About the Book

A compilation of the established knowledge in strategic account management

While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM). This handbook is a compilation of papers that present researched knowledge of SAM across the academic community which fills a void in the existing academic literature. Handbook of Strategic Account Management identifies drivers of the SAM approach, key issues and success factors, operational needs and areas still awaiting exploration. Each paper includes an overall referenced summary of the tenets of SAM relevant to the area it reports, and together with the combined list of references, it creates an indispensable resource for academic readers, students, and researchers.

Handbook of Strategic Account Management is written by over 40 knowledgeable experts with substantial experience of SAM from teaching, researching, writing and advising companies on why and how it works, spread widely across Europe and the US. It represents the balanced, researched body of knowledge in SAM and will be an invaluable resource to anyone exploring the approach, whether for a student thesis, for original research or for answers on how to approach SAM as a company initiative.

"Today’s strategic, key and global account management professionals owe thanks to a small community of academic researchers who, over the past three decades have been pioneers in identifying, cataloguing and analyzing the selling and business management practices of an emerging profession we now call strategic account management. This Handbook is an important milestone to mark SAM’s still evolving impact on corporate business strategies and its ever-increasing relevance as a proven engine for growth in business-to-business strategic customer relationships."

Bernard Quancard, President & CEO of SAMA (US-based Strategic Account Management Association with over 3,000 members worldwide)

Yana Atanasova      Bjorn Ivens      Toni Mikkola      Ivan Snehota
Audrey Bink      Ove Jensen      Stefanos Mouzas      Kaj Storbacka
Per-Olof Brehmer      Robert Krapfel      Peter Naudé      Olavi Uusitalo
Noel Capon      Antonella La Rocca      Jukka Ojasalo      Tom Vanderbiesen
Simon Croom      Sylvie Lacoste      Catherine Pardo      Stefan Wengler
Osman Gök      Nikala Lane      Nigel Piercy      Kevin Wilson
Paolo Guenzi      Régis Lemmens      Michael Pusateri      Diana Woodburn
Stephan Henneburg      Tommi Mahlamäki      Jakob Rehme      John Workman
Sue Holt      Malcolm McDonald      Sanjiy Sengupta      George Yip
Christian Homburg      Florin Mihoc      Christoph Senn      Judy Zolkiewski