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Government, company, and dyadic factors affecting key account management performance in China : propositions to provoke research
Murphy, William H.; Li, Ning - In: Industrial marketing management : the international … 51 (2015), pp. 115-121
Persistent link: https://www.econbiz.de/10011422786
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Firm-internal key account management networks : framework, case study, avenues for future research
Ivens, Björn Sven; Pardo, Catherine; Niersbach, Barbara; … - In: Industrial marketing management : the international … 58 (2016), pp. 102-113
Persistent link: https://www.econbiz.de/10011549373
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Returns on key accounts : do the results justify the expenditures?
Sharma, Arun; Evanschitzky, Heiner - In: The journal of business & industrial marketing 31 (2016) 2, pp. 174-182
Persistent link: https://www.econbiz.de/10011486481
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Performance effects of global account coordination mechanisms : an integrative study of boundary conditions
Shi, Linda Hui; Gao, Tao - In: Journal of international marketing 24 (2016) 2, pp. 1-21
Persistent link: https://www.econbiz.de/10011500425
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Perspectives on social media ant its use by key account managers
Lacoste, Sylvie - In: Industrial marketing management : the international … 54 (2016), pp. 33-43
Persistent link: https://www.econbiz.de/10011478714
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The impact of customer attractiveness and supplier satisfaction on becoming a preferred customer
Pulles, Niels J.; Schiele, Holger; Veldman, Jasper; … - In: Industrial marketing management : the international … 54 (2016), pp. 129-140
Persistent link: https://www.econbiz.de/10011478745
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Recovery Management - systematische Kundenrückgewinnung und Abwanderungsprävention zur Sicherung des Unternehmenserfolges
Büttgen, Marion - In: Die Betriebswirtschaft : DBW 63 (2003) 1, pp. 60-76
Persistent link: https://www.econbiz.de/10001732486
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Relational key account management : insights from the Middle Eastern context
Badawi, Nada Saleh; Battor, Moustafa; Badghish, Saeed - In: The journal of business & industrial marketing 37 (2022) 2, pp. 353-365
Persistent link: https://www.econbiz.de/10012798418
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A sales approach to key account management (KAM) : toward a unified view of KAM deployment and operationalization
Fazli-Salehi, Reza; Torres, Ivonne M.; Zúñiga, Miguel … - In: Services marketing quarterly 42 (2021) 3/4, pp. 234-252
Persistent link: https://www.econbiz.de/10012650015
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Innovation in key account management : identification of research trends and knowledge gaps
Lautenschlager, Christian; Tzempelikos, Nektarios - In: Journal of business-to-business marketing 28 (2021) 2, pp. 149-167
Persistent link: https://www.econbiz.de/10012623619