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Diana Woodburn researches, writes, teaches and consults
in Key/Strategic Account Management. She started exploring the
subject in 1997, and in 1998 she set up Cranfield’s KAM Best
Practice Club with Professor Malcolm Mc Donald, with whom she wrote
Key Account Management: The Definitive Guide (3rd
edition 2011). She has taught thousands of key account managers and
directors about KSAM and developed much of the teaching material
used in the subject. Her prior career in marketing covered a wide
range of sectors and continents.
Kevin Wilson is a Professor of Marketing at Kedge
Business School in Bordeaux where he holds the Chair of Selling and
Client Relationships. He is a researcher, writer and presenter of
over twenty years standing in the field of strategic account
management, a past board member of the Strategic Account Management
Association (SAMA) and a founder of the Sales Research Trust. He
has published over 70 academic and practitioner articles and two
books on the subject, Harnessing Global Potential for SAMA
(2000) and Successful Global Account Management Wiley,
(2002).
Contributors: Yana Atanasova, Audrey Bink, Per-Olof
Brehmer, Noel Capon, Simon Croom, Osman Gök, Paulo Guenzi,
Stephen Henneburg, Sue Holt, Christian Homburg, Björn Ivens,
Ove Jensen, Robert Krapfel, Antonella La Rocca, Sylvie Lacoste,
Nikala Lane, Régis Lemmens, Tommi Mahlamaki, Malcolm Mc Donald,
Florin Mihoc, Toni Mikkola, Stefanos Mouzas, Peter Naudç,
Jukka Ojasalo, Catherine Pardo, Nigel Piercy, Michael Pusateri,
Jakob Rehme, Sanjit Sengupta, Christoph Senn, Ivan Snehota, Kaj
Storbacka, Olavi Uusitalo, Tom Vanderbiesen, Stefan Wengler, Kevin
Wilson, Diana Woodburn, John Workman, George Yip, Judy
Zolkwieski