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Key account management
16
Key-Account-Management
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Handbook of strategic account management : a comprehensive resource
25
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ECONIS (ZBW)
25
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1
A configurational approach to strategic account management effectiveness
Homburg, Christian
;
Workman, John P.
;
Jensen, Ove
- In:
Handbook of strategic account management : a …
,
(pp. 289-316)
.
2014
Persistent link: https://www.econbiz.de/10010341332
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2
Using customer profitability and customer lifetime value to manage strategic accounts
Lemmens, Régis
;
Vanderbiesen, Tomas
- In:
Handbook of strategic account management : a …
,
(pp. 267-286)
.
2014
Persistent link: https://www.econbiz.de/10010341337
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3
Strategic account plans : their crucial role in strategic account management
McDonald, Malcolm
;
Woodburn, Diana
- In:
Handbook of strategic account management : a …
,
(pp. 245-265)
.
2014
Persistent link: https://www.econbiz.de/10010341340
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4
Key account management in business markets : an empirical test of common assumptions
Ivens, Björn Sven
;
Pardo, Catherine
- In:
Handbook of strategic account management : a …
,
(pp. 227-244)
.
2014
Persistent link: https://www.econbiz.de/10010341356
Saved in:
5
"Vertical coopetition" : the key account perspective
Lacoste, Sylvie
- In:
Handbook of strategic account management : a …
,
(pp. 205-226)
.
2014
Persistent link: https://www.econbiz.de/10010341360
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6
Value dimensions and relationship postures in dyadic "key relationship programmes"
Henneberg, Stephan
;
Pardo, Catherine
;
Mouzas, Stefanos
; …
- In:
Handbook of strategic account management : a …
,
(pp. 191-204)
.
2014
Persistent link: https://www.econbiz.de/10010341361
Saved in:
7
Value in strategic account management
La Rocca, Antonella
;
Snehota, Ivan
- In:
Handbook of strategic account management : a …
,
(pp. 171-189)
.
2014
Persistent link: https://www.econbiz.de/10010341364
Saved in:
8
Social and ethical concerns in strategic account management : emerging opportunities and new threats
Piercy, Nigel
;
Lane, Nikala
- In:
Handbook of strategic account management : a …
,
(pp. 141-167)
.
2014
Persistent link: https://www.econbiz.de/10010341368
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9
The strategic buyer : how emerging procurement strategies may support KAM/SAM relationships
Croom, Simon
- In:
Handbook of strategic account management : a …
,
(pp. 115-140)
.
2014
Persistent link: https://www.econbiz.de/10010341370
Saved in:
10
Switching costs in key account relationships
Sengupta, Sanjit
;
Krapfel, Robert E.
;
Pusateri, Michael A.
- In:
Handbook of strategic account management : a …
,
(pp. 103-113)
.
2014
Persistent link: https://www.econbiz.de/10010341372
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