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The determinants of global account management (GAM) : a relationship decision-making model
Deszczyński, Bartosz - In: Argumenta oeconomica 43 (2019) 2, pp. 233-253
Persistent link: https://www.econbiz.de/10012284896
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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
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Influence tactics, relational conditions, and key account managers' performance
Liu, Yi; Huang, Ying; Fan, Hua - In: Industrial marketing management : the international … 73 (2018), pp. 220-231
Persistent link: https://www.econbiz.de/10011904736
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From selling to managing strategic customers : a competency analysis
Lacoste, Sylvie - In: The journal of personal selling & sales management : JPSSM 38 (2018) 1, pp. 92-122
Persistent link: https://www.econbiz.de/10011936258
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The role of senior executives in managing key customers in Arab context
AlHussan, Fawaz Baddar; Al-Husan, Faten Baddar; … - In: The journal of business & industrial marketing 32 (2017) 6, pp. 825-835
Persistent link: https://www.econbiz.de/10011773467
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Implementing key account management : intraorganizational practices and associated dilemmas
Marcos-Cuevas, Javier; Nätti, Satu; Palo, Teea; Ryals, … - In: Industrial marketing management : the international … 43 (2014) 7, pp. 1216-1224
Persistent link: https://www.econbiz.de/10010439573
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A framework for key account management and revenue management integration
Wang, Xuan Lorna; Brennan, Ross - In: Industrial marketing management : the international … 43 (2014) 7, pp. 1172-1181
Persistent link: https://www.econbiz.de/10010439583
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Top management involvement with key accounts : the concept, its dimensions, and strategic outcomes
Guesalaga, Rodrigo - In: Industrial marketing management : the international … 43 (2014) 7, pp. 1146-1156
Persistent link: https://www.econbiz.de/10010439589
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Relational key account management : building key account management effectiveness through structural reformations and relationship management skills
Gounaris, Spiros; Tzempelikos, Nektarios - In: Industrial marketing management : the international … 43 (2014) 7, pp. 1110-1123
Persistent link: https://www.econbiz.de/10010439600