The Experts below are selected from a list of 279 Experts worldwide ranked by ideXlab platform
Catherine Pardo - One of the best experts on this subject based on the ideXlab platform.
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Key account management in business markets : an Empirical Test of common assumptions
Journal of Business and Industrial Marketing, 2008Co-Authors: Catherine Pardo, Björn Sven IvensAbstract:Purpose – The concept of key account management (KAM) has received considerable attention from practitioners and scholars for well over 20 years now. However, numerous articles build on a set of tacit assumptions for which we lack Empirical evidence. This paper seeks to propose an Empirical Test of several of these assumptions. - Design/methodology/approach – The contribution draws on a study conducted among 297 purchasing managers in two industries (packaging goods, market research data). - Findings – The findings indicate that parts of the foundations of KAM are not as solid as they may appear at first sight. - Practical implications – This paper invites managers of KAM programs to carefully consider the objectives they assign to such programs by integrating the idea of value created both for key customers and for suppliers implementing such programs. - Originality/value – The paper extends knowledge of key account management in the business field by providing new – and, in the light of the extant literature, sometimes rather counter-intuitive – insights in this important management phenomenon. It does this by systematically comparing key account relationships and non-key account relationships. // Keywords: Transaction costs, Buyer-seller relationships, Resource management
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Handbook of Strategic Account Management: A Comprehensive Resource - Key‐account‐management in business markets: an Empirical Test of common assumptions
Journal of Business & Industrial Marketing, 2008Co-Authors: Björn Sven Ivens, Catherine PardoAbstract:Purpose – The concept of key account management (KAM) has received considerable attention from practitioners and scholars for well over 20 years now. However, numerous articles build on a set of tacit assumptions for which we lack Empirical evidence. This paper seeks to propose an Empirical Test of several of these assumptions.Design/methodology/approach – The contribution draws on a study conducted among 297 purchasing managers in two industries (packaging goods, market research data).Findings – The findings indicate that parts of the foundations of KAM are not as solid as they may appear at first sight.Practical implications – This paper invites managers of KAM programs to carefully consider the objectives they assign to such programs by integrating the idea of value created both for key customers and for suppliers implementing such programs.Originality/value – The paper extends knowledge of key account management in the business field by providing new – and, in the light of the extant literature, somet...
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Handbook of Strategic Account Management: A Comprehensive Resource - Key Account Management in Business Markets: An Empirical Test of Common Assumptions
Journal of Business & Industrial Marketing, 2008Co-Authors: Björn Sven Ivens, Catherine PardoAbstract:Purpose – The concept of key account management (KAM) has received considerable attention from practitioners and scholars for well over 20 years now. However, numerous articles build on a set of tacit assumptions for which we lack Empirical evidence. This paper seeks to propose an Empirical Test of several of these assumptions.Design/methodology/approach – The contribution draws on a study conducted among 297 purchasing managers in two industries (packaging goods, market research data).Findings – The findings indicate that parts of the foundations of KAM are not as solid as they may appear at first sight.Practical implications – This paper invites managers of KAM programs to carefully consider the objectives they assign to such programs by integrating the idea of value created both for key customers and for suppliers implementing such programs.Originality/value – The paper extends knowledge of key account management in the business field by providing new – and, in the light of the extant literature, somet...
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key account management in business markets an Empirical Test of common assumptions
Journal of Business & Industrial Marketing, 2008Co-Authors: Björn Sven Ivens, Catherine PardoAbstract:Purpose – The concept of key account management (KAM) has received considerable attention from practitioners and scholars for well over 20 years now. However, numerous articles build on a set of tacit assumptions for which we lack Empirical evidence. This paper seeks to propose an Empirical Test of several of these assumptions.Design/methodology/approach – The contribution draws on a study conducted among 297 purchasing managers in two industries (packaging goods, market research data).Findings – The findings indicate that parts of the foundations of KAM are not as solid as they may appear at first sight.Practical implications – This paper invites managers of KAM programs to carefully consider the objectives they assign to such programs by integrating the idea of value created both for key customers and for suppliers implementing such programs.Originality/value – The paper extends knowledge of key account management in the business field by providing new – and, in the light of the extant literature, somet...
Björn Sven Ivens - One of the best experts on this subject based on the ideXlab platform.
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Key account management in business markets : an Empirical Test of common assumptions
Journal of Business and Industrial Marketing, 2008Co-Authors: Catherine Pardo, Björn Sven IvensAbstract:Purpose – The concept of key account management (KAM) has received considerable attention from practitioners and scholars for well over 20 years now. However, numerous articles build on a set of tacit assumptions for which we lack Empirical evidence. This paper seeks to propose an Empirical Test of several of these assumptions. - Design/methodology/approach – The contribution draws on a study conducted among 297 purchasing managers in two industries (packaging goods, market research data). - Findings – The findings indicate that parts of the foundations of KAM are not as solid as they may appear at first sight. - Practical implications – This paper invites managers of KAM programs to carefully consider the objectives they assign to such programs by integrating the idea of value created both for key customers and for suppliers implementing such programs. - Originality/value – The paper extends knowledge of key account management in the business field by providing new – and, in the light of the extant literature, sometimes rather counter-intuitive – insights in this important management phenomenon. It does this by systematically comparing key account relationships and non-key account relationships. // Keywords: Transaction costs, Buyer-seller relationships, Resource management
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Handbook of Strategic Account Management: A Comprehensive Resource - Key‐account‐management in business markets: an Empirical Test of common assumptions
Journal of Business & Industrial Marketing, 2008Co-Authors: Björn Sven Ivens, Catherine PardoAbstract:Purpose – The concept of key account management (KAM) has received considerable attention from practitioners and scholars for well over 20 years now. However, numerous articles build on a set of tacit assumptions for which we lack Empirical evidence. This paper seeks to propose an Empirical Test of several of these assumptions.Design/methodology/approach – The contribution draws on a study conducted among 297 purchasing managers in two industries (packaging goods, market research data).Findings – The findings indicate that parts of the foundations of KAM are not as solid as they may appear at first sight.Practical implications – This paper invites managers of KAM programs to carefully consider the objectives they assign to such programs by integrating the idea of value created both for key customers and for suppliers implementing such programs.Originality/value – The paper extends knowledge of key account management in the business field by providing new – and, in the light of the extant literature, somet...
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Handbook of Strategic Account Management: A Comprehensive Resource - Key Account Management in Business Markets: An Empirical Test of Common Assumptions
Journal of Business & Industrial Marketing, 2008Co-Authors: Björn Sven Ivens, Catherine PardoAbstract:Purpose – The concept of key account management (KAM) has received considerable attention from practitioners and scholars for well over 20 years now. However, numerous articles build on a set of tacit assumptions for which we lack Empirical evidence. This paper seeks to propose an Empirical Test of several of these assumptions.Design/methodology/approach – The contribution draws on a study conducted among 297 purchasing managers in two industries (packaging goods, market research data).Findings – The findings indicate that parts of the foundations of KAM are not as solid as they may appear at first sight.Practical implications – This paper invites managers of KAM programs to carefully consider the objectives they assign to such programs by integrating the idea of value created both for key customers and for suppliers implementing such programs.Originality/value – The paper extends knowledge of key account management in the business field by providing new – and, in the light of the extant literature, somet...
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key account management in business markets an Empirical Test of common assumptions
Journal of Business & Industrial Marketing, 2008Co-Authors: Björn Sven Ivens, Catherine PardoAbstract:Purpose – The concept of key account management (KAM) has received considerable attention from practitioners and scholars for well over 20 years now. However, numerous articles build on a set of tacit assumptions for which we lack Empirical evidence. This paper seeks to propose an Empirical Test of several of these assumptions.Design/methodology/approach – The contribution draws on a study conducted among 297 purchasing managers in two industries (packaging goods, market research data).Findings – The findings indicate that parts of the foundations of KAM are not as solid as they may appear at first sight.Practical implications – This paper invites managers of KAM programs to carefully consider the objectives they assign to such programs by integrating the idea of value created both for key customers and for suppliers implementing such programs.Originality/value – The paper extends knowledge of key account management in the business field by providing new – and, in the light of the extant literature, somet...
Robert W. Wassmer - One of the best experts on this subject based on the ideXlab platform.
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Property Taxation, Property Base, and Property Value: An Empirical Test of the 'New View'
National Tax Journal, 1993Co-Authors: Robert W. WassmerAbstract:Uses an Empirical Test the "New" view of property taxation. Finds that the greater the positive differential between a city's rate of property taxation and the nation's average rate, the smaller the amount of capital in the city and the smaller the per-unit market value of its property tax base; and the higher the average rate of property taxation in the country, the lower the return to all property.
Anindya Sen - One of the best experts on this subject based on the ideXlab platform.
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An Empirical Test of the Offset Hypothesis
Social Science Research Network, 2001Co-Authors: Anindya SenAbstract:I exploit cross province and time series variation in Canadian mandatory seat belt legislation to Empirically Test the offset hypothesis. The results of this study offer modest evidence on the existence of offsetting behavior by drivers. Specifically, increased usage of seat belts by drivers suggests that seat belt legislation should have led to a 29% drop in driver fatalities. However, econometric estimates indicate that the introduction of seat belt legislation is significantly correlated with only a 21% decline in driver fatalities. Further, the use of legislative and non-legislative factors to control for the effects of independent determinants of traffic fatalities is critical, as their omission implies that seatbelt laws are associated with roughly a 32% drop in driver deaths, thus implying an absence of significant offsetting behavior.
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An Empirical Test of the Offset Hypothesis
The Journal of Law and Economics, 2001Co-Authors: Anindya SenAbstract:Abstract I exploit cross‐province and time‐series variation in Canadian mandatory seat belt legislation to Empirically Test the offset hypothesis. The results of this study offer modest evidence of the existence of offsetting behavior by drivers. Specifically, increased use of seat belts by drivers after the enactment of seat belt legislation should have led to a 29 percent decrease in driver fatalities. However, econometric estimates indicate that the introduction of seat belt legislation is significantly correlated with only a 21 percent decline in driver fatalities. Furthermore, the use of legislative and nonlegislative factors to control for the effects of independent determinants of traffic fatalities is critical, as the omission of these effects implies that seat belt laws are associated with roughly a 32 percent decrease in driver deaths, thus implying an absence of significant offsetting behavior.
Emmanuel M. Pothos - One of the best experts on this subject based on the ideXlab platform.
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QI - Towards an Empirical Test of Realism in Cognition
Quantum Interaction, 2015Co-Authors: James M. Yearsley, Emmanuel M. PothosAbstract:We review recent progress in designing an Empirical Test of (temporal) realism in cognition. Realism in this context is the property that cognitive variables always have well defined (if possibly unknown) values at all times. We focus most of our attention in this contribution on discussing the exact notion of realism that is to be Tested, as we feel this issue has not received enough attention to date. We also give a brief outline of the Empirical Test, including some comments on an experimental realisation, and we discuss what we should conclude from any purported experimental ‘disproof’ of realism. This contribution is based on Yearsley and Pothos (2014).
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CogSci - Towards an Empirical Test of realism in cognition.
Cognitive Science, 2015Co-Authors: James M. Yearsley, Emmanuel M. PothosAbstract:We review recent progress in designing an Empirical Test of (temporal) realism in cognition. Realism in this context is the property that cognitive variables always have well defined (if possibly unknown) values at all times. We focus most of our attention in this contribution on discussing the exact notion of realism that is to be Tested, as we feel this issue has not received enough attention to date. We also give a brief outline of the Empirical Test, including some comments on an experimental realisation, and we discuss what we should conclude from any purported experimental ‘disproof’ of realism. This contribution is based on Yearsley and Pothos (2014).