Handbook of Strategic Account Management: A Comprehensive Resource

At the moment, it is difficult to distinguish between genuine knowledge in SAM and opinions and myths which are not grounded in properly-conducted research. This book will consist of a collection of papers representing researched knowledge of SAM from across the academic community, and will therefore be the reference work of choice for academics, teachers, students, researchers in SAM and serious practitioners. The editors have identified a need and an opportunity to provide a book that captures findings about SAM already published in a wide variety of journals and assembles it into a body of knowledge, which will engage the attention and generate the interest of many academics and practitioners across the world, far beyond those currently comprising the active SAM research community. To date, no such book exists. The editors will ensure that papers are distributed across all important aspects of SAM to achieve a comprehensive coverage and avoid repetition. Papers should contain a review of current knowledge of the area of SAM which is addressed, plus elements of the authors own research and contribution to knowledge of SAM in that area. They should conclude with identification of key issues yet to be explored and discussion of the implications of the theory for practice. SAM is often poorly implemented and therefore less successful than it should be, so observations on current application and discussion of its implications are very important. As the purpose of the book is the provision of an authoritative review of current knowledge, papers can have been previously published by the author/s, with the agreement of any publisher with rights over the material (to be cleared by the author). The book will start with a summary and overall review from the editors and contain 15-25 papers ideally, each with its own list of references. A good list of references will be invaluable to academic readers, students and researchers particularly.