Lynette J. Ryals: search on Z-Library

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1

Measuring and managing customer relationship risk in business markets

Lynette Ryals, Simon Knox

Journal:

Industrial Marketing Management

Year:

2007

Language:

english

File:

PDF, 294 KB

english, 2007

2

Attitudes and behaviours of key account managers: Are they really any different to senior sales professionals?

Davies, Iain A., Ryals, Lynette J.

Journal:

Industrial Marketing Management

Year:

2013

Language:

english

File:

PDF, 343 KB

english, 2013

3

The effectiveness of Key Account Management practices

Davies, Iain A., Ryals, Lynette J.

Journal:

Industrial Marketing Management

Year:

2014

Language:

english

File:

PDF, 563 KB

english, 2014

4

Sales compensation plans — One size does not fit all

Ryals, Lynette J, Rogers, Beth

Journal:

Journal of Targeting Measurement and Analysis for Marketing

Year:

2005

Language:

english

File:

PDF, 169 KB

english, 2005

5

Which resources and capabilities underpin strategic key account management?

Guesalaga, Rodrigo, Gabrielsson, Mika, Rogers, Beth, Ryals, Lynette, Marcos Cuevas, Javier

Journal:

Industrial Marketing Management

Year:

2018

Language:

english

File:

PDF, 1.45 MB

english, 2018

6

Cross-functional issues in the implementation of relationship marketing through customer relationship management

Lynette Ryals, Simon Knox

Journal:

European Management Journal

Year:

2001

Language:

english

File:

PDF, 202 KB

english, 2001

7

A qualitative study of leader behaviors perceived to enable salesperson performance

Peesker, Karen M., Ryals, Lynette J., Rich, Gregory A., Boehnke, Susan E.

Journal:

Journal of Personal Selling and Sales Management

Year:

2019

Language:

english

File:

PDF, 1.28 MB

english, 2019

8

Making Customer Relationship Management Work: The Measurement and Profitable Management of Customer Relationships

Journal:

Journal of Marketing

Year:

2005

Language:

english

File:

PDF, 96 KB

english, 2005

9

A re‐evaluation of conflict theory for the management of multiple, simultaneous conflict episodes

Speakman, James, Ryals, Lynette

Journal:

International Journal of Conflict Management

Year:

2010

Language:

english

File:

PDF, 169 KB

english, 2010

10

The changing role of sales: viewing sales as a strategic, cross‐functional process

Geiger, Susi, Storbacka, Kaj, Ryals, Lynette, Davies, Iain A., Nenonen, Suvi

Journal:

European Journal of Marketing

Year:

2009

Language:

english

File:

PDF, 258 KB

english, 2009

11

Options theory and options thinking in valuing returns on brand investments and brand extensions

Dias, Sam, Ryals, Lynette

Journal:

Journal of Product & Brand Management

Year:

2002

Language:

english

File:

PDF, 828 KB

english, 2002

12

Making customer relationship decisions: Analytics v rules of thumb

Persson, Andreas, Ryals, Lynette

Journal:

Journal of Business Research

Year:

2014

Language:

english

File:

PDF, 312 KB

english, 2014

13

Supply Chain Strategy: Its Impact on Shareholder Value

Christopher, Martin, Ryals, Lynette

Journal:

The International Journal of Logistics Management

Year:

1999

Language:

english

File:

PDF, 337 KB

english, 1999

14

Implementing key account management: Intraorganizational practices and associated dilemmas

Marcos-Cuevas, Javier, Nätti, Satu, Palo, Teea, Ryals, Lynette J.

Journal:

Industrial Marketing Management

Year:

2014

Language:

english

File:

PDF, 426 KB

english, 2014

15

Experimental Methods in Market Research: From Information to Insight

Ryals, Lynette, Wilson, Hugh

Journal:

International Journal of Market Research

Year:

2005

Language:

english

File:

PDF, 82 KB

english, 2005

16

Measuring risk‐adjusted customer lifetime value and its impact on relationship marketing strategies and shareholder value

Ryals, Lynette J., Knox, Simon

Journal:

European Journal of Marketing

Year:

2005

Language:

english

File:

PDF, 182 KB

english, 2005

17

Managing Customers Profitably (Ryals/Managing) || How to Calculate Customer Profitability for Large Customer Numbers

Year:

2012

Language:

english

File:

PDF, 306 KB

english, 2012

18

Latest thinking on attaching a financial value to marketing strategy: Through brands to valuing relationships

Keith Ward,Lynette Ryals

Journal:

Journal of Targeting Measurement and Analysis for Marketing

Year:

2001

Language:

english

File:

PDF, 256 KB

english, 2001

19

Managing Customers Profitably (Ryals/Managing) || Calculating Customer Lifetime Value

Year:

2012

Language:

english

File:

PDF, 223 KB

english, 2012

20

Creating and capturing value in KAM relationships

Ryals, Lynette, Holt, Sue

Journal:

Journal of Strategic Marketing

Year:

2007

Language:

english

File:

PDF, 354 KB

english, 2007

21

Customer relationship management in financial services: towards information-enabled relationship marketing

Ryals, Lynette, Payne, Adrian

Journal:

Journal of Strategic Marketing

Year:

2001

Language:

english

File:

PDF, 368 KB

english, 2001

22

Key account planning: benefits, barriers and best practice

Ryals, Lynette, Rogers, Beth

Journal:

Journal of Strategic Marketing

Year:

2007

Language:

english

File:

PDF, 264 KB

english, 2007

23

The Supply Chain Becomes the Demand Chain

Christopher, Martin, Ryals, Lynette J.

Journal:

Journal of Business Logistics

Year:

2014

Language:

english

File:

PDF, 959 KB

english, 2014

24

Managing Customers Profitably (Ryals/Managing) || Increasing Customer Equity Using Value Propositions

Year:

2012

Language:

english

File:

PDF, 416 KB

english, 2012

25

Making Customer Relationship Management Work: The Measurement and Profitable Management of Customer Relationships

Journal:

Journal of Marketing

Year:

2005

Language:

english

File:

PDF, 1.26 MB

english, 2005

26

New Trends in Innovation and Customer Relationship Management: A Challenge for Market Researchers

Maklan, Stan, Knox, Simon, Ryals, Lynette

Journal:

International Journal of Market Research

Year:

2008

Language:

english

File:

PDF, 85 KB

english, 2008

27

Key account management: the inside selling job

Bettis‐Outland, Harriette, Speakman, James I.F., Ryals, Lynette

Journal:

Journal of Business & Industrial Marketing

Year:

2012

Language:

english

File:

PDF, 304 KB

english, 2012

28

Managing Customers Profitably (Ryals/Managing) || Customer lifetime value

Year:

2012

Language:

english

File:

PDF, 357 KB

english, 2012

29

Pricing for value in ICT

Pasura, Aiyappa, Ryals, Lynette

Journal:

Journal of Targeting Measurement and Analysis for Marketing

Year:

2005

Language:

english

File:

PDF, 225 KB

english, 2005

30

Relationship management: A sales role, or a state of mind?: An investigation of functions and attitudes across a business-to-business sales force

Iain A. Davies, Lynette J. Ryals, Sue Holt

Journal:

Industrial Marketing Management

Year:

2010

Language:

english

File:

PDF, 1.37 MB

english, 2010

31

Determining the indirect value of a customer

Journal:

Journal of Marketing Management

Year:

2008

Language:

english

File:

PDF, 226 KB

english, 2008

32

Creating profitable customers through the magic of data mining

Journal:

Journal of Targeting Measurement and Analysis for Marketing

Year:

2003

Language:

english

File:

PDF, 146 KB

english, 2003

33

Using Real Options to Help Build the Business Case for CRM Investment

Stan Maklan, Simon Knox, Lynette Ryals

Journal:

Long Range Planning

Year:

2005

Language:

english

File:

PDF, 265 KB

english, 2005

34

Holding up the mirror: The impact of strategic procurement practices on account management

Lynette J. Ryals, Beth Rogers

Journal:

Business Horizons

Year:

2006

Language:

english

File:

PDF, 131 KB

english, 2006

35

Managing Customers Profitably (Ryals/Managing) || Calculating and Using Customer Equity

Year:

2012

Language:

english

File:

PDF, 375 KB

english, 2012

36

Managing Customers Profitably (Ryals/Managing) || Managing a Customer Portfolio Using Customer Equity

Year:

2012

Language:

english

File:

PDF, 261 KB

english, 2012

37

Profitable relationships with key customers: how suppliers manage pricing and customer risk

Journal:

Journal of Strategic Marketing

Year:

2006

Language:

english

File:

PDF, 323 KB

english, 2006

38

Where's the strategic intent in key account relationships?

Ryals, Lynette J., Davies, Iain A.

Journal:

Journal of Business & Industrial Marketing

Year:

2013

Language:

english

File:

PDF, 298 KB

english, 2013

39

Optimising marketing spend: return maximisation and risk minimisation in the marketing portfolio

Ryals, Lynette, Dias, Sam, Berger, Maya

Journal:

Journal of Marketing Management

Year:

2007

Language:

english

File:

PDF, 372 KB

english, 2007

40

Making customers pay: measuring and managing customer risk and returns

Journal:

Journal of Strategic Marketing

Year:

2003

Language:

english

File:

PDF, 96 KB

english, 2003

41

Are your customers worth more than money?

Journal:

Journal of Retailing and Consumer Services

Year:

2002

Language:

english

File:

PDF, 137 KB

english, 2002

42

A stage model for transitioning to KAM

Davies, Iain A., Ryals, Lynette J.

Journal:

Journal of Marketing Management

Year:

2009

Language:

english

File:

PDF, 245 KB

english, 2009

43

The Role of Social Capital in the Success of Fair Trade

Iain A. Davies, Lynette J. Ryals

Journal:

Journal of Business Ethics

Year:

2010

Language:

english

File:

PDF, 282 KB

english, 2010

44

The Role of Social Capital in the Success of Fair Trade

Iain A. Davies and Lynette J. Ryals

Journal:

Journal of Business Ethics

Year:

2010

Language:

english

File:

PDF, 2.68 MB

english, 2010

45

Key account management: Overcoming internal conflict

Lynette Ryals,Lindsay Bruce

Journal:

Journal of Direct Data and Digital Marketing Practice

Year:

2006

Language:

english

File:

PDF, 93 KB

english, 2006

46

Managing Customers Profitably (Ryals/Managing) || Customer Profitability Analysis

Year:

2012

Language:

english

File:

PDF, 389 KB

english, 2012

47

Managing Customers Profitably (Ryals/Managing) || How to Value Your Customers

Year:

2012

Language:

english

File:

PDF, 45 KB

english, 2012

48

Managing Customers Profitably (Ryals/Managing) ||

Year:

2012

Language:

english

File:

PDF, 4.91 MB

english, 2012

49

Managing Customers Profitably (Ryals/Managing) || The Strategic Decisions that Maximize The Value of Your Customers

Year:

2012

Language:

english

File:

PDF, 53 KB

english, 2012

50

Editorial

Journal:

Journal of Targeting Measurement and Analysis for Marketing

Year:

2002

Language:

english

File:

PDF, 206 KB

english, 2002

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