Integrated Account Management: How Business-To-Business Marketers Maximize Customer Loyalty and Profitability
Average customer rating: 5 out of 5 stars
  • An excellent coverage of a new business marketing method
 Integrated Account Management: How Business-To-Business Marketers Maximize Customer Loyalty and Profitability
Mark A. Peck
Manufacturer: AMACOM
ProductGroup: Book
Binding: Hardcover

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  1. Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset

ASIN: 0814403336

Book Description

Business-to-business marketing has become fiercely competitive and chaotic. Smart marketers and sales professionals are learning an exciting and profitable new way to find and keep customers in this difficult environment.

Integrated Account Management features a proactive and personal approach that creates mutually beneficial customer relationships (and makes every customer profitable).

With more than 90 charts, resources, and case studies, the book shows how to:

** pinpoint appropriate customers for the IAM system
** hire and train an account management team
** conduct workshops (to discover what customers value in a contact)
** build customer-contact plans at all levels
** measure customer loyalty

Customer Reviews:

5 out of 5 stars An excellent coverage of a new business marketing method.......1998-10-18

In Integrated Account Management, Mark Peck provides a complete guide to installation of a highly profitable system for building customer relationships in a business to business environment. IAM has been used by: - An automotive aftermarket business to turn an $8 million loss into a $400,000 profit in one year - A technology company to create a new sales channel with a 4-1 return on operating expenses - A high-tech company to generate a doubling of sales in one year with no increase in the size of the sales force. Mark Peck is Executive Vice President of Hunter Business Direct. Drawing on experience from such clients as Monsanto, BellSouth, Hewlett Packard, AMOCO and Shell Oil, Peck defines and explains what IAM is and how it can be installed and measured.

Integrated account measurement allows each account manager to manage relationships with customers in ways that are cost effective and profitable. IAM is proactive: it is not a system that waits for the customer to call you. IAM involves high levels of productivity through careful planning of customer contacts. IAM treats account managers as if they were small business owners. They: - Own the relationships with their customers - Plan their customer contacts - Segment their customers by profitability and risk of defection - Work to understand their customer's needs - Use a customer database as a primary customer knowledge tool - Invest in customers based on their worth - Sell by not selling - Let the customer decide the contact medium that they prefer

This book is an essential tool for companies that want to set up an organized system to maximize sales and profits in the most cost effective way, that will guarantee long term customer retention. Review by Arthur Hughes, Executive VIce President of ACS, Inc. He is the author of The Complete Database Marketer (McGraw Hill 1996) and Strategic Database Marketing (McGraw Hill 1994). You may reach Arthur at DBMarkets@aol.com.

Structural Adjustment, Global Trade and the New Political Economy of Development
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    		Structural Adjustment, Global Trade and the New Political Economy of Development
    Biplab Dasgupta
    Manufacturer: Zed Books
    ProductGroup: Book
    Binding: Paperback

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    ASIN: 1856495965

    Book Description

    This book argues that the changes in the global economy are so profound that the world is now confronted with nothing less than a new political economy of development. The changes include: the continuing rise in the power of multinational corporations; the standardized policy package of structural adjustment now imposed by the World Bank and IMF; the coercive and much more far-reaching rules governing international trade in goods and services embodied in the World Trade Organization Agreements; the OECD’s impending Multilateral Agreement on Investment; the new international conventions on the environment; and globalization generally. The author provides an intellectually commanding survey of this new terrain. He subjects its economic and ideological assumptions to trenchant critique and shows how the rules of the game primarily reflect the interests of the rich and powerful countries of the North.
    The Challenge of Global Capitalism
    Average customer rating: 3.5 out of 5 stars
    • The Challenge of Global Capitalism: The World Economy in the 21st Century
    • To Free Global Capitalism or Too Free?
    • Good start for a basic understanding
    • reasonable overview for graduate students
    • Global Capitalism = American Corporate Imperialism
    		 The Challenge of Global Capitalism
    Robert Gilpin
    Manufacturer: Princeton University Press
    ProductGroup: Book
    Binding: Hardcover

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    Similar Items:
    1. International Political Economy: The Struggle for Power and Wealth International Political Economy: The Struggle for Power and Wealth
    2. Global Political Economy: Understanding the International Economic Order Global Political Economy: Understanding the International Economic Order
    3. Alliance Advantage Alliance Advantage
    4. International Political Economy International Political Economy
    5. Building Cross-Cultural Competence: How to Create Wealth from Conflicting Values Building Cross-Cultural Competence: How to Create Wealth from Conflicting Values

    ASIN: 0691049351

    Amazon.com

    "Capitalism is the most successful wealth-creating economic system the world has ever known," declares Robert Gilpin. Yet it has skeptics. "Individual nations and powerful groups within nations that believe the world economy functions unfairly and to their disadvantage, or who wish to change the system to benefit themselves to the detriment of others, are an ever-present threat to the stability of the system." The task, then, is to ensure its survival through wise leadership that provides fair rules governing trade, investment, and currency. At a time when the economies of the world appear more linked than ever, and the tug of even further internationalization feels irresistible, Gilpin says nothing is inevitable. The whole system must rest on secure political foundations--foundations that Gilpin argues have weakened since the end of the cold war. "Growing concern over economic globalization and increased competition have intensified the movement toward economic regionalism and the appeal of protectionism," he writes. The Challenge of Global Capitalism was actually completed before the World Trade Organization's disastrous 1999 meeting in Seattle; after watching the protests unfold there, even the most Pollyannaish observers must admit that Gilpin warns of a real threat. His book will appeal mainly to economists, but serious nonspecialists will also find its sober prose accessible. --John J. Miller

    Book Description

    Many individuals proclaim that global capitalism is here to stay. Unfettered markets, they argue, now drive the world, and all countries must adjust, no matter how painful this may be for some. Robert Gilpin, author of the widely acclaimed Political Economy of International Relations (Princeton, 1987), urges us, however, not to take an open and integrated global economy for granted. Rather, we must consider the political circumstances that have enabled global markets to function and the probability that these conditions will continue. Gilpin's new book amounts to a magisterial inquiry into all major aspects of the contemporary world political economy. Beginning with the 1989 end of the Cold War and the subsequent collapse of communism, it focuses on globalization and rapid technological change and covers a broad sweep of economic developments and political cultures. Gilpin demonstrates the fragility of a global and integrated economy and recommends what can be done to strengthen it.

    The international community has another chance to solidify the global market economy that collapsed with the outbreak of World War I. Yet, writes Gilpin, the full implications of this historic development for international affairs are not yet clear. Will socialist economies make a successful transition to market-type economies? What role will a dynamic China play in the world economy? Will the United States continue to exercise leadership or gravitate toward self-centered policies? Gilpin explores such questions along with problems in the areas of trade liberalization, multinational corporations, and destabilizing financial flows. He also investigates the struggles of less developed countries and the spread of economic regionalism, particularly in Europe, North America, and Pacific Asia, which directly threatens an open world economy.

    The author maintains that global capitalism and economic globalization have rested and must continue to rest on a secure political foundation. However, this foundation has eroded since the end of the Soviet threat. To ensure survival of the global economy, Gilpin concludes, the United States and other major powers must recommit themselves to working together to rebuild its weakened political foundations.

    Customer Reviews:

    5 out of 5 stars The Challenge of Global Capitalism: The World Economy in the 21st Century.......2006-11-05

    Come in time for my college class. Arrived in excellent condition --- new book. Great price below campus book store prices.

    3 out of 5 stars To Free Global Capitalism or Too Free?.......2000-09-23

    The main benefit of this book is to provide an overview of international economic forms of cooperation in the 20th century. That overview is, however, flawed by simplifications that often distort rather than illuminate that historical view. The argument about what must be done next is incomplete and unsatisfying. This book is written for the reader who has some college-level training in economics, and is interested in the interaction between national politics and international economics.

    The basic argument is that free markets create excesses which can only be eliminated by international intervention. Such interventions were frequent and reasonably effective during the period just prior to World War I and in the free world after World War II. Professor Gilpin argues that parochial American leadership since the end of the cold war has undermined the international political system for stabilizing the international economy. He calls for stronger American leadership in forging a better coalition with the European Union countries and Japan.

    The central thesis of the book is sound in one area: Unrestrained capital flows can create distortions in a world in which everything else (businesses, people, and trade flows) are not nearly so unrestrained. The problem here is that these rapid capital flows out of a country primarily occur because of years of earlier abuses (as I describe in The Irresitible Growth Enterprise) such as speculative spending on infrastructure and investments that are not needed (as happened in several Southeast Asian countries prior to their currency crises in 1998).

    Virtually every problem that Professor Gilpin warns against and wants to solve with international authority is really created by poor national economic policies. We would probably create sounder world economic growth if we focused on encouraging all nations to pursue sound lending, appropriate national borrowing, and constructive trade policies (our attention is usually focused on the last). Where governments are weak or corrupt, abuses will always develop and linger. My counterargument would be that strong democracies will almost always pursue reasonably sound economic policies. Solve that problem of governmental form and effectiveness of political process at the national level, and the world economy will be sound. If this counterargument is right, then we may need a second generation of informational efforts in favor of effective democracy, in the same way that one was needed during the cold war through Radio Free Europe and Voice of America.

    At another level, much of what is described here as weaknesses and problems can be attributed to weak currencies. Again, informational efforts and research could help countries with weak currencies appreciate how to strenthen those currencies. Certainly, pegging to stronger currencies is proving to be effective in many cases. Pegging to a basket of stronger currencies might work even better. There could even be a role for pegging to sound economic policies to change expectations, as some South American countries have done.

    Many of the worldwide risks today relate to the U.S. trade imbalance. In the same way that greater public awareness and an economic boom led to eliminating the U.S. budget deficits, the trade imbalance can be solved. Again, this is a national issue, not an international one. The weak savings rate in the U.S. can also be solved by changing the tax laws, again at a national level.

    Basically, the argument I am making is that the markets are having problems because national politics are impinging too much on free markets. In that regard, the free market of ideas that is democracy can then adjust the national politics to achieve more healthy, free market results. The U.S. should lead the way by improving the savings rate and reducing the trade deficit. That would take many of the strains off of the world economy, and create the basis for another ten years of economic boom in the United States. Can our U.S. politicians get together and work on this after the November election? I certainly hope so.

    Another area where Professor Gilpin is misfocused is in his concern about the growth of trading blocs like the EU and NAFTA. Actually, these blocs are creating freer markets within them and are an unavoidable precursor to creating the same level of freedom internationally with all countries. If there were three trading blocs in the world, they would simply merge into one at some point. That would be progress.

    Complexity science tells us that having many countries pursuing their own ideas of economic prosperity will work better than having an internationally coordinated system. And the more intelligent, responsive, and focused those countries are, the better the whole system will work.

    After you have finished reading this book, can you think of other places where we rely on precedent too much in our thinking rather than potential? If you find any of this happening in your own thinking, how can you learn to seek out better solutions rather than simply aping past solutions?

    3 out of 5 stars Good start for a basic understanding.......2000-05-22

    This is a higly readable and extensive survey of the major IPE issues facing Americans and the rest of the world today. It successfully analyzes and challenges the economists' arguments about the primacy of economics, or even economic theory, over politics or political science. This is an excellent book for someone just beginning to educate themselves about the nature and state of the international economy. It's significantly broad, but also does an excellent job of explaining complex phenomena. However, I have a few caveats. First, it moves too quickly and soflty over the larger issues, specifically, whether globalization has been helpful or harmful to the world polity. I agree with a previous review that it overestimates the threat of EU protectionism. In fact, he overestimates the threat of protectionism entirely. The greatest threat to, or promise against, globalization is the rise of social protest movements across the globe, being channeled in new ways not seen before. Therefore, I would urge most people to read this book, but then pick up either a contrarian book, like Grieder's One World: Ready or Not, or Globalization by Sasskia Sassen. Avoid Friedman's The Lexus and the Olive Tree at all costs.

    3 out of 5 stars reasonable overview for graduate students.......2000-05-04

    Prof. Gilpin has an excellent reputation in the field of IPE, International Political Economy, and I bought this book on that recommendation.

    It gives a good overview of major developments in the globalization and globalization debate in the 90s, with political economy analysis and lots of references to economic analysis. I would recommend it for graduate students, but I must say i was a bit disappointed, not much new or inspirational there. I could read the book very quickly without ever really having to stop and think. Here i think it is only fair to reveal my own background, which is in international economic relations and history of EU integration. Some of his points on the nature and development of the European Union and the economics are frankly quite contestable, especially on the openness or closedness of the EU. The debate on 'Fortress Europe' is really out of date by now ever since it became clear that the Single European Act of 1987 and the '1992' project were not about closing the EU economy, quite the contrary. Do I detect an US bias here?

    Yes, as prof. Gilpin points out, economists indeed disagree on many key issues. But you will find that strife also within IPE and political science and in any other social science discipline. So? It reflects the complexity of the issues rather than weakness of the discipline, i'd argue (but then, I would would I, as an economist...) A number of problems in globalization and the international financial system are presented as (relatively) new, but I'd argue that more often than not these problems were always there in history. Also, the point that regionalization threatens globalization is too strong as put there, and not necessarily correct and so clear-cut at all: many regional economic agreements were made in the course of the Uruguay Round trade negotiations at GATT/WTO out of frustration with the slow pace of negotiations and as a 'back-up' plan in case of UR failure. Hardly a threat to globalization which, in any case, throughout history never really progressed smoothly at all.

    All that said, the book does do a solid job of pointing out some of the main issues and discussions and it will do well as a topical reference book.

    1 out of 5 stars Global Capitalism = American Corporate Imperialism.......2000-04-30

    America began opening it's markets to the world in the 1970's. Since then, as the economy has grown steadily, most Americans have seen stagnant wages and the country has seen an increase in all types of inequality. The idea that the problems can be fixed presupposes a will to fix them. There is none. A palliative to this claptrap would be Chambers Johnson's book Blowback.
    The Global Political Economy: Perspectives, Problems, and Policies
    Average customer rating: 4 out of 5 stars
    • Decent historical reference on political economy.
    		 The Global Political Economy: Perspectives, Problems, and Policies
    Stephen Gill , and David Law
    Manufacturer: The Johns Hopkins University Press
    ProductGroup: Book
    Binding: Paperback

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    ASIN: 0801837642

    Book Description

    What lies ahead for the global political economy? How can policy makers channel economic development to increase the chances for peace and prosperity? From a wide range of theoretical viewpoints, Gill and Law examine how politics help shape international economic relations and how economic changes and structures affect political forces.

    Customer Reviews:

    4 out of 5 stars Decent historical reference on political economy........1997-11-13

    I am a student of Stephen Gill at York University in Toronto, Canada. This book was therefore required course reading for me. It is a very thorough from a historical materialist perspective. A good book for reference as the chapters are spit up into topics that usually run two pages in length. The only problem with this piece would lie in the fact that it is almost a decade old.
    The UN and Global Political Economy: Trade, Finance, and Development (United Nations Intellectual History Project)
    Average customer rating: Not rated
      		The UN and Global Political Economy: Trade, Finance, and Development (United Nations Intellectual History Project)
      J. F. J. Toye , and Richard Toye
      Manufacturer: Indiana University Press
      ProductGroup: Book
      Binding: Paperback

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      ASIN: 0253216869
      China in the World Economy: Domestic Policy Challenges : Synthesis Report (China in the Global Economy)
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        		China in the World Economy: Domestic Policy Challenges : Synthesis Report (China in the Global Economy)
        Charles Pigott
        Manufacturer: OECD
        ProductGroup: Book
        Binding: Paperback

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        ASIN: 9264197087
        China's Emerging Global Businesses: Political Economy and Institutional Investigations
        Average customer rating: Not rated
          		China's Emerging Global Businesses: Political Economy and Institutional Investigations
          Yongjin Zhang
          Manufacturer: Palgrave Macmillan
          ProductGroup: Book
          Binding: Hardcover

          Policy & Current EventsPolicy & Current Events | Popular Economics | Business & Investing | Subjects | Books
          GeneralGeneral | Popular Economics | Business & Investing | Subjects | Books
          Development & GrowthDevelopment & Growth | Economics | Business & Investing | Subjects | Books
          Economic Policy & DevelopmentEconomic Policy & Development | Economics | Business & Investing | Subjects | Books
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          ASIN: 0333999347

          Book Description

          China has become one of the biggest exporters of goods into the global economy. Yongjin Zhang offers a detailed account of the political and economic context, both domestic and international, in which China's nascent global businesses began to emerge in the late 1980s. The analysis of changing policy regimes for China's outward investment is combined with an institutional investigation of the rise and operation of three prominent Chinese multinationals. The first systematic study available of the political economy of China's emerging global businesses, this book fills a significant gap in the literature on the transformation of the Chinese economy.
          Egypt in the Global Economy: Strategic Choices for Savings, Investments, and Long-Term Growth (Middle East and North Africa Economic Series)
          Average customer rating: Not rated
            		Egypt in the Global Economy: Strategic Choices for Savings, Investments, and Long-Term Growth (Middle East and North Africa Economic Series)
            Chang-Po Yang
            Manufacturer: World Bank Publications
            ProductGroup: Book
            Binding: Paperback

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            ASIN: 0821340662
            International Trade and Developing Countries: Bargaining Coalitions in the GATT & WTO (Routledge/Ripe Studies in Global Political Economy, 13)
            Average customer rating: Not rated
              		International Trade and Developing Countries: Bargaining Coalitions in the GATT & WTO (Routledge/Ripe Studies in Global Political Economy, 13)
              Amrita Narlikar
              Manufacturer: Routledge
              ProductGroup: Book
              Binding: Hardcover

              Development & GrowthDevelopment & Growth | Economics | Business & Investing | Subjects | Books
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              Economic Policy & DevelopmentEconomic Policy & Development | Economics | Business & Investing | Subjects | Books
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              ASIN: 0415318599

              Book Description

              This book provides a much-needed study of the bargaining coalitions of developing countries in the GATT and WTO. It traces, explains and theorizes on the formation and achievements of coalitions from 1982 to the present day.

              Bargaining together in groups is common practice in international negotiations and the limited bargaining power of developing countries makes coalitions an especially crucial instrument for their effective diplomacy. This book investigates the relevance and workability of coalitions as an instrument of bargaining power for the weak and analyses the coalition strategies of developing countries at inter-state level.

              The book focuses principally on coalitions involving developing countries and international trade. Through the case studies of the Uruguay Round and an analytical overview of more recent coalitions, the book fills a gap in the literature of international political economy and international relations.

              Linking Trade and Technology Policies: An International Comparison of the Policies of Industrialized Nations (Series on Prospering in a Global Econo)
              Average customer rating: Not rated
                		Linking Trade and Technology Policies: An International Comparison of the Policies of Industrialized Nations (Series on Prospering in a Global Econo)
                Steering Committee on Linking Trade and Technology Policies , and National Academy of Engineering
                Manufacturer: National Academies Press
                ProductGroup: Book
                Binding: Paperback

                Policy & Current EventsPolicy & Current Events | Popular Economics | Business & Investing | Subjects | Books
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                ASIN: 0309046459
                Linking Trade Environment and Social Cohesion: Nafta Experiences, Global Challenges (Global Environmental Governance)
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                  		Linking Trade Environment and Social Cohesion: Nafta Experiences, Global Challenges (Global Environmental Governance)

                  Manufacturer: Ashgate Publishing
                  ProductGroup: Book
                  Binding: Hardcover

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                  ASIN: 0754619346

                  Books:

                  1. Interest Rate Models - Theory and Practice: With Smile, Inflation and Credit (Springer Finance)
                  2. Kansas Health Care in Perspective 2001: A Statistical View of Health Care in the Sunflower State (Kansas Health Care in Perspective)
                  3. Landmarks in Modern American Business (Magill's Choice)
                  4. Legal Reasoning And Legal Writing: Structure, Strategy, And Style
                  5. Litigation Under the Federal Open Government Laws (FOIA) 2004: Covering the Freedom of Information Act, the Privacy Act, the Government in the Sunshine Act, and the Federal Advisory Committee Act
                  6. Mad Reader Book 1 (Mad Reader)
                  7. Managing a Consumer Lending Business
                  8. Managing Technical People : Innovation, Teamwork, and the Software Process (SEI Series in Software Engineering)
                  9. Mass Customization: The New Frontier in Business Competition
                  10. Maximizing Corporate Reputation Through Effective Governance: A Study Of Structures And Behaviors

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