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A Broader Survey on 6G Radio Resource Management. [PDF]

Sensors (Basel)
de Faria AJ, Brito JMC, Spadoti DH, Borges RM.   +3 more
europepmc   +1 more source

Hypothesizing the impact of internal alignment and perceived risks to key account management performance

Hypothesizing the impact of internal alignment and perceived risks to key account management performance
openaire  

Sales Heatmap II - Kundenprozesse, Koordination der Leistung, First Line Sales Manager, Personalfluktuation, Preismanagement, Grad der Professionalisierung von Vertrieb und Key Account Management, Key Performance Indicators and Incentives

, 2016
openaire   +2 more sources

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The role of personality and motivation on key account manager job performance

Industrial Marketing Management, 2019
Abstract 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, Timo Rintamäki, Edwin Rajah   +2 more
exaly   +4 more sources

Government, company, and dyadic factors affecting key account management performance in China: Propositions to provoke research

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
exaly   +4 more sources

Job Insecurity Spillover to Key Account Management: Negative Effects on Performance, Effectiveness, Adaptiveness, and Esprit De Corps

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, Swee-Lim Chia, Cesar M. Maloles III   +2 more
exaly   +4 more sources

Do key account managers focus too much on commercial performance? A cognitive mapping application

Journal of Business Research, 2013
Abstract 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, Bénédicte Geay, Raoul Graf   +2 more
exaly   +4 more sources

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
openaire   +4 more sources