Approaching key accounting management from a long term perspective/ Nektarios Tzempelikos

By:

Tzempelikos, Nektarios [author]

Contributor(s):

Gounaris, Spiros [author]

Material type: Text

TextSeries: Journal of strategic marketing ; Volume 21 , number 2 ,Abingdon: Routledge Taylor and Trancis, 2013Content type:

text

Media type:

unmediated

Carrier type:

volume

ISSN:

0965-254X

Subject(s):

Online resources:

Click here to access online

Summary: 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.

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Holdings
Item type	Current library	Call number	Vol info	Copy number	Status	Notes	Date due	Barcode
Journal Article	Main Library - Special Collections	HF5415.13 JOU (Browse shelf(Opens below))	Vol 21, No 2 pages 179-198	SP17800	Not for loan	For In-house use only

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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.

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