Key Account Management - Publications - Faculty & Research - Harvard Business School

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June 2012
Case

Siemens AG: Key Account Management

By: Thomas Steenburgh, Michael Ahearne and Elena Corsi

The key account manager of an engineering company has to convince a department to give up important contracts. The German engineering company Siemens had set up a global key account management program since 2010. The key account manager of an emerging account had been... View Details

Keywords: Key Account Management; Commercialization; Marketing; Marketing Management; Engineering; Marketing Strategy; Customer Relationship Management; Profit; Problems and Challenges; Electronics Industry; Consumer Products Industry; Europe

2000
Chapter

Relationship Marketing and Key Account Management

By: Joseph P. Cannon and N. Narayandas

Keywords: Customer Relationship Management

Teaching Interest

Accounting for Managers

By: V.G. Narayanan

I teach financial and managerial accounting to executives and MBA students. View Details

Keywords: Accounting; Managerial Accounting; Financial Accounting

August 2018
Article

Virtual Issue on Empirical Management Accounting Research

By: Margaret Abernethy and Dennis Campbell

Keywords: Management Accounting; Management Accounting And Control Systems; Accounting

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October 1989
Background Note

Managing Major Accounts

By: Frank V. Cespedes

Written as an introduction to a module in the second-year MBA course, Marketing Implementation. Discusses issues encountered in the selling and management of major accounts. The topics covered include: 1) reasons for the increasing importance of major account... View Details

Keywords: Accounting Audits; Marketing; Marketing Strategy; Consumer Behavior; Market Participation; Relationships; Salesforce Management

10 May 2023

Highlights Video: Accountability is Key to Climate Performance

July 2010 (Revised March 2013)
Case

Heidrick & Struggles and Standard Chartered Bank: Managing Global Key Accounts

By: Robert G. Eccles and Kerry Herman

Daren Kemp, a partner at leadership consultancy and executive search firm Heidrick & Struggles, is responsible for the firm's relationship with Standard Chartered Bank (Standard Chartered). Standard Chartered is one of 94 companies in Heidrick's strategic partners... View Details

Keywords: Customer Relationship Management; Service Delivery; Partners and Partnerships; Business Strategy; Consulting Industry; Employment Industry

2003
Book

Management Accounting

By: A. Atkinson, R. S. Kaplan and M. Young

Keywords: Cost Accounting

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2008
Chapter

Management Accounting in India

This chapter surveys the history, evolution, and current status of accounting systems and practices in India. Tracing the roots of Indian accounting systems to the ancient civilization of the Indus Valley, we discuss the accounting contributions of historical writings... View Details

Keywords: History; Accounting; India

Article

Management by Accounting is Not Management Accounting

By: Robert S. Kaplan

Keywords: Management; Accounting

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1998
Book

Advanced Management Accounting

By: Robert S. Kaplan and Anthony A. Atkinson

Keywords: Management; Cost Accounting

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The Emergence of Charismatic Business Leadership

The Emergence of Charismatic Business Leadership is an examination of how the role of the business leader in the U.S. has changed from World War II to the present. A small number of high-profile individuals have transformed the face of modern-day... View Details

2007
Book

Management Accounting

By: Anthony A Atkinson, R. S. Kaplan, Ella Mae Matsumura and S. Mark Young

Keywords: Management; Cost Accounting; Accounting

14 May 2007
Research & Ideas

The Key to Managing Stars? Think Team

What contributes to an individual's ability to remain a star? To what extent does past star performance predicate future star performance? And to what extent does a key organizational factor—colleague quality—help or hinder the ability to... View Details

Keywords: by Martha Lagace

January 2023 (Revised December 2024)
Technical Note

LCA Action Planning: Responsibility and Accountability

By: Sandra J. Sucher, Nien-he Hsieh and Marilyn Morgan Westner

LCA action plans integrate responsibility and accountability into decision-making and planning. This module note was designed for the LCA course and reviews six steps leaders can follow to develop a practical LCA action plan for their business. It shows how integrating... View Details

Keywords: Responsibility; Accountability; Management Challenges; Corporate Accountability; Leadership; Planning; Decisions; Strategy

Article

New Roles for Management Accountants

By: Robert S. Kaplan

Keywords: Management; Accounting

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Article

Productivity Measurement and Management Accounting

By: R. Banker, S. Datar and Robert S. Kaplan

Keywords: Measurement and Metrics; Management; Accounting

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Article

Research Opportunities in Management Accounting

By: Robert S. Kaplan

Keywords: Accounting; Management; Research; Opportunities

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September 1984
Background Note

Informal Networks: Keys to Successful Management

By: J. Ronald Fox and Paul E. Morrison

Keywords: Social and Collaborative Networks; Management; Success

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Web

Accounting & Management - Doctoral

Accounting & Management The doctoral program in Accounting and Management, which falls under the PhD in Business Administration, focuses on understanding the role of... View Details

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