Results 11 to 20 of about 15,762,734 (217)
Key account management in an Arab context [PDF]
, 2011 This study sought to contribute to the literature on key account management (KAM) relationships. In doing so, it aimed to address a number of gaps in the existing literature, particularly a noticeable lack of research into key account management in ...
Al-Hussan, Fawaz Ziyad Ihsan
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Key account manager's internal selling role : an exploration of interpersonal conflict [PDF]
, 2008 Acting in a boundary spanning role within their organisations, the key account manager in representing their customers’ needs internally is required to manage a wide range of complex internal relationships. This can often lead to incidents of conflict
Speakman, James Ian Forbes
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Bacheloroppgave - Key Account Management
, 2023 Bacheloroppgave i Økonomi og administrasjon fra Handelshøyskolen BI ...
Pedersen, Helene +2 more
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, 2015 There has been a shift in recent decades in the business-to-business field in terms of advancements in technology and increased competition, thus leading to organisations become more attentive on embedding with customers. This concept is referred to as relationship management and a further concept to embed with strategically important customers is ...
Johansson, Linus, Eric, Andersson
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A framework for key account management and revenue management integration [PDF]
, 2014 Key Account Management (KAM) and Revenue Management (RevM) have been widely practiced in the service\ud industries for more than three decades, but the effects of RevM on KAM remain largely unknown. This paper\ud addresses this neglected area of study in
Brennan, Ross +4 more
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Supplier capacity and key account management performance: a stochastic frontier analysis
Management Letters/Cuadernos de Gestión, 2018 Taking the influences of operational, organizational and relational factors on key account management performance into account, present research examines the antecedent variables of key account management performance. Using a questionnaire, data from 112
Kawsar Ahmmed +3 more
doaj +1 more source
Вестник Российского экономического университета имени Г. В. Плеханова, 2023 Specificity of building the effective target system of knowledge management (SKM) (of the coordination type) implies its interconnection with shaping necessary competences at different level. Building organizational structure at the industrial enterprise
S. P. Burlankov +3 more
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Formation Features of the Customer Segments for the Network Organizations in the Smart Era
Открытое образование (Москва), 2017 Modern network society is based on the advances of information era of Smart, connecting information and communication technologies, intellectual resources and new forms of managing in the global electronic space.
Elena V. Yaroshenko
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Модернизация, инновация, развитие, 2016 The article discusses the relationship of operational and strategic management of the enterprises of the oil industry. To improve the efficiency of the oil company, and to ensure its sustainable development requires a flexible, universal approach to the ...
D. Smirnov
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The effectiveness of Key Account Management practices [PDF]
Industrial Marketing Management, 2014 This paper investigates the extent to which Key Account Management (KAM) programs are achieving a range of financial and non-financial measures of effectiveness for implementing companies. It investigates a wide range of KAM practices as well as comparing the predictive power of these practices on nine desirable effectiveness measures.
Davies, Iain, Ryals, Lynette J.
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