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.