Marion A. Kempeners and Hein W. van der Hart
Organizational structures of account management systems are one of the most interesting and controversial parts of account management systems, because of the variety of…
Abstract
Organizational structures of account management systems are one of the most interesting and controversial parts of account management systems, because of the variety of organizational options that are available. The main focus is on the organization of account management systems and particularly on the decisions that have to be made in the design of the system. Fifteen so‐called decision topics, each representing a major decision in the process of designing an account management system, are selected. The decisions are mainly based on the matching of the working paper “Organizing the account force” of Shapiro and Moriarty with case study field research. In a table, a cross‐reference has been made of the cases and the 15 decision topics selected. Furthermore, a model is presented that can be used as a guide for companies that are planning to implement an account management system or want to improve their account management system further.
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Given the ways in which the research pressures on university staff are becoming seemingly ever greater, an issue of the European Journal of Marketing that is given over to a…
Abstract
Given the ways in which the research pressures on university staff are becoming seemingly ever greater, an issue of the European Journal of Marketing that is given over to a survey of the kinds of research initiatives which are currently being carried out is timely. The study which provides the basis for this was conducted between December 1994 and February 1995, with questionnaires being sent to staff in universities throughout Europe. At the time the final selection was made, a total of 150 responses had been received from 18 countries.