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Die strategische kundenorientierte Organisation: Die zehn Katalysatoren („Enablers“) des SAM

In: Kollaborative Wertschöpfung mit strategischen Kunden

Author

Listed:
  • Bernard Quancard

Abstract

Zusammenfassung Das Erfassen und die Nutzung der zehn Katalysatoren des kollaborativen Wertschöpfungsprozesses ist erfolgskritisch für professionelle und effektiv arbeitende SAM-Organisationen. Sie bilden das inhaltliche und organisatorische Rückgrat strategischer Kundenmanagement-Programme. Ihre umfassende Anwendung in hoher Qualität sichert das Erreichen der mit dem SAM verbundenen Ziele, insbesondere das Erlangen des Status des Trusted Advisors bei den strategisch wichtigen Kunden und die damit verbundene nachhaltige Differenzierung. Ihre Entwicklung basiert auf einer nunmehr 20-jährigen Erfahrung der SAMA-Forschung. In diesem Kapitel werden die zehn Katalysatoren des kollaborativen Wertschöpfungsprozesses vorgestellt

Suggested Citation

  • Bernard Quancard, 2022. "Die strategische kundenorientierte Organisation: Die zehn Katalysatoren („Enablers“) des SAM," Springer Books, in: Bernard Quancard & Gerhard Herold (ed.), Kollaborative Wertschöpfung mit strategischen Kunden, chapter 2, pages 9-44, Springer.
    • Handle: RePEc:spr:sprchp:978-3-030-91229-1_2
    DOI: 10.1007/978-3-030-91229-1_2
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