Holding Up the Mirror: The Impact of Strategic Procurement Practices on Account Management Harvard Case Solution & Analysis

Purchases rose. Now this is a strategic business function that is increasingly recognizing the importance of strategic relationships with suppliers, reflected key customers. Assessing the impact of changes in the profession and practice of account management. Treats clients making strategic purchases and discusses implications for managers, service providers of these customers. New technologies appear in this special relationship, including the use of psychological contracts and co-measurement and monitoring. Perceived fairness will also have a big impact on customers' opinions of their suppliers. Managers must recognize these changes or the victim of a supplier error. The belief that they perform better than they really are "Hide
by Lynette J. Ryals, Brian Rogers, Beth Rogers Source: Business Horizons 10 pages. Publication Date: January 15, 2006. Prod. #: BH183-PDF-ENG

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Holding Up the Mirror: The Impact of Strategic Procurement Practices on Account Management

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