BRADFORD SCHOLARS

    • Sign in
    View Item 
    •   Bradford Scholars
    • University of Bradford eTheses
    • Theses
    • View Item
    •   Bradford Scholars
    • University of Bradford eTheses
    • Theses
    • View Item
    JavaScript is disabled for your browser. Some features of this site may not work without it.

    Browse

    All of Bradford ScholarsCommunitiesAuthorsTitlesSubjectsPublication DateThis CollectionAuthorsTitlesSubjectsPublication Date

    My Account

    Sign in

    HELP

    Bradford Scholars FAQsCopyright Fact SheetPolicies Fact SheetDeposit Terms and ConditionsDigital Preservation Policy

    Statistics

    Display statistics

    Understanding account management in professional services relationships. Conceptualising a value framework of account management from client and professional perspective in the audit, tax and management consultancy industry.

    • CSV
    • RefMan
    • EndNote
    • BibTex
    • RefWorks
    Thumbnail
    View/Open
    09029469_Thesis_Understanding AM.pdf (1.740Mb)
    Download
    Publication date
    2013-12-18
    Author
    Van Bon, Hendrikus Johannes
    Supervisor
    Not named
    Keyword
    Professional services relationships
    Audit
    Tax
    Management
    Consultancy services
    Account management
    Value framework
    Rights
    Creative Commons License
    The University of Bradford theses are licenced under a Creative Commons Licence.
    Institution
    University of Bradford
    Department
    Department of School of Management
    Awarded
    2013
    
    Metadata
    Show full item record
    Abstract
    Professionals take centre stage in the delivery of professional services and the role of account management has received little research attention. This thesis concerns the value of account management in professional service relationships in the audit, tax and management consultancy industry, contextualising the nature and value of account management through client and professional perspectives. It addresses the challenges of embedding the account management role in the firm as a role of the professional or a separate function. The aim of this thesis is to conceptualise a value framework for account management. Based on the principles of grounded theory, the method comprises 29 interviews with professionals, account managers and clients. Embracing an emergent, iterative process, the lenses used to reflect on these interviews include service dominant logic, relationships, the nature of professions and professionals along with client value and notions of organisational change. The emergent perceived value framework comprises five themes. Apart from the theme ¿perceived value of account management¿, the other themes can be conceptualised at three levels: ¿ external environment; ¿ firm¿s organisation and the professional-client relationships; ¿ and account management. Furthermore, the results indicate that professional service firms have difficulty in structuring and formalising account management implying a considerable organisational culture change management agenda. The role for account management varies between an integrated account management role performed by the professional in strategic services and by full-time dedicated account managers in more commoditised services and competitive environments. Well-embedded account management provides competitive advantage and differentiates the professional service firm.
    URI
    http://hdl.handle.net/10454/5775
    Type
    Thesis
    Qualification name
    DBA
    Collections
    Theses

    entitlement

     

    Related items

    Showing items related by title, author, creator and subject.

    • Thumbnail

      Strategic management training and development: An exploration into the extent and nature of senior and middle managers' development in the Palestinian telecommunication sector.

      Analoui, Farhad; Morvaridi, Behrooz; Sabella, Anton R. (University of BradfordSchool of Social and International Studies, 2013-12-09)
      This research explores the nature and extent of management development and training of senior and middle managers working in Palestinian telecommunication organizations using a basic trichotomous (three-stage) model: needs assessment, training development, and evaluation. A critical review of the literature is presented to identify the different approaches and key principles that make up the field of training and development. Using the survey approach, primary data were collected to answer the research question. A total of 142 questionnaires were distributed among senior and middle managers with 110 questionnaires being completed and returned (77 per cent response rate). Field work was also supported with 10 selected interviews with high ranking officials in the surveyed organizations to help corroborate the results. Thereafter, data was analysed using SPSS and spread sheets, and then compared with data available from literature. Despite the presence of a rather systematic approach to training, the findings show that the current status of training in the surveyed organizations is inadequate with heavy emphasis on traditional methods throughout the three stages; the current system does not offer a holistic perspective to training and development. This study presents an exploratory investigation into the training status in telecommunication organizations. It provides a fundamental foundation for future research aimed at expanding the available knowledge within the context of the study. In addition, specific strengths and weaknesses in the current system are identified using the trichotomous model in a more practical manner. Overall, this thesis offers both professionals and academics a fresh perspective on training in Palestinian telecommunication organizations; it not only highlights the importance of training but also stresses that future initiatives and programs are more carefully designed and implemented.
    • Thumbnail

      Adaptive Water Management Concepts: Principles and Applications for Sustainable Development

      Edalat, F.D.; Abdi, M. Reza (2017)
      his book explores a new framework of Adaptive Water Management (AWM) for evaluating existing approaches in urban water management. It highlights the need to adopt multidisciplinary strategies in water management while providing an in-depth understanding of institutional interactions amongst different water related sectors. The key characteristics of AWM i.e. polycentric governance, organisational flexibility and public participation are investigated and described through a critical review of the relevant literature. The book presents an empirical case study undertaken in a selected developing-country city to investigate the potential gaps between the current water management approaches and possible implementation of AWM. Feasibility of AWM operations is examined in an environment surrounded by established water management structure with centralised governance and an institutional process based on technical flexibility. The key elements of AWM performance are (re)structured and transformed into decision support systems. Multi criteria decision models are developed to facilitate quantification and visualization of the elements derived from the case study, which is involved with water companies and water consumers. The book describes how the concept of AWM, along with structuring suitable decision support systems, can be developed and applied to developing-country cities. The book highlights the barriers for applying the AWM strategies that include established centralised decision making, bureaucratic interactions with external organisations, lack of organisational flexibility within the institutions, and lack of recognition of public role in water management. The findings outline that despite the lack of adaptability in the current water management in the case study, as an example of developing countries, there are positive attitudes among water professionals and the public towards adaptability through public-institutional participation.
    • Thumbnail

      Managerial training and development in telecommunication organizations in Palestine

      Sabella, Anton R.; Analoui, Farhad (2015)
      The purpose of this paper is to explore the nature and extent of management development and training in Palestinian telecommunication organizations using a basic trichotomous (three-stage) model: needs assessment, training development, and evaluation. A survey questionnaires supported by semi-structured interviews was conducted to capture and corroborate the issues raised by middle and senior managers. Subsequently, the valid data were analysed using Statistical Package for the Social Sciences and was tabulated for the purpose of interpretation and comparison with the findings available from literature. Despite the systematic approach to training and development, the findings revealed inadequacy deriving from heavy emphasis on conventional methods throughout the three stages particularly the formal in-house training; the current system does not offer a holistic approach to meet the challenging needs for management development. The study adopts an exploratory in depth empirical investigation in Palestinian telecommunication organizations, it provides insight into management training and development in the private sector in Palestine. It has profound theoretical and practical implications for the increased effectiveness of management in the region and beyond. The use of trichotomous approach explores the entire process, rather than implementation alone, thus the findings will have practical implications for the researcher and practitioners to design, implement, and systematically appraise the effectiveness of training development initiatives. This paper offers both professionals and academics a fresh perspective on training and development in Palestinian telecommunication organizations; it highlights the importance of such activity, and stresses on the need for the design of programmes that can adequately incorporate the individual and corporate needs for development.
    DSpace software (copyright © 2002 - 2019)  DuraSpace
    Quick Guide | Contact Us
    Open Repository is a service operated by 
    Atmire NV
     

    Export search results

    The export option will allow you to export the current search results of the entered query to a file. Different formats are available for download. To export the items, click on the button corresponding with the preferred download format.

    By default, clicking on the export buttons will result in a download of the allowed maximum amount of items.

    To select a subset of the search results, click "Selective Export" button and make a selection of the items you want to export. The amount of items that can be exported at once is similarly restricted as the full export.

    After making a selection, click one of the export format buttons. The amount of items that will be exported is indicated in the bubble next to export format.