Browsing by Supervisor "Ryals, Lynette"

Browsing by Supervisor "Ryals, Lynette"

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  • Key account management in an Arab context 
    Al-Hussan, Fawaz Ziyad Ihsan (Cranfield University, 2011-12)
    This study sought to contribute to the literature on key account management (KAM) relationships. In doing so, it aimed to address a number of gaps in the existing literature, particularly a noticeable lack of research into ...
  • Key account manager's internal selling role : an exploration of interpersonal conflict 
    Speakman, James Ian Forbes (Cranfield University, 2008-11)
    Acting in a boundary spanning role within their organisations, the key account manager in representing their customers’ needs internally is required to manage a wide range of complex internal relationships. This can often ...