Strategic account management in an emerging economy
| dc.contributor.author | Al-Husan, Faten Z. Baddar | en_GB |
| dc.contributor.author | Brennan, Ross | en_GB |
| dc.date.accessioned | 2012-11-05T15:05:02Z | en |
| dc.date.available | 2012-11-05T15:05:02Z | en |
| dc.date.issued | 2009 | en |
| dc.identifier.citation | Al-Husan, F.B., Brennan, R. (2009) 'Strategic account management in an emerging economy' Journal of Business & Industrial Marketing 24 (8):611-620 | en_GB |
| dc.identifier.issn | 0885-8624 | en |
| dc.identifier.doi | 10.1108/08858620910999475 | en |
| dc.identifier.uri | http://hdl.handle.net/10547/251005 | en |
| dc.description.abstract | The purpose of this paper is to examine “strategic account management” at a large telecommunications operator in a developing country (“Arab Telco”).The paper presents an in-depth single-company case study.The paper examines the direct transfer of a well-known Western management technique – i.e. strategic account management – to a major company in an emerging economy in the Arab world. | |
| dc.language.iso | en | en |
| dc.publisher | Emerald | en_GB |
| dc.relation.url | http://www.emeraldinsight.com/10.1108/08858620910999475 | en_GB |
| dc.title | Strategic account management in an emerging economy | en |
| dc.type | Article | en |
| dc.identifier.journal | Journal of Business & Industrial Marketing | en_GB |
| html.description.abstract | The purpose of this paper is to examine “strategic account management” at a large telecommunications operator in a developing country (“Arab Telco”).The paper presents an in-depth single-company case study.The paper examines the direct transfer of a well-known Western management technique – i.e. strategic account management – to a major company in an emerging economy in the Arab world. |
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CLI aims to explore the nature of leadership needed for healthy, effective, high performing and sustainable organisations, stimulate research and research-related activity within the sphere of management, in particular with regard to the strategic direction of organizations and the management and development of human resources.