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Bureaucracy 1 Key account management 1 Post-bureaucratic turn 1 Reflexivity 1 Wayfinding 1
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research-article 1
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English 1
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D. Pressey, Andrew 1 J.P. Gilchrist, Alan 1 Lenney, Peter 1 Vanharanta, Markus 1
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European Journal of Marketing 1
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The reflexive turn in key account management : Beyond formal and post-bureaucratic prescriptions
Vanharanta, Markus; J.P. Gilchrist, Alan; D. Pressey, Andrew - In: European Journal of Marketing 48 (2014) 11/12, pp. 2071-2104
Purpose – This study aims to address how and why do formal key account management (KAM) programmes hinder effective KAM management, and how can the problems of formalization in KAM be overcome. Recent empirical studies have reported an unexpected negative relationship between KAM formalization...
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