Results 1 to 10 of about 505,343 (301)
What comprises a successful key account manager? Differences in the drivers of sales performance between key account managers and regular salespeople [PDF]
Industrial Marketing Management, 2022 Although drivers of the performance of key account management programs have been of great interest to research and practice, research on drivers of sales performance at the individual level of key account managers is scarce. Based on survey data and objective performance data of 1205 key account managers and 5818 salespeople, this study identifies ...
Hengstebeck, Berenika Barbara +2 more
exaly +5 more sources
Supplier capacity and key account management performance: a stochastic frontier analysis [PDF]
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 +7 more sources
Linking key account management practices to performance outcomes [PDF]
Industrial Marketing Management, 2015 Many suppliers practice relational strategies that aim to achieve competitive advantage through a collaborative business relationship with their customers. Key account management (KAM) is one such relational strategy that suppliers rely upon to manage their relationships with strategically important customers.
Tzempelikos, Nektarios, Gounaris, Spiros
exaly +9 more sources
Drivers and performance implications of international key account management capability [PDF]
International Business Review, 2015 Key account management plays a pivotal role for managers and practitioners in the maintenance of successful customer–supplier relationships. Yet, little is known conceptually or empirically about how suppliers can move beyond market scanning and develop international key account management capabilities in international customer–supplier ...
Jean,Ruey-Jer Bryan +3 more
exaly +7 more sources
The influence of key account management on competitive advantage and firm performance: A dynamic capability approach [PDF]
Industrial Marketing ManagementGrounded in the dynamic capability view of the firm, the present research examines the mechanism of the influence of key account management orientation on the market and financial performance of B2B supplier firms and proposes a model of key account management orientation–organizational capabilities–competitive advantages–performance relationships ...
Fakhreddin, F, Foroudi, P, Kooli, K
exaly +9 more sources
Impact of key account management orientation on company's non-financial performance
BH Ekonomski forum, 2021 Key account management (KAM) in theory is described as a strategic approach distinguishable from account management or key account selling that should be used to endure long-term development and retention of strategic customers. This article presents the importance of key account management orientation in today's business and how it affects the non ...
Vasva Klopić, Amer Klopić, Adi Alić
semanticscholar +4 more sources
A bibliometric analysis of extended key account management literature [PDF]
Industrial Marketing Management, 2019 Key account management (KAM) has played an important role in business, and this study reviews key account management research using bibliometric techniques. This review includes 373 KAM relevant articles published in 68 journals between 1979 and 2016. In
Prashant Kumar +2 more
exaly +3 more sources
IMPACT OF KEY ACCOUNT MANAGEMENT ORIENTATION ON COMPANY’S FINANCIAL PERFORMANCE
EMC Review - Časopis za ekonomiju - APEIRON, 2023 Key account management (KAM) is a strategic approach that focuses on developing and retaining long-term relationships with key customers. In today’s business world, where competition is fierce and disruption is the norm, KAM has become increasingly important for companies looking to maintain a competitive edge. In Bosnia and Herzegovina, many companies
Amer Klopić, Vasva Klopić, Adi Alić
openaire +2 more sources
Journal of Distribution Science, 2014 Purpose - This study traces the determinants of key account management performance in the garments industry in Bangladesh.
null Kawsar Ahmmed +1 more
openaire +2 more sources
Industrial Marketing ManagementThe key account management (KAM) literature has increasingly adopted a supply chain perspective to understand how firms manage supplier and customer networks to drive business success. Within this context, bridging and buffering strategies have emerged as critical tools for managing interorganizational relationships and resource flows.
Olabode, O.E. +5 more
openaire +5 more sources