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Key account management : learning from supplier and customer perspectives
McDonald, Malcolm; Rogers, Beth - 1998
Persistent link: https://www.econbiz.de/10000620463
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High-performance global account management teams : design dimensions, processes and outcomes
Atanasova, Yana (contributor) - 2007
Persistent link: https://www.econbiz.de/10003641374
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So verkaufen Sie Investitionsgüter : von der Commodity bis zum Anlagenbau ; wie Sie im harten Wettbewerb neue Kunden gewinnen
Oberstebrink, Tim - 2008 - 1. Aufl.
Persistent link: https://www.econbiz.de/10003731504
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Key account management in business-to-business markets : an assessment of its economic value
Wengler, Stefan - 2006 - 1. Aufl.
Persistent link: https://www.econbiz.de/10003355399
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B2B-Märkte im Wandel
Auerbach, Heiko - In: B2B-Handbuch Operations Management : Industriegüter …, (pp. 533-567). 2009
Persistent link: https://www.econbiz.de/10003822746
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Managing global customers : an integrated approach
Yip, George S.; Bink, Audrey J. M. - 2007
Persistent link: https://www.econbiz.de/10003463207
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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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Consequences of grocery retailer internationalization on KAM organization : research framework and hypotheses
Schlüter, Andrea; Swoboda, Bernhard - In: European retail research 23 (2009) 2, pp. 23-49
Persistent link: https://www.econbiz.de/10003938257
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The appropriateness of the key account management organization
Wengler, Stefan - In: Journal of business market management : jbm 1 (2007) 4, pp. 253-272
Persistent link: https://www.econbiz.de/10003591541