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