The capabilities for implementing key account management: a systematic review

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dc.contributor.authorSun, Liang
dc.contributor.authorMarcos Cuevas, Javier
dc.contributor.authorPrior, Daniel
dc.date.accessioned2022-08-08T08:37:27Z
dc.date.available2022-08-08T08:37:27Z
dc.date.issued2022-06-11
dc.description.abstractPurpose – 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 thematic synthesis are presented. Findings – The paper draws a distinction between KAM formulation and implementation. A framework is developed that classifies the resources and capabilities as tangible and intangible resources, operational, relational, and dynamic capabilities. Originality/value –This study refines previous classifications of tangible and intangible KAM resources and identifies relational capabilities as uniquely related to KAM implementation.en_UK
dc.identifier.citationSun L, Marcos-Cuevas J, Prior D. (2022) The capabilities for implementing key account management: a systematic review. In: GSSI 2022; Creating Value for Customers and Companies in a Changing World, 8-11 June 2022, Franfurt, Germanyen_UK
dc.identifier.issn2510-733X
dc.identifier.urihttps://gssi.world/wp-content/uploads/2022/06/Proceedings-GSSI-2022.pdf
dc.identifier.urihttps://dspace.lib.cranfield.ac.uk/handle/1826/18287
dc.language.isoenen_UK
dc.publisherAmerican Marketing Association
dc.rightsAttribution-NonCommercial 4.0 International*
dc.rights.urihttp://creativecommons.org/licenses/by-nc/4.0/*
dc.subjectKey account managementen_UK
dc.subjectResource-based viewen_UK
dc.subjectDynamic capabilitiesen_UK
dc.titleThe capabilities for implementing key account management: a systematic reviewen_UK
dc.typeConference paperen_UK

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