For firms facing an aging society, substantial adoption gaps that often exist for new product alternatives between older and younger consumers pose a significant challenge. To examine the root cause of this phenomenon, our research draws on life‐span theory and is based empirically on a set of...

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...