Journal of Business Strategy: Volume 36 Issue 4

Fit for global customers: how ALTANA mastered the journey to a customer-centric organization

Detlev Lindner, Christoph Senn

The purpose of this paper is to describe the implementation journey of global account management (GAM) programs. ALTANA’s case offers a good example of the challenges a supplier…

Customers as creative resources: their influence on firm freedom

Loïc Plé, Xavier Lecocq

Researchers and practitioners usually consider that integrating customers in firms’ business models comes with positive consequences. However, customer integration may also…

Fiat-Chrysler deal: looking for a good returns from M & A

Bernardo Bertoldi, Chiara Giachino, Stefano Bernard, Virginia Prudenza

The aim of this paper is to investigate the cross-border acquisition’s process through the Fiat-Chrysler case. Many automotive companies have considered cross-border mergers and…

Integrated marketing communication: making it work at a strategic level

Philip J. Kitchen, Inga Burgmann

The purpose of this paper is to describe, review and critique the concept of integrated marketing communications (IMCs) and to suggest ways forward conceptually and managerially…

Community marketing: serving the base of the economic pyramid sustainably

Rakhi Thakur

The purpose of this paper is to acknowledge the importance of community networks in distribution of services and to present a conceptual framework outlining the antecedents and…

Key account teams: success factors for implementing strategy

Christine Jaushyuam Lai, Betsy D. Gelb

The purpose of this paper is to explore a contributing factor – communication – within a team as well as with a client. Organizations that rely on key account teams for strategy…

How to pitch an algorithm

Peter Buell Hirsch

The purpose of this paper is to determine whether there are some specific practices that communications professionals should follow in creating influence in a world in which…