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Item Details
Title:
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MANAGING GLOBAL CUSTOMERS
AN INTEGRATED APPROACH |
By: |
George S. Yip, Audrey J.M. Bink |
Format: |
Hardback |
List price:
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£69.00 |
Our price: |
£60.38 |
Discount: |
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You save:
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£8.62 |
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ISBN 10: |
019922983X |
ISBN 13: |
9780199229833 |
Availability: |
Usually dispatched within 1-3 weeks.
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Stock: |
Currently 0 available |
Publisher: |
OXFORD UNIVERSITY PRESS |
Pub. date: |
6 September, 2007 |
Pages: |
288 |
Description: |
This book highlights the rewards of taking a step beyond global account management to create a Global Customer Management approach, integrating globally all aspects of the relationship between supplier and customer. It gives a framework that guides international companies in using their relationships with global customers to their full potential. |
Synopsis: |
Multinational companies need to manage their relationships with multinational customers with a globally integrated approach. This book provides a systematic framework for developing and implementing such global customer management programs. It draws on in-depth research at over 20 major U.S. and European multinational companies, such as ABB, Bechtel, BP, Bosch, British Airways, Carrefour, Daimler-Chrysler, Hewlett-Packard, HSBC, IBM, Schlumberger, Shell, Siemens, Tesco, Unilever, Vodafone, Wal-Mart, and Xerox. Readers will learn how to * think about managing global customers in the context of their overall global strategy * develop effective global customer management programs * overcome barriers to implementation and success * build better relationships with important customers * get the entire company to engage with managing global customers This book takes a strategic, total business, and not just sales approach to managing global customers. It also takes a customer as well as a supplier perspective. The book provides guidance on both strategy and implementation.Yip and Bink's Managing Global Customers takes a systematic and logic driven approach, yet provides many creative insights and practical advice. Managing Global Customers highlights the rewards of taking a step beyond global account management to create a Global Customer Management approach, integrating globally all aspects of the relationship between supplier and customer. The book gives a framework that guides international companies in using their relationships with global customers to their full potential. George Yip, author of the widely-praised Total Global Strategy, and Audrey Bink tackle in-depth one of the most important aspects of global strategy: How to manage global customers. |
Illustrations: |
Numerous figures and tables |
Publication: |
UK |
Imprint: |
Oxford University Press |
Returns: |
Returnable |
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