TY  - BOOK
AU  - Tzempelikos,Nektarios
AU  - Gounaris,Spiros
TI  - Approaching key accounting management from a long term perspective
SN  - 0965-254X
PY  - 2013///
CY  - Abingdon
PB  - Routledge Taylor and Trancis
KW  - Business-to-business marketing
KW  - Key Account Management
KW  - Relationship quality
N2  - 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
UR  - https://doi.org/10.1080/0965254X.2012.752399
ER  -