The Role of Partnerships in Strategic Account Management

The International Journal of Logistics Management

Volumn 8, Issue 1, 1997, Pages 67-74

  Newbourne, Paul T ^a  

^a CSX Corp   (United States)

Author keywords

Channel relationships; Clients; CSX; Partnering; Sales

Indexed keywords

EID: 84880625035     PISSN: 09574093     EISSN: 17586550     Source Type: Journal    
DOI: 10.1108/09574099710805592     Document Type: Article

References (8)

1. Douglas M. Lambert, Margaret A. Emmelhainz and John T. Gardner, “Developing and Implementing Supply Chain Partnerships,” The International Journal of Logistics Management, Vol. 7, No. 2(1996), p. 1.
2. Douglas M. Lambert, Margaret A. Emmelhainz and John T. Gardner, “Developing and Implementing Supply Chain Partnerships,” The International Journal of Logistics Management, Vol. 7, No. 2 (1996), pp. 1-17.
3. Fred Wiersema and Michael Treacy, The Discipline of Market Leaders, Reading, MA: Addison-Wesley, 1996.
4. Robert B. Miller and Stephen E. Heiman with Tad Tuleja, Successful Large Account Management, New York, NY: Henry Holt and Company, 1991.
5. Larraine D. Segil, Intelligent Business Alliances, New York, NY: Random House, 1996.
6. Shawn Tully, “Purchasing's New Muscle,” Fortune Magazine, February 20, 1995, p. 79.
7. Fred Wiersema, Customer Intimacy: Pick Your Customers, Shape Your Culture, Win Together, Waltham, MA: Warner Books, 1996.
8. Douglas M. Lambert, Margaret A. Emmelhainz and John T. Gardner, “Developing and Implementing Supply Chain Partnerships,” The International Journal of Logistics Management, Vol. 7, No. 2 (1996), p. 2.