The global retail challenge

Business Strategy Review

Volumn 16, Issue 1, 2005, Pages 5-13

  Kumar, Nirmalya ^a,b,c  

^a LONDON BUSINESS SCHOOL   (United Kingdom)

^b Centre Lor Marketing   (United Kingdom)

^c Aditya V Birla India Centre   (India)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 27844541838     PISSN: 09556419     EISSN: 14678616     Source Type: Journal    
DOI: 10.1111/j.0955-6419.2005.00346.x     Document Type: Review

References (11)

1. Kari G Alldredge, Tracey R. Griffin, and Lauri K. Kotcher (1999), "May the sales force be with you," The McKinsey Quarterly, no. 3.
2. Sundar Bharadwaj and Thomas W. Gruen (2000), "Organizational structural approaches to account management: Developing a model of the effectiveness of customer business development teams," Presentation to the AMA B2B Faculty Consortium, 3 August.
3. Julian Birkinshaw (2001), "Global account management: New structures, new tasks," Financial Times Mastering Management, 20 February.
4. Julian Birkinshaw, Omar Toulan, and David Arnold, 2001 "Global account management in multinational corporations: Theory and evidence," Journal of International Business Studies 32, no. 2 (2001): 231-248.
5. Sabine Bonnot, Emma Carr, and Michael J. Reyner (2000), "Fighting brawn with brains," The McKinsey Quarterly, no. 2.
6. Daniel Corsten and Nirmalya Kumar (2003), "Profits in the pie of the beholder," Harvard Business Review 81 (5): 22-23.
7. Russell Eisenstat, Nathaniel Foote, Jay Galbraith, and Danny Miller (2001), "Beyond the business unit," The McKinsey Quarterly, no. 1.
8. Michael George, Anthony Freeling and David Court (1994), "Reinventing the marketing organization," The McKinsey Quarterly, no. 4.
9. Nirmalya Kumar (1996), "The power of trust in manufacturer-retailer relationships," Harvard Business Review 74(6): 92-109.
10. Nirmalya Kumar (2003), "Kill a brand, keep a customer," Harvard Business Review 81(12):86-95.
11. James Kynge (2002), "It's as much about buying as selling," Financial Times, 12 December.