Key Account Management Research Papers (original) (raw)

Key Account Management - was ist das? Eine banale Frage, mag der Verkaufsprofi denken. Und doch hat sie ihre Berechtigung. In den folgenden Kapiteln wird gerade diese auf den ersten Blick leicht zu beantwortende Frage gleich mehrfach zu stellen sein - immer wieder begleitet vom Wechsel der Blickrichtung. Und nur wer es versteht, Marketing-Konzeptionen ständig und immer wieder neu in Frage zu stellen, wird auch langfristig erfolgreich am Markt sein.

- by
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- Business, Management, Strategic Management, Media Management
- by Robert Steger
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- Key Account Management, Siemens

There are several kind of Account Plans, from the most simple to the most basic. My position is that the Account Plan should be to the point. this is not a visit report or CRM database. Should have only the necessary info and details so that those assigned or anyone reading it should have a clear info of what's expected out of the plan (where we stand - where we aim)

- by Amaro Araujo
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- Entrepreneurship, Sales Management, B2B Marketing, Key Account Management

Marketing and sales have existed in some form for centuries, but it was in the twentieth century that modern marketing management emerged as a distinct field of study and profession. This chapter narrates that development with reference to marketing practice, academic research, and education, to show how ideas about the scope of marketing broadened, particularly during the decades after World War II. In particular, this chapter examines the ideas from services and relationship marketing that first emerged during and before the 1980s.

- by Alex Gillett and +1
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- Marketing, Education, Operations Management, Higher Education
- by Kawsar Ahmmed
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- Key Account Management

11 th International Conference on Cryptography and Information Security (CRYPIS 2022) focuses on cutting-edge results in Applied Cryptography and Information security. It aims to bring together scientists, researchers and students to exchange novel ideas and results in all aspects of Cryptography, Coding and Information security. Authors are solicited to contribute to the conference by submitting articles that illustrate research results, projects, surveying works and industrial experiences that describe significant advances in the following areas, but are not limited to.

13th International Conference on Communications Security & Information Assurance (CSIA 2022) focuses on all technical and practical aspects of communications security & information assurance for wired and wireless networks. The goal of this conference is to bring together researchers and practitioners from academia and industry to focus on understanding modern security threats and countermeasures, and establishing new collaborations in these areas.
Authors are solicited to contribute to the conference by submitting articles that illustrate research results, projects, surveying works and industrial experiences that describe significant advances in the following areas, but are not limited to.

The Organized “Relocations Business”, is undergoing, a sea change and has acquired its own importance in the Logistics Industry today, in India, but, this business of “Relocations”, must & should follow a definite Strategy by offering their Narrow service lines or should they offer multiple service lines, in pursuit of diversified approach, Every Strategy is straddled with its own advantages & disadvantages. The “Focus “strategy” implies greater concentration in yielding the profits by acquiring, retaining & generating revenues through & with clients. Relocators, fundamentally move personal effects (House Hold goods), and freight forwarders move commercial shipments, The first International freight forwarders were innkeepers in London who held and re-forwarded the personal effects of their hotel guests.

- by IAEME Publication
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- Logistics, Transportation, Key Account Management, Freight Forwarding

Key Account Management (KAM) and Revenue Management (RevM) have been widely practiced in the service
industries for more than three decades, but the effects of RevM on KAM remain largely unknown. This paper
addresses this neglected area of study in the marketing field by presenting a framework for KAM and RevM integration
that aligns the potentially conflicting management priorities of the two. The study uses an international
hotel company as a research context to investigate, first, how a long-term relational approach to KAMmay have
been affected by RevM short-term revenue maximization goals, and, second, how KAM could be facilitated by
RevM through an integrated approach to yield optimization from perishable products and from key accounts.
The proposed framework is the first attempt of its kind to amalgamate KAM and RevM, involving critical analysis
to assess comprehensively the revenue and the relationship value of a key account.

- by David Brennan and +1
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- Key Account Management

Key Account Management - ein alter Hut! Natürlich - aber auch ein Modell, dessen Chancen, dessen Optionen und Entwicklungsmöglichkeiten in den letzten Jahren nie ausreichend begriffen wurden. Gerade vor dem Hintergrund sich weiter wandelnder Märkte mit steigendem Anpassungsdruck, auf denen schlagkräftige Strategische Allianzen ausgeprägt werden, erhält auch Key Account Management eine neue Dimension.

- by Harald Rau
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- Business, Management, Strategic Management, Strategic Communication

A wireless sensor network consist distributed sensors which are used to monitor physical or environmental conditions like temperature, sound, pressure and so on. Wireless sensor network are used in future in many applications like military, investigation teams, researches and so on. Security is the main issue in wireless sensor network. Sensor network arrange several types of data packets, packets of routing protocols and packets of key management protocols. Key management is the most effective method for providing better security against several types of attacks. This paper discusses the various key pre-distribution approaches along with their advantages and disadvantages.

"Purpose – The existing literature on key account management (KAM) has focused more on sales forces and management levels than on their evolution. The purpose of this paper is to explore how sales activities can be coordinated to accommodate national and international KAM programs.
Design/methodology/approach – The paper is based on a longitudinal study of the industrial conglomerate ABB, 1996-2008.
Findings – The diversity associated with geography and product complexity creates demands for a more flexible organization that can provide a more complete offering portfolio across national boundaries and still handle the demands of local organizations. In addition to internal organizational contingencies, the key factors and driving forces for the development of KAM programs are the marketing and purchasing strategies that buyer and seller firms perceive and encounter.
Research limitations/implications – The data are limited to one corporation and some of its key customers in different industries. Although the internal and construct validity of the findings are strong, the external validity cannot be assessed precisely.
Originality/value – The 12-year study brings valuable insights to the development of KAM programs in multinational corporations and addresses coordination issues related to geographical and product complexity."

Cryptography technology is a security technique used to change plain text to another shape of data or to
symbols, which is known as the cipher text. Cryptography aims to keep the data secure during its journey
through public networks. Currently, there are many
proposed algorithms that provide this service
especially for sensitive data or very important conversations either through mobile or video conferences. In
this paper, an inventive security symmetric algorithm is implemented and evaluated, and its performance is
compared to the AES. The algorithm has four different rounds for each quarter of the key container table,
and each of them serves to shift the table. The algorithm uses the XOR operation, which, being lightweight
and cheap, is very appropriate for use with Real Time Applications. The result shows that the suggested
algorithm spends less time than AES although it has
16 rounds and the numbers used to mix up the table
are big.

The article presents an analysis of the factors influencing the partnership and cooperation of companies active in the global B2B market. It outlines the benefits that are traditionally associated with joint projects or alliances and discusses to what extent they can be generated in the global customer relationship management programs on the basis of global account management (GAM). The main aim of this paper is to propose a GAM relationship decision-making model. Its conceptual framework is based on four assumptions dealing with the formal and informal, external and internal decision-making factors. This model can be of practical importance for globally operating suppliers in managing their relations and choosing the right customers for strategic cooperation.

Autor: Johana Trelles Cuando nos anunciaron que 14 días tendríamos restricción de salidas y que continuaría la cuarentena ya no fue sorpresa para los consumidores, proveedores y clientes ante esta agonía que lleva ya casi 1 año en el mundo entero. El dilema del cliente-proveedor-donde el cliente final se ha vuelvo más precavido en gastos, con un sueldo contraído si es que con trabajo cuenta y con una vida que se desempeña en cuatro paredes conocido como el "home office". Mirando hacia el otro lado tenemos a el cliente B2B que mantiene compras acotadas, retrasos en pagos, problemas de rotación de mercadería o servicios que no son concretados porque la coyuntura a qué negocio no le afectó. Mientras que el proveedor lucha por recuperar clientes, ventas, liquidez y bajar sus inventarios dado que representa un costo financiero, logístico y de posibles mermas. Y la pregunta que te hago es ¿Con casi un año en pie de lucha como manejaste la cartera de clientes que tenías? Muchos negocios como Backus, Lindley, CBC adaptaron inclusive su esquema de capacitaciones, llegada al bodeguero con medios digitales para mantener la conexión y fidelización con ellos; otros negocios siguen intentando aprovechar las fechas temáticas como San Valentín uniendo a los proveedores para tener mejor impacto.

A Elliptic curve cryptosystem are become popular because of the reduced number of keys bits required in Comparision to other cryptosystem. In existing work ECC technique are used to describe the encryption data to provide a security over a network. ECC satisfy the Smart cards requirements in term of memory, processing and cost. In existing work ECC cryptographic Algorithm work with a smart card technique. Many existing approaches work with smart card with various Technique and produce a better efficient result. In these review paper, we Define a smart card technique using a ECIES cryptographic algorithm. So These Technique key management using smart card and ECIES.ECC basically based on a discrete logarithm over appoint on an elliptic curve. The ECIES is standard elliptic curve that is totally based on encryption algorithm. Smart Card using ECIES technique in key management technique.

Purpose – The purpose of this paper is to explore the role of senior managers in managing intra-and inter-organizational relationships with key customers and the factors that influence such involvement in a novel context in the Arab Middle East region. Design/methodology/approach – An exploratory qualitative research design was used in which 68 face-to-face semi-structured interviews were conducted in Jordan with endogenous and Western firms. Findings – Top/senior managers play a significant role in Arab business relationships and in creating value for the firms. Their involvement in key accounts is imperative at all levels – strategic, operational, and relational – mainly due to cultural and institutional factors that are unique to the Arab context. Research limitations/implications – The study is limited to operations in one emerging country situated in a novel setting in one particular region of the world, which is the Middle East. Practical implications – Arab senior managers' participation is imperative and should continue with their relatively intense involvement with key accounts. For foreign investors operating in that part of the world, it is highly recommended that senior management have a more a hands-on approach when dealing with the Arab key customer and to focus more on the relational aspect of key account management than on the organizational aspect. Originality/value – This paper adds to the very limited number of studies on senior management involvement in key account management, making a theoretical and practical contribution and adding insight on how to manage the relationship with the Arab key customer.

- by Fawaz Baddar and +1
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- Relationship Marketing, Institutional Theory, Key Account Management, Arab context

Purpose The purpose of this paper is to explore the role of senior managers in managing intra-and inter-organizational relationships with key customers and the factors that influence such involvement in a novel context in the Arab Middle East region. Design/methodology/approach An exploratory qualitative research design was used in which 68 face-to-face semi-structured interviews were conducted in Jordan with endogenous and Western firms. Findings Top/senior managers play a significant role in Arab business relationships and in creating value for the firms. Their involvement in key accounts is imperative at all levels – strategic, operational, and relational – mainly due to cultural and institutional factors that are unique to the Arab context. Research limitations/implications The study is limited to operations in one emerging country situated in a novel setting in one particular region of the world, which is the Middle East. Practical implications Arab senior managers’ participati...

- by Lulu Baddar
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- Marketing, Relationship Marketing, Institutional Theory, Business and Management

8th International Conference on Cryptography and Information Security (CRIS 2022) provides a forum for researchers who address this issue and to present their work in a peer-reviewed forum. It aims to bring together scientists, researchers and students to exchange novel ideas and results in all aspects of cryptography, coding and Information security.

International Journal of Wireless Network Security (IJWNS)
http://flyccs.com/jounals/IJWNS/Home.html
Scope
International Journal of Wireless Network Security (IJWNS) is a open access journal that publishes articles which contribute new results in all areas of Computer Networks & Communications. The journal focuses on all technical and practical aspects of Computer Networks & data Communications. Authors are solicited to contribute to this journal by submitting articles that illustrate research results, projects, surveying works and industrial experiences that describe significant advances in the Computer Networks & Communications. ________________________________________
Topics of interest include, but are not limited to, the following
• Cryptographic protocols
• Cryptography and Coding
• Untraceability
• Privacy and authentication
• Key management
• Authentication
• Trust Management
• Quantum cryptography
• Computational Intelligence in Security
• Artificial Immune Systems
• Biological & Evolutionary Computation
• Intelligent Agents and Systems
• Reinforcement & Unsupervised Learning
• Autonomy-Oriented Computing
• Coevolutionary Algorithms
• Fuzzy Systems
• Biometric Security
• Trust models and metrics
• Regulation and Trust Mechanisms
• Data Integrity
• Models for Authentication, Trust and Authorization
• Information Hiding • Information Hiding
• Data & System Integrity
• E- Commerce
• Access Control and Intrusion Detection
• Intrusion Detection and Vulnerability Assessment
• Authentication and Non-repudiation
• Identification and Authentication
• Insider Threats and Countermeasures
• Intrusion Detection & Prevention
• Secure Cloud Computing
• Security Information Systems Architecture and Design and Security Patterns
• Security Management
• Cryptography and Information Security
• Security Requirements (threats, vulnerabilities, risk, formal methods, etc.)
• Sensor and Mobile Ad Hoc Network Security
• Service and Systems Design and QoS Network Security
• Software Security
• Security and Privacy in Mobile Systems
• Security and Privacy in Pervasive/Ubiquitous Computing
• Security and Privacy in Web Sevices
• Security and Privacy Policies
• Security Area Control
• Security Deployment•
Paper Submission
Authors are invited to submit papers for this journal through Submission System. Submissions must be original and should not have been published previously or be under consideration for publication while being evaluated for this Journal. For paper format download the template in this page Manuscript Template
Important Dates
• Submission Deadline : August 31, 2018
• Notification :September 30, 2018
• Final Manuscript Due : October 06, 2018
• Publication Date : Determined by the Editor-in-Chief
TO SUBMIT YOUR PAPER, PLEASE CLICK THE FOLLOWING LINK Submit
Contacts
Here's where you can reach us : jwnsjournal@yahoo.com(or) jwnsjjournal@gmail.com

Cloud computing provides people and enterprises Brobdingnagian computing power and ascendable storage capacities to support a range of huge data applications in domains like health care and scientific analysis, thus additional and additional knowledge homeowners square measure concerned to to source their knowledge on cloud servers for excellent convenience in knowledge management and mining. However, knowledge sets like health records in electronic documents typically contain sensitive data that brings regarding privacy problems if the documents square measure free shared to partially untrusted third-parties in cloud. A sensible and wide used technique for knowledge privacy preservation is to encrypt data before outsourcing to the cloud servers, that but reduces knowledge utility and makes many ancient knowledge analytic operators like keyword-based top-k document retrieval obsolete. During this paper, we tend to investigate the multi-keyword top-k search problem for massive encryption against privacy breaches, associated arrange to determine an efficient and secure answer to the current drawback. Specifically, for the privacy concern of question knowledge, we tend to construct a special tree-based index structure and style a random traversal formula, which makes even a similar question to provide totally different visiting ways on the index, and would possibly to boot maintain the accuracy of queries unchanged under stronger privacy. For up the question efficiency, we tend to tend to propose a gaggle multi-keyword top-k search theme supported plan of partition wherever a gaggle of tree-based indexes square measure made for all documents. Finally, we tend to mix these ways along into an efficient and secure approach to deal with our projected top k similarity search. In-depth experimental results on real-life knowledge sets demonstrate that our projected approach will significantly improve the potential of defensive the privacy breaches, the measurability and the time efficiency of question process over the progressive ways.

Abstrak Tujuan dari penelitian ini adalah untuk mengetahui dan menganalis apakah terdapat perubahan pengaruh yang significant antara Net Interest Margin (NIM) dan Fee Base Income (FBI) terhadap Return on Earning Asset (ROEA) pada PT.Bank Negara Indonesia (Persero) Tbk selama pasca masa krisis (2000-2010) dan juga pengaruh kebijakan reorientasi profitabilitas dan kebijakan manajemen lainnya, pada masa krisis berkaitan dengan Interest base Income dan Fee Base Income terhadap ROEA. Hasil analisis regresi antara faktor-faktor yang mempengaruhi ROEA, yaitu NIM, FBI didapatkan hasil bahwa tanpa regresor (FBI dan NIM) maka ROEA akan negatif. Sedangkan hubungan regresor NIM secara keseluruhan negatip, artinya jika regresor lain konstan maka ROEA juga negatip. Sedangkan regresor FBI pola hubungannya positip, setiap kenaikan FBI 0,99 point maka akan menaikkan ROEA 1 satuan. Artinya fungsi FBI sangat strategis sebagai bagian parsial ROEA karena telah melalui intensifikasi dan ekstensifikasi FBI, namun tetap tidak bisa meninggalkan fungsi pokok sektor perkreditan (NIM) karena CIR secara absolut masih tercover oleh NIM bukan oleh FBI. Sehingga dengan demikian reorientasi profit yang dilakukan BNI bukan bersifat jangka panjang karena akan meninggalkan fungsi pokoknya dibidang perkreditan.

Customer (account) relationships have been evaluated as a strategic asset for companies particularly competing in business to business context for three decades or so. Customer portfolio analysis has potential to provide valuable insights for evaluating account relationships and more efficient resource allocation decisions. The paper suggests a use of portfolio analysis as a strategic management tool for decision making and illustrates how the customer portfolio technique can be developed by a logistics company. The study uses a two-step customer portfolio analysis. First, all of 62 customers of a logistics company were classified according to their strategic importance and the difficulty of managing the relationship. This matrix define company’s key account portfolio. Then, key accounts of the company were analyzed using a second portfolio, including the dimensions of strength of the buyer-supplier relationship and customer attractiveness. Simultaneous consideration of the both dimensions may reveal the current situation of relationships, suggest directions for allocating resources, and generate sound strategies for key account relationships. Such a concurrent evaluation exposes not only the strengths and weaknesses of the company’s customer relationships, but also guides accurate directions to and investments in relationships. The study attempts to reach valuable insights for overall customer portfolio of the case company and facilitates evaluating key account relationships. Since, each relationship requires different types and degrees of investment and produces different outcomes the study arrives at sound evaluations of individual customers.

Celem artykułu jest rozpoznanie warunków powstawania lojalności oraz sposobów jej budowania, w zarządzaniu relacjami z kluczowymi klientami w branży nieruchomości handlowych, z perspektywy deweloperów i najemców. Występowanie długoterminowych i złożonych związków usługowych w logice zarządzania projektem pomiędzy deweloperami a kluczowymi najemcami wyznacza specyfikę rozumienia zjawiska lojalności oraz warunki jej powstawania między stronami. Wpływa to z kolei na sposoby budowania lojalności, które w artykule ukazano z perspektywy dewelopera nieruchomości handlowych w świetle przeprowadzonych badań empirycznych metodą studium przypadku dwóch przedsiębiorstw deweloperskich nieruchomości handlowych.

Ongoing research work shows that homogeneous sensor networks have poor security, connectivity, performance and scalability. Heterogeneous sensor network (HSN) consists of physically different types of sensor nodes. The feasibility of implementing Elliptic Curve Diffe-Helmen (ECDH) in HSN is simulated in this approach. Under dynamic condition of sensor node, implementation of grid-based coordinate route driven scheme has been proposed. This route driven scheme is highly adaptable for public key management scheme for HSN. It also compares the energy and throughput efficiency for dynamic position of sensor nodes. The proposed method is compared with the existing routing techniques like AODV and DSR. The proposed method dramatically increases network lifetime based on the elected coordinator nodes and the size of the grid area.

As an Account Manager, it is absolutely imperative that you demonstrate solid account management skills. The goal of this presentation is to broaden your existing knowledge by reviewing various competencies and strategies that will take... more

- by Andre' D. Harrell
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- Marketing, Leadership, Sales Management, Business Development

Cryptography technology is a security technique used to change plain text to another shape of data or to symbols, which is known as the cipher text. Cryptography aims to keep the data secure during its journey through public networks. Currently, there are many proposed algorithms that provide this service especially for sensitive data or very important conversations either through mobile or video conferences. In this paper, an inventive security symmetric algorithm is implemented and evaluated, and its performance is compared to the AES. The algorithm has four different rounds for each quarter of the key container table, and each of them serves to shift the table. The algorithm uses the XOR operation, which, being lightweight and cheap, is very appropriate for use with Real Time Applications. The result shows that the suggested algorithm spends less time than AES although it has 16 rounds and the numbers used to mix up the table are big.

- by Ali Alshahrani
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- Aesthetics, Privacy, Access Control, Encryption

Social network is a group of individuals with diverse social interactions amongst them. The network large scale and distributed due to Quantitative analysis of networks is need of and in turn the society. Clustering helps us to group people with similar characteristics dense social networks. We have considered similarity measures for statistical When a social network is represented as a graph with members as nodes and their relation as edges, graph mining would be suitable for statistical analysis. We have chosen academic social network nodesto simplify network analysis. similaritybetween unstructured data elements extracted from social network.