Speakman, James I.F.; Ryals, Lynette - In: Journal of Business & Industrial Marketing 27 (2012) 5, pp. 360-369
combination of styles, key account managers are able to adapt and use a combination of management behaviours which can be modified … seeks to explore one aspect of the key account manager's internal selling role which has not been addressed before … selling duties. Design/methodology/approach – The research uses the critical incident technique together with an interpretive …