Speakman, James I.F.; Ryals, Lynette - In: Journal of Business & Industrial Marketing 27 (2012) 5, pp. 360-369
framework for data coding in order to explore the complex behavioural sequences adopted by key account managers while managing … the many incidents of conflict which they frequently encounter within the organisation. Twenty‐nine key account managers … combination of styles, key account managers are able to adapt and use a combination of management behaviours which can be modified …