Strategic account management: the path to gain customer loyalty

Detalhes bibliográficos
Autor(a) principal: Rodrigues, Tatiana Justo Machado
Data de Publicação: 2014
Tipo de documento: Dissertação
Idioma: eng
Título da fonte: Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
Texto Completo: http://hdl.handle.net/10362/14958
Resumo: The account management field works closely with the sales team, serving as the customer’s primary point of contact. This project’s purpose was to understand if shifting the account management from brand centric to customer centric, would be the best fit for a Portuguese Pharmaceutical company. This customer centric approach - Strategic Account Management (SAM) - was studied, understanding the implicated trade-offs to the company. The workforce was probed about the project and their comments were analyzed. The conclusion points to an implementation of SAM and proposes the adaptations to follow in order to smooth the change.
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spelling Strategic account management: the path to gain customer loyaltyCustomerStrategic account managementPharmaceutical industry and tradeoffsThe account management field works closely with the sales team, serving as the customer’s primary point of contact. This project’s purpose was to understand if shifting the account management from brand centric to customer centric, would be the best fit for a Portuguese Pharmaceutical company. This customer centric approach - Strategic Account Management (SAM) - was studied, understanding the implicated trade-offs to the company. The workforce was probed about the project and their comments were analyzed. The conclusion points to an implementation of SAM and proposes the adaptations to follow in order to smooth the change.NSBE - UNLBarros, Pedro PitaGomes, DiogoRUNRodrigues, Tatiana Justo Machado2016-01-31T01:30:10Z2014-012014-01-01T00:00:00Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisapplication/pdfhttp://hdl.handle.net/10362/14958TID:201529521enginfo:eu-repo/semantics/embargoedAccessreponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAP2024-03-11T03:50:26Zoai:run.unl.pt:10362/14958Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-20T03:22:12.503642Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãofalse
dc.title.none.fl_str_mv Strategic account management: the path to gain customer loyalty
title Strategic account management: the path to gain customer loyalty
spellingShingle Strategic account management: the path to gain customer loyalty
Rodrigues, Tatiana Justo Machado
Customer
Strategic account management
Pharmaceutical industry and tradeoffs
title_short Strategic account management: the path to gain customer loyalty
title_full Strategic account management: the path to gain customer loyalty
title_fullStr Strategic account management: the path to gain customer loyalty
title_full_unstemmed Strategic account management: the path to gain customer loyalty
title_sort Strategic account management: the path to gain customer loyalty
author Rodrigues, Tatiana Justo Machado
author_facet Rodrigues, Tatiana Justo Machado
author_role author
dc.contributor.none.fl_str_mv Barros, Pedro Pita
Gomes, Diogo
RUN
dc.contributor.author.fl_str_mv Rodrigues, Tatiana Justo Machado
dc.subject.por.fl_str_mv Customer
Strategic account management
Pharmaceutical industry and tradeoffs
topic Customer
Strategic account management
Pharmaceutical industry and tradeoffs
description The account management field works closely with the sales team, serving as the customer’s primary point of contact. This project’s purpose was to understand if shifting the account management from brand centric to customer centric, would be the best fit for a Portuguese Pharmaceutical company. This customer centric approach - Strategic Account Management (SAM) - was studied, understanding the implicated trade-offs to the company. The workforce was probed about the project and their comments were analyzed. The conclusion points to an implementation of SAM and proposes the adaptations to follow in order to smooth the change.
publishDate 2014
dc.date.none.fl_str_mv 2014-01
2014-01-01T00:00:00Z
2016-01-31T01:30:10Z
dc.type.status.fl_str_mv info:eu-repo/semantics/publishedVersion
dc.type.driver.fl_str_mv info:eu-repo/semantics/masterThesis
format masterThesis
status_str publishedVersion
dc.identifier.uri.fl_str_mv http://hdl.handle.net/10362/14958
TID:201529521
url http://hdl.handle.net/10362/14958
identifier_str_mv TID:201529521
dc.language.iso.fl_str_mv eng
language eng
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eu_rights_str_mv embargoedAccess
dc.format.none.fl_str_mv application/pdf
dc.source.none.fl_str_mv reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
instacron:RCAAP
instname_str Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
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repository.name.fl_str_mv Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
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