Questions have recently been raised about whether key account management (KAM) pays off for suppliers. Previous research has been equivocal on this issue. Yet suppliers are increasingly adopting (or being forced by their ...

Commentators suggest that the business-to-business sales role is changing and evolving into relationship management. Previous research indicates that a relationship management role is very different from ‘traditional' ...

As the business environment takes on a global perspective for many business-to- business organisations, so the area of Global Account Management (GAM) has become an increasingly important issue for both researchers and ...