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This is the first book to establish a theoretical framework for commercial
management. It argues that managing the contractual and commercial issues of
projects – from project inception to completion – is vital in linking
operations at the project level and the multiple projects (portfolios/
programmes) level to the corporate core of a company.
The book focuses on commercial management within the context of project
oriented organisations, for example: aerospace, construction, IT,
pharmaceutical and telecommunications – in the private and public sectors. By
bringing together contributions from leading researchers and practitioners in
commercial management, it presents the state-of-the-art in commercial
management covering both current research and best practice.
Commercial Management of Projects: defining the discipline covers the
external milieu (competition, culture, procurement systems); the corporate
milieu (corporate governance, strategy, marketing, trust, outsourcing); the
projects milieu (management of uncertainty, conflict management and dispute
resolution, performance measurement, value management); and the project milieu
(project governance, contract management, bidding, purchasing, logistics and
supply, cost value reconciliation).
Collectively the chapters constitute a step towards the creation of a body of
knowledge and a research agenda for commercial management.