Purpose – This study aims to examine what the role of key account teams is in the management of international key account customers in terms of customer knowledge processing behaviours of the supplier, esprit de corps of employees and supplier's key account performance....

This article studies systems integrators' export channel pricing management for integrated solutions. We find support from our empirical case study for the notion that a systems integrator's export channel pricing strategy is multidimensional and dependent on international pricing environment...

This article studies systems integrators’ export channel pricing management for integrated solutions. We find support from our empirical case study for the notion that a systems integrator’s export channel pricing strategy is multidimensional and dependent on international pricing...