THE DBA FOR KEY ACCOUNT MANAGERS
Key Account Management in Transition: Research, Reflection and Practice for DBAs and Executives
The DBA for Key Account Managers is intended to guide and support Key Account Managers who aspire to undertake the Doctorate of Business Administration (DBA) offered by the Business Science Institute in partnership with the Association for Key Account Management (AKAM), the world’s leading professional association dedicated to Key Account Management.
This book provides Key Account Managers with a rich collection of academic and professional resources offering conceptual, empirical, and managerial perspectives on the major contemporary challenges of Key Account Management (KAM). It brings together original contributions from internationally recognized scholars specializing in Key Account Management, authors of numerous publications in leading international scientific journals and, for the most part, members of the Scientific Council of the Association for Key Account Management (AKAM), alongside distinguished practitioners and experts in the field.
By fostering a dialogue between academic research and managerial practice, the book sheds light on both the current and future challenges facing Key Account Management.
The book is organized into five main sections: Understanding the KAM Domain; Organizing and Orchestrating Key Accounts; Managing People, Teams, and Relational Tensions; Building Future-Ready KAM Capabilities; and Governing and Rewarding KAM Performance.
Fiche technique
Auteurs
CHRISTOPHE FOURNIER
Professeur des universités en sciences de gestionChristophe Fournier est Professeur des universités en sciences de gestion, à l’IAE de Montpellier. Ses travaux, menés dans le cadre de Montpellier Recherche Management portent sur le management des commerciaux, thème sur lequel il co-dirige une dizaine de travaux doctoraux (PhD ou DBA). Depuis une quinzaine d’années, il s’intéresse aux innovations pédagogiques et notamment au E-Learning. En 2019, il est élu Président d’AUNEGe (Université Numérique Thématique en Economie-Gestion). Il oriente de plus en plus ses recherches et ses activités dans ce domaine, en pilotant par exemple des dossiers thématiques dans des revues classées ou en organisant des ateliers de recherche.
CHRISTINE LAI BENNEJEAN
Dr. Lai Bennejean’s research and teaching are guided by the principle “Behind Every Sale Is a Human Being.” She teaches Professional Selling and Sales Management. Her research focuses on B2B buyer-seller relationships, Key Account Team Management, sales force satisfaction and motivation, and sales education. She has published in leading journals including the Journal of Business Research, Industrial Marketing Management, and the European Journal of Marketing.
STEFAN WENGLER
Professor of Marketing & Sales at Hof University of Applied Sciences (Germany) and experienced management consultant. His expertise covers Sales Excellence, Key Account Management, Customer Journey Analysis, and Digital Sales Transformation. Stefan Wengler earned his doctorate on the economic value of Key Account Management and has published more than 50 books and articles.
Dans le même thème
Marketing / Vente / Distribution
MARKÉTHIQUE
EMMANUELLE LE NAGARD
PROSPECTIVE DES MÉTIERS DU COMMERCE
MICHEL DALMAS | MARIUS BERTOLUCCI