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Business logistics. --- Industrial procurement.

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Comment fidéliser ses clients en B to B ? Faut-il fidéliser tous ses clients ? Si oui, à quel prix ? Comment faire pour satisfaire des interlocuteurs aux attentes différentes, parfois contradictoires ? Comment installer la confiance dans la durée ? Comment se préserver du risque de perdre un client ? Comment s'assurer de l'adhésion et de l'implication de chacun dans l'entreprise ? Suivez pas à pas une démarche opérationnelle de conception, de mise en place et de management d'une stratégie de fidélisation. Cet ouvrage, illustré de cas réels et immédiatement applicable en entreprise, donne les clés pour mettre en place et développer de solides leviers de fidélisation.

Customer loyalty programs. --- Industrial marketing. --- Industrial procurement. --- Selling.

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Minority business enterprises --- Industrial procurement --- Minority consumers --- Multiculturalism --- Marketing --- Industrial procurement. --- Marketing --- Minority business enterprises. --- Minority consumers. --- Multiculturalism. --- Social aspects --- Social aspects. --- United States.

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This book provides a methodology, grounded in prior research, for analyzing supply chain vulnerabilities and determining appropriate strategic sourcing approaches firms can adopt for managing risk and ensuring supply chain resilience. Supply chain risk affects firms in a multitude of ways. The detrimental results of failing to manage supply chain risk includes, but is not limited to, disruptions that lead to the inability of firms to meet customer requirements, increased costs due to holding excessive inventory, paying employee overtime and expediting orders, financial losses due to increases in commodity prices and unfavorable exchange rates, and tarnishing firm reputation due to poor performance. Although supply chain risk can detrimentally affect firms in many ways, there are approaches organizations can implement for identifying, assessing, and managing risk in order to foster resiliency. This work focuses on strategic sourcing approaches for identifying, assessing and managing supply chain risk. It provides readers with insight into strategic sourcing and risk management approaches for managing supply chain risk and attaining resilience and will appeal to researchers in supply chain management, sourcing, and procurement. George A. Zsidisin is the John W. Barriger III Professor at the University of Missouri-St. Louis, USA. His research focuses on how firms assess and manage risk associated with supply disruptions and price volatility in their supply chains. Barbara Gaudenzi is Associate Professor in Supply Chain Management and Risk Management at the Department of Management at the University of Verona, Italy. She is Director of RiskMaster and LogiMaster at the University of Verona. Her research interests are, in particular, supply chain management, supply chain risk management, resilience and cyber risk in supply chains. Roberta Pellegrino is Associate Professor in Management Engineering at Department of Mechanics Mathematics and Management, Polytechnic University of Bari, Italy. Her main research interests are on supply chain risk management and resilience, public-private partnership, real options theory and other topics in the field of management engineering.

Business logistics. --- Risk management. --- Financial risk management. --- Industrial procurement. --- Supply Chain Management. --- Risk Management. --- Procurement.

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Sharing accurate and timely supply and demand information throughout a supply chain can yield significant performance improvements to all members of the supply chain. Despite the benefits, many firms are reluctant to share information with their supply chain partners due to an unequal distribution of risks, costs, and benefits among the partners. Thus, incentive mechanisms must be in place to induce communication, cooperation, and collaboration among all members of a supply chain. The issue of information exchange/sharing has been examined by various researchers over the last 15-20 years. However, there is no research book that compiles various approaches, analyses, key implications, as well as future development of this area. This book will serve as a handbook for researchers who are interested in learning the state of the art of the line of research in this area and explore open research topics in this area. Chapter authors, all leading researchers, have contributed 18 chapters broken into four distinct sections covering the Value of Information Sharing, Contracting and Information, Information Signaling, and Incentives for Information Sharing.

Operations research. --- Decision making. --- Industrial procurement. --- Operations Research/Decision Theory. --- Procurement.