Search Results - subject_exact:"Key-Account-Management"

Business without management : MacIntyrean accounting, management, and practice-led business

West, Andrew - In: Business ethics quarterly : the journal of the Society … 35 (2025) 1, pp. 54-83

Alasdair MacIntyre's critique of managerial capitalism is well known, with some arguing that MacIntyrean thought is antithetical to contemporary capitalist business. Nevertheless, substantial efforts have been taken to demonstrate how different business activities constitute MacIntyrean...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015376380

Challenges of the digital landscape : An investigation into the influence of technology and information systems on financial performance of B2B key account managers

Silva, Pedro Mendonça - In: Industrial marketing management : the international … 129 (2025), pp. 117-133

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015455019

Transitioning to artificial intelligence-based key account management : a critical assessment

Prior, Daniel; Marcos Cuevas, Javier - In: Industrial marketing management : the international … 126 (2025), pp. 72-84

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015395443

Key account managers and customer experience : a service ecosystem approach

Schmitt, Laurianne; Klein, Michel; Lussier, Bruno - In: Industrial marketing management : the international … 126 (2025), pp. 118-130

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015395444

The influence of key account management on competitive advantage and firm performance : a dynamic capability approach

Fakhreddin, Farbod; Foroudi, Pantea; Kooli, Kaouther - In: Industrial marketing management : the international … 124 (2025), pp. 266-286

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015173342

Multilevel value co-creation within key accounts

Ranjan, Kumar Rakesh; Friend, Scott B.; Malshe, Avinash - In: Journal of service research 28 (2025) 2, pp. 296-317

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015386790

Cross-cultural determinants of global account management : findings from B2B services

Lautenschlager, Christian; Tzempelikos, Nektarios; … - In: Industrial marketing management : the international … 123 (2024), pp. 358-371

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015168482

Global account management : knowledge resources and capabilities for relationship management

Shi, Linda Hui; Brandl, Kristin; Song, Jing; Zou, Shaoming - In: International business review 33 (2024) 5, pp. 1-11

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015084197

Toward financial optimization : assessing the influence of budget process on effective accounting management

Nguyen Thi Thanh Thao - In: Management dynamics in the knowledge economy 12 (2024) 2/44, pp. 116-132

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014584143

Towards an integration of corporate foresight in key account management

Lautenschlager, Christian; Tzempelikos, Nektarios - In: Industrial marketing management : the international … 120 (2024), pp. 90-99

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015116904

"The more we share, the more we have"? : analyses of knowledge sharing by key account managers

Peters, Leonore D. K. - In: Industrial marketing management : the international … 120 (2024), pp. 100-114

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015116914

Improving customer segmentation via classification of key accounts as outliers

Spoor, Jan Michael - In: Journal of marketing analytics : JMA 11 (2023) 4, pp. 747-760

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014537400

Account Management Strategies in B2B Sales : Generating Customer Value and Building Sustainable Business Relationships - Methodology, Processes, Tools

Neeb, Hans-Peter - 2023

The new school of thought in sales -- Sales culture and processes -- Key account management in B2B -- Account selection -- Strategy comparison customer company - supplier company -- Core benefits, core messages, win-loss analysis, value proposition -- Top executive relationship program --...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013504735

The impact of account managers’ dual embeddedness on solution co-creation performance

Leng, Yixuan; Zhao, Xiaoyu - In: The journal of business & industrial marketing 40 (2025) 1, pp. 202-222

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015206992

AI-driven competitive advantage : the role of personality traits and organizational culture in key account management

Mehta, Prashant; Chakraborty, Debarun; Rana, Nripendra P.; … - In: The journal of business & industrial marketing 40 (2025) 2, pp. 543-569

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015207028

Next Level Key Account Management : das Profi-Buch für Führungskräfte, die Key Account Management einführen und weiterentwickeln möchten

Sieck, Hartmut - 2023

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013350065

Leveraging customer relationship through key account management strategy for SMEs

Sari, Hasrini; Muliadi, Rai Surya - In: Customer relationship management : methods, …, (pp. 17-38). 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015072352

The best practice of CRM implementation for small- and medium-sized enterprises

Pohludka, Michal; Štverková, Hana - In: Administrative Sciences : open access journal 9 (2019) 1/22, pp. 1-17

The biggest key aspect to the success of a business is a satisfied customer. For this reason, it is possible to state that the growing trend of focusing on the customer and his/her needs has prevailed in recent years. The aim of this article is to analyze the use of CRM (Customer Relationship...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012126858

Outsourcing – The Modern Trend of Accounts Management

Panigrahi, CMA(Dr.) Ashok; Joshi, Vijay - 2021

One of the biggest trends in accounting is outsourcing finance and accounting services. Outsourcing of accounting services most importantly enables businesses focus on their primary business rather than building an accounting department. Outsourcing accounting services can help businesses cut...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013249197

Key account management in B2B marketing : a systematic literature review and research agenda

Sandesh, Sadasivan Pillai; Sreejesh, S.; Paul, Justin - In: Journal of business research : JBR 156 (2023), pp. 1-16

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013534268

The cultural factors in global account management : the case of Indian buyers and German suppliers

Kadam, Nayan; Niersbach, Barbara; Ivens, Björn Sven - In: The journal of business & industrial marketing 38 (2023) 2, pp. 353-366

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013539270

Gender issues in key account management research : a systematic literature review and avenues for future research

Ivens, Björn Sven - In: Industrial marketing management : the international … 111 (2023), pp. 81-96

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014368324

Einführung in die Cyberversicherung : praktischer Einstieg für Vermittler von Klein-KMU

Steimer, Michael - 2023

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014233544

Lubricant marketing, selling, and key account management

Whitby, R. David - 2023 - First edition

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014493624

B2B-Marketing und Vertrieb : Strategie – Instrumente – Umsetzung

Purle, Enrico; Arica, Mahmut; Korte, Sabine; Hummels, … - 2025 - 2., überarbeitete und erweiterte Auflage

Dieses Lehrbuch bietet einen umfassenden Überblick über die Vermarktung und den Vertrieb von Produkten und Dienstleistungen zwischen Unternehmen, also Business-to-Business (B2B). Wissenschaftlich fundiert und praxisorientiert werden alle wesentlichen Dimensionen der kundenorientierten...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015448800

The missing element in implementing key account management

Hermanto, Ruby; Putro, Utomo Sarjono; Novani, Santi - In: International journal of business excellence : IJBEX 24 (2021) 3, pp. 384-407

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012596385

Spitzenleistungen im Key Account Management : das St. Galler KAM-Konzept

Belz, Christian; Müllner, Markus; Zupancic, Dirk - 2021 - 4., vollständig überarbeitete Auflage

Cover -- Titel -- Impressum -- Vorwort: Gebrauchsanleitung -- Inhaltsverzeichnis -- Verzeichnis der Abbildungen -- Verzeichnis der Exkurse -- 1 Erfolge mit Schlüsselkunden -- 1.1 Kundenorganisation -- 1.2 Entwicklungslinien des Key Account Management -- 1.3 Aktuelle Herausforderungen im Key...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012516649

Sales failure : a review and future research directions

McGowan, Phillip - In: International journal of logistics : research and … 24 (2021) 1, pp. 23-50

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012424778

Spitzenleistungen im Key Account Management : das St. Galler KAM-Konzept

Belz, Christian; Müllner, Markus; Zupancic, Dirk - 2021 - 4., vollständig überarbeitete Auflage

Großkunden spielen die entscheidende Rolle im Vertrieb jedes Unternehmens. Um den Wettbewerbsvorteil, den das Key Account Management bietet, nutzen zu können, müssen strategische Voraussetzungen von den Unternehmen geschaffen werden. Das St. Galler KAM-Konzept bietet einen Bezugsrahmen für...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012391224

The determinants of global account management (GAM) : a relationship decision-making model

Deszczyński, Bartosz - In: Argumenta oeconomica 43 (2019) 2, pp. 233-253

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012284896

Key account management excellence in pharma & medtech

Moorman, Mike (ed.) - 2022

"Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012792721

Relational key account management : insights from the Middle Eastern context

Badawi, Nada Saleh; Battor, Moustafa; Badghish, Saeed - In: The journal of business & industrial marketing 37 (2022) 2, pp. 353-365

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012798418

Key account management configurations and their effectiveness : a quasi-replication and extension

Herhausen, Dennis; Ivens, Björn Sven; Spencer, Robert; … - In: Industrial marketing management : the international … 101 (2022), pp. 98-112

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013197744

Lateral collaboration and boundary-spanning from a global leadership perspective : the case of global account managers

Lacoste, Sylvie; Zidani, Kenza; Marcos Cuevas, Javier - In: Journal of world business : JWB 57 (2022) 3, pp. 1-15

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013206143

What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople

Hengstebeck, Berenika B.; Kassemeier, Roland; Wieseke, Jan - In: Industrial marketing management : the international … 106 (2022), pp. 392-404

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014226538

Key account managers' identification profiles and effectiveness : a fuzzy-set qualitative comparative analysis

Peters, Leonore; Ivens, Björn Sven; Pardo, Catherine - In: Industrial marketing management : the international … 107 (2022), pp. 253-365

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014230692

Account-based growth : unlocking sustainable value through extraordinary customer focus

Burgess, Bev; Shercliff, Tim - 2022

"Nurture client relationships, deliver long-term, market-beating growth, and win the competitive edge with this end-to-end guide to connecting marketing, sales and customer success for key B2B accounts.It is one thing to win important accounts and business in the first place through effective...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013284913

Chapter 23. Key account management

Bornemann, Torsten; Hettich, Dominik - In: Handbook of business-to-business marketing, (pp. 435-450). 2022

To remain competitive, companies must successfully manage strategically important customer relationships. Based on an up-to-date review of relevant research findings, this chapter provides insight into the implementation of key account management (KAM). Specifically, the chapter covers the...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015496042

Key account management excellence in pharma & medtech

Moorman, Mike (ed.) - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013176561

Der Key Account Manager : Aufgaben, Werkzeuge und Erfolgsfaktoren

Sieck, Hartmut - 2020 - 2., überarbeitete und aktualisierte Auflage

Cover -- Titel -- Impressum -- Vorwort -- Inhaltsverzeichnis -- 1. Key Account Management auf den Punkt gebracht -- 1.1 Ist Key Account Management überhaupt wichtig? -- 1.2 Was steckt hinter dem Key Account Management? -- 1.3 Key Account Management und Flächenvertrieb - ein Vergleich -- 1.4...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012178223

Is KAM focus driving FMCG manufacturers towards an imbalanced customer portfolio shape?

Rubio, Pedro; Fabra, María Eugenia; Labajo, Victoria - In: International journal of business environment : IJBE 11 (2020) 2, pp. 190-211

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012225198

Der Key Account Manager : Aufgaben, Werkzeuge und Erfolgsfaktoren

Sieck, Hartmut - 2020 - 2., überarbeitete und aktualisierte Auflage

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012139395

Key account management practices and performance of commercial banks in Kenya

Ndambuki, Victor; Munyoki, Justus M.; Kibera, Francis N.; … - In: DBA Africa management review 8 (2018) 2, pp. 101-108

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012252219

On the stability of buyer groups under key account management

Antelo Suárez, Manuel; Bru Martínez, Lluís - In: SERIEs : Journal of the Spanish Economic Association 9 (2018) 2, pp. 189-214

We analyze the interaction between a monopolistic seller and a continuum of identical customers of a single product when some of them can form a buyer group and the seller can implement a key account management (KAM) program to deal with these customers, leaving those that purchase on an...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011865267

Customer Success Management – Kundenerfolg als Geschäftsstrategie : Wie Business-Kunden ihre Ziele erreichen können

Kleinaltenkamp, Michael; Prohl-Schwenke, Katharina; … - 2024

Customer Success Management (CSM): Der Aufstieg eines neuen Managementkonzepts -- Kundenerfolg aus einer zielorientierten Perspektive -- Treiber der Implementierung von CSM -- Value-based Selling -- Implementierung und Onboarding -- Kundenbezogene CSM-Aktivitäten -- Anpassung der Value...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015157949

Verkaufserfolge steigern mit dem Trusted-Associate-Konzept : Ein neues Mindset und innovative Tools für den B2B-Vertrieb

Schlageter, Matthias - 2024

Der Trusted Associate als neue Rolle im Vertrieb der Zukunft – Kundenorientierung neu definiert -- Trusted Customer Relations – ein neues Mindset für moderne Kundenbeziehungen -- Kundengewinnung und Kundenbindung im digitalen Zeitalter – Neustart im Hybrid Selling -- Kunden und...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015077870

CRM technology and KAM performance : the mediating effect of key account-related knowledge

Salojärvi, Hanna; Sainio, Liisa-Maija - In: Journal of business market management : JBM 8 (2015) 1, pp. 435-454

This paper examines the effect of customer relationship management (CRM) technology investment and key account-related knowledge on suppliers' key account management (KAM) performance. The findings are based on survey data gathered from large Finnish industrial suppliers and subjected to factor...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10010516592

Within-seller and buyer-seller network structures and key account profitability

Gupta, Aditya; Kumar, Alok; Grewal, Rajdeep; Lilien, Gary L. - In: Journal of marketing 83 (2019) 1, pp. 108-132

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012175847

A sales approach to key account management (KAM) : toward a unified view of KAM deployment and operationalization

Fazli-Salehi, Reza; Torres, Ivonne M.; Zúñiga, Miguel … - In: Services marketing quarterly 42 (2021) 3/4, pp. 234-252

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012650015

Innovation in key account management : identification of research trends and knowledge gaps

Lautenschlager, Christian; Tzempelikos, Nektarios - In: Journal of business-to-business marketing 28 (2021) 2, pp. 149-167

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012623619