Browsing by Subject "Key account management"

Browsing by Subject "Key account management"

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  • The capabilities for implementing key account management: a systematic review 
    Sun, Liang; Marcos Cuevas, Javier; Prior, Daniel (American Marketing Association, 2022-06-11)
    Purpose – To identify the capabilities that facilitate KAM Implementation Design/methodology/approach –A systematic review of 90 studies published from 1990 through to 2021 is conducted. A descriptive analysis and a ...
  • Holding up the mirror: The impact of strategic procurement practices on account management 
    Ryals, Lynette; Rogers, B (Elsevier Science B.V., Amsterdam., 2006-01-01)
    Procurement has grown up. It is now a strategic business function that increasingly recognizes the importance of strategic supplier relationships, a reflection of key account management. It is time to assess the impact ...
  • Which resources and capabilities underpin strategic key account management? 
    Guesalaga, Rodrigo; Gabrielsson, Mika; Rogers, Beth; Ryals, Lynette; Marcos Cuevas, Javier (Elsevier, 2018-05-25)
    Key account management (KAM) supports the profitability and financial sustainability of firms in business-to-business markets. It also attracts considerable academic research. However, KAM research remains largely atheoretical ...