000272002 000__ 01529cam\a22003254a\45e0 000272002 001__ 272002 000272002 005__ 20210513102842.0 000272002 008__ 030328s2003\\\\enka\\\\\b\\\\001\0\eng\\ 000272002 010__ $$a 2003007460 000272002 020__ $$a0470848928 (alk. paper) 000272002 035__ $$a(OCoLC)ocm51966356 000272002 035__ $$a272002 000272002 040__ $$aDLC$$cDLC 000272002 042__ $$apcc 000272002 049__ $$aISEA 000272002 05000 $$aHF1416$$b.H46 2003 000272002 08200 $$a658.8/48$$221 000272002 1001_ $$aHennessey, Hubert D. 000272002 24510 $$aGlobal account management : creating value /$$cH. David Hennessey and Jean-Pierre Jeannet. 000272002 260__ $$aChichester :$$bJohn Wiley & Sons,$$cc2003. 000272002 300__ $$ax, 260 p. :$$bill. ;$$c24 cm. 000272002 504__ $$aIncludes bibliographical references and index. 000272002 5050_ $$aGlobal drivers and global account management -- Analyzing a global customers industry -- Analyzing the global logic of key account's business -- Developing strategy for a global customers business -- Developing and delivering the value proposition -- The global account management team -- Supporting and implementing global account management -- Global account management in action: case studies: Xerox, Marriott International, Hewlett Packard. 000272002 650_0 $$aExport marketing. 000272002 650_0 $$aExport marketing$$vCase studies. 000272002 650_0 $$aMarketing$$xKey accounts. 000272002 7001_ $$aJeannet, Jean-Pierre. 000272002 85200 $$bgen$$hHF1416$$i.H46$$i2003 000272002 85642 $$3Publisher description$$uhttp://www.loc.gov/catdir/description/wiley0310/2003007460.html 000272002 85641 $$3Table of contents$$uhttp://www.loc.gov/catdir/toc/wiley031/2003007460.html 000272002 909CO $$ooai:library.usi.edu:272002$$pGLOBAL_SET 000272002 980__ $$aBIB 000272002 980__ $$aBOOK 000272002 994__ $$aE0$$bISE