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The effectiveness of key account management practices
Davies, Iain A.; Ryals, Lynette J. - In: Industrial marketing management : the international … 43 (2014) 7, pp. 1182-1194
Persistent link: https://www.econbiz.de/10010439580
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Business relationship process management as company dynamic capability improving relationship portfolio
Mitrega, Maciej; Pfajfar, Gregor - In: Industrial marketing management : the international … 46 (2015), pp. 193-203
Persistent link: https://www.econbiz.de/10011286958
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Multidexterity in customer relationship management : managerial implications and a research agenda
Ritter, Thomas; Geersbro, Jens - In: Industrial marketing management : the international … 69 (2018), pp. 74-79
Persistent link: https://www.econbiz.de/10011822300
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Enviroments factors influencing the management of key accounts in an Arab Middle Eastern context
AlHussan, Fawaz Baddar; Al-Husan, Faten Baddar; … - In: Industrial marketing management : the international … 43 (2014) 4, pp. 592-602
Persistent link: https://www.econbiz.de/10010386449
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Continuing the evolution of the selling process : a multi-level perspective
Borg, Susanne Wiatr; Young, Louise - In: Industrial marketing management : the international … 43 (2014) 4, pp. 543-552
Persistent link: https://www.econbiz.de/10010386460
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Attitudes and behaviours of key account managers : are they really any different to senior sales professionals?
Davies, Iain A.; Ryals, Lynette J. - In: Industrial marketing management : the international … 42 (2013) 6, pp. 919-931
Persistent link: https://www.econbiz.de/10010211249
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Mindful management of relationships during periods of crises : a model of trust, doubt and relational adjustments
Zafari, Katayoun; Biggemann, Sergio; Garry, Tony - In: Industrial marketing management : the international … 88 (2020), pp. 278-286
Persistent link: https://www.econbiz.de/10012285366
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The impact of alternative financial supply chain management practices on supply risk : a relationship quality and buyer relative power perspective
Najafi-Tavani, Saeed; Sharifi, Hossein; Naudé, Peter; … - In: Industrial marketing management : the international … 100 (2022), pp. 112-126
Persistent link: https://www.econbiz.de/10013206399
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Governance mechanisms in domestic and international buyer-supplier relationships : an empirical study
Burkert, Michael; Ivens, Björn Sven; Shan, Jialu - In: Industrial marketing management : the international … 41 (2012) 3, pp. 544-556
Persistent link: https://www.econbiz.de/10009546583
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Constructing identities in Indian networks : discourses of marketing management in inter-organizational relationships
Ellis, Nick; Rod, Michel; Beal, Tim; Lindsay, Val - In: Industrial marketing management : the international … 41 (2012) 3, pp. 402-412
Persistent link: https://www.econbiz.de/10009546640