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The role of personality and motivation on key account manager job performance
Industrial Marketing Management, 2019Abstract Key account management (KAM) has strengthened its relevance as a managerial process in business-to-business (B2B) markets. In many companies, the success of KAM initiatives often rely on individual-level achievement, that is, the performance of key account managers.
Tommi Mahlamäki +2 more
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Do key account managers focus too much on commercial performance? A cognitive mapping application
Journal of Business Research, 2013Abstract Key account management programs have priority in the banking sector, conditioned by the drive to achieve competitive advantage while securing customer loyalty. Employees must manage these programs with demonstrated relationship- and ethics‐based attributes, and devote themselves fully to customers of strategic importance.
Fabien Durif +2 more
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Journal of Business and Psychology, 2005
Most of the existing research on outcomes of job insecurity has identified individual-level burdens such as reduced attitudinal attachments toward work and well being. Far fewer studies have examined work-related outcomes that are of substantial concern to organizational success.
William D. Reisel +2 more
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Most of the existing research on outcomes of job insecurity has identified individual-level burdens such as reduced attitudinal attachments toward work and well being. Far fewer studies have examined work-related outcomes that are of substantial concern to organizational success.
William D. Reisel +2 more
openaire +3 more sources
Industrial Marketing Management, 2015
Abstract Key account management (KAM) literature over the past forty years has mostly focused on practices in North America and Europe. China-based KAM research will broaden the scope of analysis to one of the most compelling markets in the world.
William H. Murphy, Ning Li
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Abstract Key account management (KAM) literature over the past forty years has mostly focused on practices in North America and Europe. China-based KAM research will broaden the scope of analysis to one of the most compelling markets in the world.
William H. Murphy, Ning Li
openaire +3 more sources
Advances in International Marketing, 2013
Abstract Key account management plays a pivotal role for managers and practitioners in maintaining successful customer–supplier relationships. Yet, little is known conceptually and empirically as to how suppliers can develop international key account management capabilities in international customer–supplier relationships.
Ruey-Jer Bryan Jean
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Abstract Key account management plays a pivotal role for managers and practitioners in maintaining successful customer–supplier relationships. Yet, little is known conceptually and empirically as to how suppliers can develop international key account management capabilities in international customer–supplier relationships.
Ruey-Jer Bryan Jean
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Factors Driving Key Account Manager Performance [PDF]
, 2012 Key account management has been highlighted as a significant area of academic research (Leigh and Marshall 2001, Workman et al. 2003) and both managers and academics alike are of the view that suppliers need to develop long-term relationships with selected strategic customers.
Murphy, Lesley, Coughlan, Joseph
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Identifying the Characteristics of Key Account Managers that Drive Performance
2011A conceptual model of the factors that are linked to the performance of a Key Account Manager has been developed. There is a paucity of research in the correlation between the Key Account Manager’s personal and behavioural characteristics and their influence of the individual and organisation performance.
Murphy, Lesley, Coughlan, Joseph
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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, Arun Sharma, Jari Salo
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Influence tactics, relational conditions, and key account managers' performance
Industrial Marketing Management, 2018Abstract Building on the adaptive application of influence tactics, this study explores the contingent nature of influence tactics in buyer-seller exchanges. Specifically, we examine the differential effectiveness of various influence tactics (i.e., promises, threats, recommendations, information exchange, ingratiation, and inspirational appeals ...
Yi Liu, Ying Huang, Hua Fan
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The role of customer orientation in key account managers’ performance: a client network perspective
Journal of Business & Industrial Marketing, 2019PurposeThe purpose of this study is to investigate how does key accounts managers’ (KAMs’) customer orientation affect customers’ repurchase intention and how do tie strength and structural holes in KAMs’ client networks moderate these linkages.Design/methodology/approachPaired data of 208 dyadic relationships between KAMs and customers in several ...
Yi Liu, Xue Li, Maggie Chuoyan Dong
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