Managing Key Business-to-Business Relationships
| dc.contributor.author | Ryals, Lynette | - |
| dc.contributor.author | Humphries, Andrew | - |
| dc.date.accessioned | 2011-07-12T23:08:33Z | |
| dc.date.available | 2011-07-12T23:08:33Z | |
| dc.date.issued | 2007-01-01T00:00:00Z | - |
| dc.description.abstract | 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 traditional emphasis on least-cost transactions has given way to a focus on long-term relationships with a few key suppliers. It is thus apparent that the two disciplines are converging. This article uses a cross-disciplinary approach to explore whether these developments from the field of SCM provide insights into key business-to- business relationships. A detailed case study of a long-term relationship between a business-to-business services provider and a key customer in the construction industry suggests there is a definable overlap. The supply chain model illuminates five important elements of KAM and offers a promising method for the evaluation of such relationships. As a result of the research, both supplier and customer companies implemented actions to improve and strengthen this important relationship. | en_UK |
| dc.identifier.citation | Lynette J. Ryals and Andrew S. Humphries; Managing Key Business-to-Business Relationships. Journal of Service Research, Vol. 9, No. 4, pp312-326. (2007) | en_UK |
| dc.identifier.issn | 1094-6705 | - |
| dc.identifier.uri | http://dx.doi.org/10.1177/1094670507299380 | - |
| dc.identifier.uri | http://dspace.lib.cranfield.ac.uk/handle/1826/3165 | |
| dc.language.iso | en_UK | en_UK |
| dc.publisher | Sage Publications | en_UK |
| dc.subject | business-to-business services | en_UK |
| dc.subject | supply chain management | en_UK |
| dc.subject | key account management | en_UK |
| dc.subject | collaboration | en_UK |
| dc.title | Managing Key Business-to-Business Relationships | en_UK |
| dc.type | Article | en_UK |