Impact Without Authority : The Individual Linchpin Capability for Creating Value With Strategic Customers

Item Type Book
Abstract Value creation is either fostered or hampered by the ability of those at the supplier-customer interface to achieve impact without authority. We provide a specific construct for examination and discussion, illustrating ‘what success looks like' directly from the mouths of seasoned practitioners who grapple with this issue daily.
Authors Napolitano, Lisa & Thoma, Axel Michael
Language English
Keywords Value Creation, Strategic Account Management, Strategic Customers, Capability Development, Authority
Subjects business studies
HSG Classification contribution to practical use / society
Refereed No
Date 2015
Publisher B2B Value Group
Place of Publication Palm Desert, California
Series Name Research and Practice Knowledge Series
Page Range 88
ISBN 978-1-32-074950-3
Depositing User Dr. Axel Michael Thoma
Date Deposited 28 Jul 2015 14:51
Last Modified 26 Nov 2018 10:47
URI: https://www.alexandria.unisg.ch/publications/242795

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Napolitano, Lisa & Thoma, Axel Michael : Impact Without Authority : The Individual Linchpin Capability for Creating Value With Strategic Customers. Palm Desert, California : B2B Value Group, 2015, - ISBN 978-1-32-074950-3.

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https://www.alexandria.unisg.ch/id/eprint/242795
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