University of St.Gallen
research platform alexandria
search publications
browse publications
per persona
A B C D E F G H I J K L M N O P Q R S T U V W X Y Z
 
per anno

Managers@Work: Leveraging Synergies Between R&D and Key Account Management to Drive Value Creation

Georg F.L. Wiessmeier, Axel Thoma & Christoph Senn

versione breve Customer integration into the innovation process, including the fuzzy front end, is increasingly being adopted by firms in search of new innovation and value-creation opportunities. Through a case study of Altana, a specialty chemicals company with worldwide R&D and sales operations, we find that a closer collaboration between R&D and key account management (KAM) unlocks synergies and value creation potential while avoiding the negative side effects of customer integration. Specifically, we describe the motivation for leveraging synergies between R&D and KAM, the location of potential synergies in the innovation process, and ways to foster meaningful alignment and engagement. Following an explanation of observed outcomes of the collaboration, we derive managerial implications.
   
tipo Journal paper
   
parole chiave collaborative innovation, key account management, customer integration
   
lingua English
kind of paper journal article
data di apparenza 1-5-2012
giornale Research-Technology Management
Editore Industrial Research Institute, Inc (Arlington)
ISSN 0895-6308
ISSN (online) 1930-0166
DOI 10.5437/08956308X5503020
edizione del giornale 55
numero del giornale 3
pagine 15-22
review double-blind review
   
citation Wiessmeier, G. F., Thoma, A., & Senn, C. (2012). Managers@Work: Leveraging Synergies Between R&D and Key Account Management to Drive Value Creation. Research-Technology Management, 55(3), 15-22, DOI:10.5437/08956308X5503020.