Results 271 to 280 of about 505,343 (301)
Some of the next articles are maybe not open access.
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
openaire +2 more sources
European Journal of Marketing, 2013
PurposeThis study aims to examine what the role of key account teams is in the management of international key account customers in terms of customer knowledge processing behaviours of the supplier, esprit de corps of employees and supplier's key account performance.Design/methodology/approachSurvey data from large industrial firms in Finland are used ...
Salojärvi Hanna, Saarenketo Sami
openaire +2 more sources
PurposeThis study aims to examine what the role of key account teams is in the management of international key account customers in terms of customer knowledge processing behaviours of the supplier, esprit de corps of employees and supplier's key account performance.Design/methodology/approachSurvey data from large industrial firms in Finland are used ...
Salojärvi Hanna, Saarenketo Sami
openaire +2 more sources
Key Account Management Orientation and its Impact on Company’s Performance – An Empirical Study
2014The relationship-oriented perspective of Key Account Management (KAM) lacks appropriate empirical examination. To fill this gap, the present study empirically examines Key Account Management Orientation (KAMO), a set of values that reflect supplier’s attitude and behavior towards KAM, and its impact on supplier’s performance. Findings confirm that KAMO
Nektarios Tzempelikos, Spiros Gounaris
openaire +2 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
openaire +3 more sources
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
openaire +3 more sources
Key Account Management: Performance, Measurement and Rewards [PDF]
, 2014 Despite the prevalence of Key Account Management (KAM) in today’s business environment, there is a dearth of quality research investigating the mechanisms through which companies’ implement KAM and the likely success of the program.
Iain A. Davies
semanticscholar +2 more sources
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
openaire +3 more sources
Approaching Key Account Management from a long-term perspective
, 2013 The importance of Key Account Management (KAM) in building long-term relationships between suppliers and customers is widely recognized in the marketing literature.
Nektarios Tzempelikos, S. Gounaris
semanticscholar +2 more sources
Journal of Business & Industrial Marketing
Purpose The importance of key account management (KAM) as a management technique in business-to-business markets has grown in recent years. The success of KAM programmes is highly dependent on the efforts of individual employees, specifically key ...
Prashant Mehta +5 more
semanticscholar +1 more source
Purpose The importance of key account management (KAM) as a management technique in business-to-business markets has grown in recent years. The success of KAM programmes is highly dependent on the efforts of individual employees, specifically key ...
Prashant Mehta +5 more
semanticscholar +1 more source
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
openaire +1 more source
Effects of supply chain strategies on performance and key account management
Journal of Manufacturing Technology ManagementPurpose The resource-based view (RBV) and relationship management are two isolated perspectives in business-to-business research. Few studies have evaluated both the integration of supply chain resources and the development of long-term customer relationships among contract manufacturers concurrently.
Tun-Chih Kou, Chang-Tang Chiang
openaire +1 more source