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
Public procurement （PP） is considered as one of the key most important functions of any government across the world. Over the years, it has been argued by the scholars that third party engagement （except government...Public procurement （PP） is considered as one of the key most important functions of any government across the world. Over the years, it has been argued by the scholars that third party engagement （except government officials and bidders） in procurement system facilitates to achieve good governance in this sector. In this regard, it is generally expected that third-party monitoring （TPM） of PP, especially monitoring by citizens might earn the trust and confidence of the people in government activities. This study aims at exploring the roles of media in promoting citizen engagement （CE） in PP in order to make the procurement process impartial, efficient, effective, and accountable. The study uses a qualitative methodology in conducting the research with the data being collected through key informant interview, semi-structured interviews, Focus Group Discussions （FGD）, secondary document, and literature reviews. The findings of this study suggest that if the media can play an effective role, the procurement literacy rate will be increasing. Hence, an enabling environment could be created where people will feel at ease to talk about compliance with procurement rules and acts. Hence, media may act as a catalyst to promote citizens involvement in the PP process to hold the respective groups accountable for their activities.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Public procurement （PP） is considered as one of the key most important functions of any government across the world. Over the years, it has been argued by the scholars that third party engagement （except government officials and bidders） in procurement system facilitates to achieve good governance in this sector. In this regard, it is generally expected that third-party monitoring （TPM） of PP, especially monitoring by citizens might earn the trust and confidence of the people in government activities. This study aims at exploring the roles of media in promoting citizen engagement （CE） in PP in order to make the procurement process impartial, efficient, effective, and accountable. The study uses a qualitative methodology in conducting the research with the data being collected through key informant interview, semi-structured interviews, Focus Group Discussions （FGD）, secondary document, and literature reviews. The findings of this study suggest that if the media can play an effective role, the procurement literacy rate will be increasing. Hence, an enabling environment could be created where people will feel at ease to talk about compliance with procurement rules and acts. Hence, media may act as a catalyst to promote citizens involvement in the PP process to hold the respective groups accountable for their activities.
