Procurement has grown up. There is now a strategic business function that increasingly recognizes the importance of strategic supplier relationships, a reflection of key account management. Evaluated the impact of this shift on the profession and practice of account management. Examines customer adoption of strategic sourcing and discusses the implications for account managers with suppliers serve these customers. New techniques are used in this special relationship, including the use o … Emerging Read more »

Procurement has grown up. There is now a strategic business function that increasingly recognizes the importance of strategic supplier relationships, a reflection of key account management. Evaluated the impact of this shift on the profession and practice of account management. Examines customer adoption of strategic sourcing and discusses the implications for account managers with suppliers serve these customers. New techniques are emerging in this special relationship, including the use of psychological contracts and co-measurement and monitoring. Perceived fairness also have a major impact on the customer’s perspective of their suppliers. Account Managers must recognize these changes fall victim to suppliers or delusion: the belief that they are better than they really
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from
Lynette J. Ryals,
Brian Rogers,
Beth Rogers
Source: Business Horizons
10 pages.
Publication Date: Jan 15,, 2006. Prod #: BH183-PDF-ENG
Hold the mirror: The influence of Strategic Procurement Practices on Account Management HBR case solution