Results 1 to 10 of about 257,736 (147)
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
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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
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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
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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
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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
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Sales management. Methodology of Improving the efficiency of the company’s sales system
Управленческие науки, 2022 The unyielding efforts to develop a methodology for building a sales management system are yet another proof of its relevance. These efforts will continue, as the business community needs a sustainable and consistent operation model.
A. I. Nazarov
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Dynamic coefficient symmetric polynomial-based secure key management scheme for Internet of Things (IoT) networks [PDF]
PeerJ Computer Science, 2023 Background With the extensive application and continuous expansion of the Internet of Things (IoT), the access of a large number of resource-limited nodes makes the IoT application face a variety of security vulnerabilities and efficiency limitations ...
Zhongya Liu, Yunxiao Luo
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Journal of Modern Science, 2023 Objectives A scientific article entitled 'Integrated Approach to Education Management: Innovative Strategies and Methods in Combining Pedagogy and Management' discusses the complexity of educational management in the context of contemporary challenges ...
Henryk Wojtaszek +3 more
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The exploratory study on performance of Village-Owned Enterprises (BUMDes) in Small Regency Bengkulu
Jurnal Akuntansi dan Auditing Indonesia, 2022 This study aims to examine factors that affect the performance of Village Owned Enterprises (BUMDes) and find out what problems BUMDes have in the Central Bengkulu Regency. This research used stewardship theory and Social Enterprise Theory.
Dri Asmawanti +2 more
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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
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