Browsing Staff publications (SoM) by Subject "key account management"

Browsing Staff publications (SoM) by Subject "key account management"

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  • Creating and capturing value in KAM relationships 
    Ryals, Lynette; Holt, Sue (Taylor & Francis, 2007-12-01)
    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 ...
  • Key Account Planning: Benefits, Barriers and Best Practice. 
    Ryals, Lynette; Rogers, B (Taylor & Francis, 2007-05-01)
    Although strategic planning has been part of the management function for as long as anyone can remember, the emergence of key account plans as a critical subset of the marketing plan in business-to-business markets has ...
  • Managing Key Business-to-Business Relationships 
    Ryals, Lynette; Humphries, Andrew (Sage Publications, 2007-01-01)
    Key account management (KAM) is a rapidly growing area of interest in business- to-business marketing. However, unnoticed by marketing, a quiet revolution has taken place in supply chain management (SCM), where the ...
  • Profitable relationships with key customers: how suppliers manage pricing and customer risk 
    Ryals, Lynette (Taylor & Francis, 2006-06-01)
    Increasingly, the measurement and management of customer profitability and customer lifetime value are recognized as important elements in marketing's contribution to shareholder value. In recent years numerous papers ...

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