators take strategic dimensions into account when starting a negotiation process. They measure the cost of negotiations, help their clients to position themselves properly, and develop partnerships. In general, researchers are more interested in organization and clients than in integrated processes. The process analysis is built on an in-depth analysis of Key Account Management （KAM） on three matters： an in-depth interview of 20 Key Account Managers from such companies as Air Liquide, Matra, Alcatel, GEC Alstom, Bull, EADS, PPG, an advertising agency and Omnicom on prospecting, partnerships, client’s effectiveness optimization, client’s qualification, lobbies, networks, international accounts. This research shows how KAM faces complex situations, how training and monitoring bring solutions to difficult situations, how information is managed through transparency relationships, TV shows, press media, information from shows and fairs, competitors evaluation. This work conceptualizes the KAM negotiation process and permits to managers to identify the different negotiation steps from their numerous mutual professional witnesses. The number of companies could have been larger, but we interviewed each salesperson in depth. Future work on key account salespeople should consider the following subjects： influence of KAM on tenders. Which ethical steps KAM can take with client companies to improve results. Innovation perception by clients is as a tool for success.展开更多
Urban competitiveness has been the hot topic for researches and studies over years. The aim of this paper is to elaborate urban competitiveness. First, definition of competitiveness is discussed in detail and then the...Urban competitiveness has been the hot topic for researches and studies over years. The aim of this paper is to elaborate urban competitiveness. First, definition of competitiveness is discussed in detail and then the differences of competitiveness of nations and enterprises are presented. In Section 2, urban competitiveness is defined. Since the assessment of urban competitiveness is the focus of many studies, Section 3 elaborates four models or frameworks for assessing urbancompetitiveness. Last, but by no means the least, Chengdu has been discussed as a case on how to improve urban competitiveness. Three suggestions are put forward, which are clustering strategy, more efficient governance and urban marketing campaigns respectively.展开更多
文摘This research plans to evaluate the changes and evolutions from the real world of key account management compared to literature review： How decisions are taken, what processes help to be successful on tenders, how to cooperate on a world basis, what methods facilitate conclusions. This work looks for a measure of evolution and changes during a negotiation process by KAM compared to existing literature research. Key account negotiators take strategic dimensions into account when starting a negotiation process. They measure the cost of negotiations, help their clients to position themselves properly, and develop partnerships. In general, researchers are more interested in organization and clients than in integrated processes. The process analysis is built on an in-depth analysis of Key Account Management （KAM） on three matters： an in-depth interview of 20 Key Account Managers from such companies as Air Liquide, Matra, Alcatel, GEC Alstom, Bull, EADS, PPG, an advertising agency and Omnicom on prospecting, partnerships, client’s effectiveness optimization, client’s qualification, lobbies, networks, international accounts. This research shows how KAM faces complex situations, how training and monitoring bring solutions to difficult situations, how information is managed through transparency relationships, TV shows, press media, information from shows and fairs, competitors evaluation. This work conceptualizes the KAM negotiation process and permits to managers to identify the different negotiation steps from their numerous mutual professional witnesses. The number of companies could have been larger, but we interviewed each salesperson in depth. Future work on key account salespeople should consider the following subjects： influence of KAM on tenders. Which ethical steps KAM can take with client companies to improve results. Innovation perception by clients is as a tool for success.
文摘Urban competitiveness has been the hot topic for researches and studies over years. The aim of this paper is to elaborate urban competitiveness. First, definition of competitiveness is discussed in detail and then the differences of competitiveness of nations and enterprises are presented. In Section 2, urban competitiveness is defined. Since the assessment of urban competitiveness is the focus of many studies, Section 3 elaborates four models or frameworks for assessing urbancompetitiveness. Last, but by no means the least, Chengdu has been discussed as a case on how to improve urban competitiveness. Three suggestions are put forward, which are clustering strategy, more efficient governance and urban marketing campaigns respectively.
