000			01611nam a22002657a 4500
003			ZW-GwMSU
005			20210513120144.0
008			210513b |||||||| |||| 00| 0 eng d
022			_a0965-254X
040			_aMSU _cMSU _erda
100	1		_aTzempelikos, Nektarios _eauthor
245	1	0	_aApproaching key accounting management from a long term perspective/ _cNektarios Tzempelikos
264			_aAbingdon: _bRoutledge Taylor and Trancis, _c2013.
336			_2rdacontent _atext _btxt
337			_2rdamedia _aunmediated _bn
338			_2rdacarrier _avolume _bnc
440			_aJournal of strategic marketing _vVolume 21 , number 2 ,
520			_aThe 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.
650	4		_aBusiness-to-business marketing
650	4		_aKey Account Management
650	4		_aRelationship quality
700	1		_aGounaris, Spiros _eauthor
856			_uhttps://doi.org/10.1080/0965254X.2012.752399
942			_2lcc _cJA
999			_c157191 _d157191