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Key account management orientation and its implications : an empirical examination

Gounaris, Spiros and Tzempelikos, Nektarios (2008) Key account management orientation and its implications : an empirical examination. In: 2nd International Conference of the Global Sales Science Institute (GSSI), 2008-03-17.

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Abstract

The purpose of this study is twofold: 1. Conceptualize and empirically validate a multidimensional approach of Key Account Management Orientation (KAMO) and 2. Explore potential influences on different dimensions of KAM effectiveness.

Item type:	Conference or Workshop Item (Paper)
ID code:	45722
Keywords:	key account management, orientation, implications, empirical examination, Marketing. Distribution of products, Marketing
Subjects:	Social Sciences > Commerce > Marketing. Distribution of products
Department:	Strathclyde Business School > Marketing
Depositing user:	Pure Administrator
Date deposited:	06 Nov 2013 14:52
Last modified:	16 Feb 2019 09:44
Related URLs:	Organisation
URI:	https://strathprints.strath.ac.uk/id/eprint/45722
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