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Key Account Management: Building on Supplier and Buyer Perspectives (Cranfield Report)
Key Account Management Building on Supplier and Buyer Perspectives - Cranfield Report
Author: Malcolm McDonald, Diana Woodburn
Key account management (KAM) has been developed in an attempt to counter increasing market turbulence. Suppliers and customers are seeking closer relationships to reduce their exposure to the risks posed by globalisation, economic instability and technological change. But whilst the importance of KAM is now widely recognised, there is still a gr...  more »
ISBN-13: 9780273644262
ISBN-10: 0273644262
Publication Date: 6/25/1999
Pages: 160
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Publisher: Financial Times Prentice Hall
Book Type: Paperback
Members Wishing: 0
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