Approaching key account management from a long-term perspective

Tzempelikos, Nektarios and Gounaris, Spiros (2013) Approaching key account management from a long-term perspective. Journal of Strategic Marketing, 21 (2). pp. 179-198. ISSN 0965-254X

Abstract

The importance of Key Account Management (KAM) in building long-term relationships between suppliers and customers is widely recognized in the marketing literature. However, this relationship-oriented perspective of KAM lacks appropriate empirical examination. To fill this gap, the present study uses data from 304 personally administrated interviews to empirical examine Key Account Management Orientation (KAMO), a notion that integrates a set of values that a supplier should develop in order to manage effectively KAM relationships. Furthermore, the study examines how KAMO relates with company performance within a broader relationship marketing perspective. Academic as well as managerial implications are discussed.

ORCID iDs

Gounaris, Spiros ORCID: https://orcid.org/0000-0002-1328-8512

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  Item type:	Article
  ID code:	47678
  Dates:	Date Event 2013 Published 22 February 2013 Published Online
  Keywords:	key account management, relationship quality, key accounts, relationship marketing, Marketing. Distribution of products, Strategy and Management, Marketing
  Subjects:	Social Sciences > Commerce > Marketing. Distribution of products
  Department:	Strathclyde Business School > Marketing
  Depositing user:	Pure Administrator
  Date deposited:	30 Apr 2014 09:00
  Last modified:	20 Jan 2021 21:13
  URI:	https://strathprints.strath.ac.uk/id/eprint/47678