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
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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.
| Author(s): | Tzempelikos, Nektarios and Gounaris, Spiros  ORCID: https://orcid.org/0000-0002-1328-8512 | Item type: | Article |
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| ID code: | 47678 |
| 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: | 15 Jan 2020 22:56 |
| URI: | https://strathprints.strath.ac.uk/id/eprint/47678 |
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