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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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Differentiation and alignment in KAM implementation
Pardo, Catherine; Ivens, Björn Sven; Wilson, Kevin - In: Industrial marketing management : the international … 43 (2014) 7, pp. 1136-1145
Persistent link: https://www.econbiz.de/10010439594
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Key account management as a firm capability
Ivens, Björn Sven; Leischnig, Alexander; Pardo, Catherine - In: Industrial marketing management : the international … 74 (2018), pp. 39-49
Persistent link: https://www.econbiz.de/10011942229
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Key account management : selling? : providing services? ... : or both?
Ivens, Björn Sven; Niersbach, Barbara; Pardo, Catherine - In: Marketing review St. Gallen : Marketingfachzeitschrift … 32 (2015) 6, pp. 70-78
Persistent link: https://www.econbiz.de/10011559972
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Managerial implications of research on inter-organizational interfaces : the case of key account management
Ivens, Björn Sven; Pardo, Catherine - In: The IMP journal 10 (2016) 1, pp. 25-49
Persistent link: https://www.econbiz.de/10011895390
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The role of key account management in marketing and sales intelligence
Ivens, Björn Sven; Pardo, Catherine - In: Marketing review St. Gallen : Marketingfachzeitschrift … 31 (2014) 4, pp. 32-40
Persistent link: https://www.econbiz.de/10010390903
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The impact of strategic account managers' behaviors on relational outcomes : an empirical study
Guenzi, Paolo; Georges, Laurent; Pardo, Catherine - In: Industrial marketing management : the international … 38 (2009) 3, pp. 300-311
Persistent link: https://www.econbiz.de/10003840541
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Barriers to the "key supplierization" of the firm
Pardo, Catherine; Missirilian, Ohanes; Portier, Philippe; … - In: Industrial marketing management : the international … 40 (2011) 6, pp. 853-861
Persistent link: https://www.econbiz.de/10009348551
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Are key account relationships different? : empirical results on supplier strategies and customer reactions
Ivens, Björn Sven; Pardo, Catherine - In: Industrial marketing management : the international … 36 (2007) 4, pp. 470-782
Persistent link: https://www.econbiz.de/10003469152
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An identity perspective of key account managers as paradoxical relationship managers
Pardo, Catherine; Ivens, Björn Sven; Niersbach, Barbara - In: Industrial marketing management : the international … 89 (2020), pp. 355-372
Persistent link: https://www.econbiz.de/10012290742