Search results

Purpose
– This paper aims to explore some of the contextual reasons for the failure of key or strategic account management (K/SAM) programmes. It will discuss how organisational context impacts the implementation and effective operation of such programmes in business-to-business markets. The paper looks at the issues affecting K/SAM programmes rather than the management of individual relationships.Organisational context shapes the work environment (Rice 2005, Porter and McGloghlin, 2006): it is comprised of those elements that drive behaviour and facilitate or impede management processes (Goodman and Haisley, 2007). The literature prescribes a wide range of contextual elements conducive to K/SAM processes, but is less expansive on the subject of elements that may cause K/SAM programmes to disappoint.


Design/methodology/approach
– This work in-progress paper takes an inductive approach to material provided by surveys of K/SAM communities and their discussions in LinkedIn special interest groups or similar forums to develop a model to give structure to the organisational context issues which may be responsible for K/SAM failure.


Findings
– From an initial reading of the literature, two broad categories of factors were identified as elements of organizational context: what might be called the formal or "hard" elements supporting K/SAM programmes and the "soft", more informal and partly cultural elements that "moderate" or "intervene" in implementation. A model is developed to illustrate the linkages between organizational elements in K/SAM.


Research limitations/implications
– Although a pilot study, we believe that valuable insights into KAM failure are provided by the study. The next stage will include a co-operative inquiry approach based on this data, in which participants will actively validate and develop the model by exploring it within their organisations.


Practical implications
– The paper draws out a number of significant implications for managers.


Originality/value
– The existing context within which attempts are made to implement K/SAM have received little attention and often are ignored or remain "unspoken". This paper addresses those important issues.

Addresses the question of how to make key account management processes in industrial and business‐to‐business markets more customer focused. Considers the processual issues emerging from recent empirical research and looks at a range of factors: cultural; organisational; and attitudinal; which have been found to affect the benefits gained from attempting to implement KAM processes. Points are drawn from a number of different sources, such as: formal research projects, studying particular buyer/seller dyads, broader industry surveys, and from observations made during KAM workshops and consultancy projects. They are presented as a guide to those issues that will be the major focus of future research.

Administrative assistants are expected to be everything to everyone, all the time. From managing the phones, coordinating meetings, and preparing presentations, to planning events, crafting clear business communications, and deciphering legal documents, they have to juggle it all. Extensively updated, the fifth edition of the Administrative Assistant's and Secretary's Handbook gives readers the information they need to improve their performance and enhance their value to employers.

AbstractThis article highlights the current state of "what we know we do not know" about student leadership development and suggests specific research agendas and program assessment methods. This article includes the practical description of how rigorous methods could be used to address these issues using examples for both researchers and program assessment staff and the description of a conceptual model that could be employed to organize how leadership program outcomes are evaluated.

Many applications of risk analysis require us to jointly model multiple uncertain quantities. Bayesian networks and copulas are two common approaches to modeling joint uncertainties with probability distributions. This article focuses on new methodologies for copulas by developing work of Cooke, Bedford, Kurowica, and others on vines as a way of constructing higher dimensional distributions that do not suffer from some of the restrictions of alternatives such as the multivariate Gaussian copula. The article provides a fundamental approximation result, demonstrating that we can approximate any density as closely as we like using vines. It further operationalizes this result by showing how minimum information copulas can be used to provide parametric classes of copulas that have such good levels of approximation. We extend previous approaches using vines by considering nonconstant conditional dependencies, which are particularly relevant in financial risk modeling. We discuss how such models may be quantified, in terms of expert judgment or by fitting data, and illustrate the approach by modeling two financial data sets.

Typically, full Bayesian estimation of correlated event rates can be computationally challenging since estimators are intractable. When estimation of event rates represents one activity within a larger modeling process, there is an incentive to develop more efficient inference than provided by a full Bayesian model. We develop a new subjective inference method for correlated event rates based on a Bayes linear Bayes model under the assumption that events are generated from a homogeneous Poisson process. To reduce the elicitation burden we introduce homogenization factors to the model and, as an alternative to a subjective prior, an empirical method using the method of moments is developed. Inference under the new method is compared against estimates obtained under a full Bayesian model, which takes a multivariate gamma prior, where the predictive and posterior distributions are derived in terms of well‐known functions. The mathematical properties of both models are presented. A simulation study shows that the Bayes linear Bayes inference method and the full Bayesian model provide equally reliable estimates. An illustrative example, motivated by a problem of estimating correlated event rates across different users in a simple supply chain, shows how ignoring the correlation leads to biased estimation of event rates.

An ideal text-book for students of European Studies, this collection of essays puts the idea of Europe in its historical context to provide a context for the understanding of contemporary developments.