Which resources and capabilities underpin strategic key account management?

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dc.contributor.authorGuesalaga, Rodrigo
dc.contributor.authorGabrielsson, Mika
dc.contributor.authorRogers, Beth
dc.contributor.authorRyals, Lynette
dc.contributor.authorMarcos Cuevas, Javier
dc.date.accessioned2018-09-10T13:33:36Z
dc.date.available2018-09-10T13:33:36Z
dc.date.issued2018-05-25
dc.description.abstractKey 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 and lacking in conceptual foundations. This paper argues for an organizational-level, resource-based view of KAM. Using a systematic approach, the authors review the KAM literature to identify the critical resources and capabilities that underpin strategic KAM. The analysis synthesizes and integrates previous research on KAM applying a resource-based lens to reveal that strategic KAM comprises complex portfolios of resources and capabilities that constitute a source of competitive advantage. The authors discuss the theoretical and practical implications of this unique view of KAM and identify directions for further research.en_UK
dc.identifier.citationRodrigo Guesalaga, Mika Gabrielsson, Beth Rogers., et al., Which resources and capabilities underpin strategic key account management? Industrial Marketing Management, Volume 75, November 2018, Pages 160-172en_UK
dc.identifier.cris21249596
dc.identifier.issn0019-8501
dc.identifier.urihttps://doi.org/10.1016/j.indmarman.2018.05.006
dc.identifier.urihttp://dspace.lib.cranfield.ac.uk/handle/1826/13468
dc.language.isoenen_UK
dc.publisherElsevieren_UK
dc.rightsAttribution 4.0 International*
dc.rights.urihttp://creativecommons.org/licenses/by/4.0/*
dc.subjectKey account managementen_UK
dc.subjectStrategic account managementen_UK
dc.subjectResource-based theoryen_UK
dc.titleWhich resources and capabilities underpin strategic key account management?en_UK
dc.typeArticleen_UK

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