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 - 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.

    Author(s):Gounaris, Spiros ORCID logoORCID: https://orcid.org/0000-0002-1328-8512 and Tzempelikos, Nektarios
    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:08 Jan 2020 19:49
    Related URLs:
    URI:https://strathprints.strath.ac.uk/id/eprint/45722
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