Open Access. Powered by Scholars. Published by Universities.®
Articles 1 - 4 of 4
Full-Text Articles in Business
Tdabc Capabilities For Performance Measurement: A Case Study In A Manufacturing Context, Siham Rahoui, Abubakar Ali, John Crowe, Amr Mahfouz
Tdabc Capabilities For Performance Measurement: A Case Study In A Manufacturing Context, Siham Rahoui, Abubakar Ali, John Crowe, Amr Mahfouz
Conference papers
Supply chain costing presents a sophisticated alternative to traditional costing allowing an accurate cost estimation and effective decision making. In exploring different techniques, TDABC was not explored extensively compared to its peers. In addition to the infancy of the technique, there is an on-going debate about the capability of the TDABC specifically in manufacturing context. The present study contributes to the debate by applying TDABC at the logistics function of a manufacturing site and assesses it capability to measure performance in the stated context.
Factors Driving Key Account Manager Performance, Lesley Murphy, Joseph Coughlan
Factors Driving Key Account Manager Performance, Lesley Murphy, Joseph Coughlan
Conference papers
Key account management has been highlighted as a significant area of academic research (Leigh and Marshall 2001, Workman et al. 2003) and both managers and academics alike are of the view that suppliers need to develop long-term relationships with selected strategic customers. Despite a recent academic focus on Key Account Management, there have only been a limited number of published studies on the individual Key Account Manager (KAM) (Sengupta et al. 2000, Schultz and Evans 2002, Guenzi et al. 2007, 2009) and it remains an under-investigated research area (Guenzi et al. 2009). This paper endeavours to explain the underlying factors …
Identifying The Characteristics Of Key Account Managers That Drive Performance, Lesley Murphy, Joseph Coughlan
Identifying The Characteristics Of Key Account Managers That Drive Performance, Lesley Murphy, Joseph Coughlan
Conference papers
A conceptual model of the factors that are linked to the performance of a Key Account Manager has been developed. There is a paucity of research in the correlation between the Key Account Manager’s personal and behavioural characteristics and their influence of the individual and organisation performance. A review of the literature underlines that the Key Account Manager can described as a strategic orchestrator or lynch pin and their key role is to coordinate activities with other members of their organisation. As a result, their individual characteristics will be tested against trust, collaboration and communication which are essential for the …
The Systems Approach To Analysing Supply Chains And Improving Their Performance, Edward Sweeney
The Systems Approach To Analysing Supply Chains And Improving Their Performance, Edward Sweeney
Conference papers
One critical weakness of traditional company-wide business improvement models, which are often based on systems thinking, is that the focus is largely on a company’s internal operations and business processes. As a result of the increasingly complex global supply chains of which companies are part, improving ones own business is no guarantee of success in today’s business environment. This paper describes an extension of traditional systems approaches beyond the operations of an individual company to the complete supply chain. The result is the