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isPartOf:"International journal of business excellence"
~subject:"Beziehungsmarketing"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
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Beziehungsmarketing
Key account management
47
Key-Account-Management
47
Lieferantenmanagement
21
Supplier relationship management
21
Relationship marketing
20
USA
6
United States
6
Accounting
5
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Verkauf
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Customer value
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Kundenwert
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Sales performance
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Salespeople
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B-to-B-Marketing
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Business-to-business marketing
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Lieferkette
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Strategisches Management
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Key accounts
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Knowledge transfer
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Ryals, Lynette J.
3
Davies, Iain A.
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Gounaris, Spiros
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Schiele, Holger
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Tzempelikos, Nektarios
2
Al-Husan, Faten Baddar
1
AlHussan, Fawaz Baddar
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Allwood, Jens
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Brennan, Ross
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Crnjak-Karanović, Biljana
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Fan, Hua
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Fletcher-Chen, Chavi C.-Y.
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Haapasalo, Harri
1
Harms, Rainer
1
Hengstebeck, Berenika B.
1
Huang, Ying
1
Hüttinger, Lisa
1
Ivens, Björn Sven
1
Johnson, Jeff S.
1
Kassemeier, Roland
1
Krishnan, Vijaykumar
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Lacoste, Sylvie
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Liu, Yi
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Marcos-Cuevas, Javier
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Sainio, Liisa-Maija
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Salojärvi, Hanna
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Salomonson, Nicklas
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Sullivan, Ursula Y.
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International journal of business excellence
Industrial marketing management : the international journal for industrial and high-tech firms
The journal of business & industrial marketing
6
SpringerLink / Bücher
3
Journal of business research : JBR
2
Journal of business strategy
2
Journal of strategic marketing
2
Administrative Sciences : open access journal
1
Argumenta oeconomica
1
Asian Academy of Management journal : AAMJ
1
B2B-Handbuch Operations Management : Industriegüter erfolgreich vermarkten
1
Band ... der GfM-Schriftenreihe Marketing-Manual
1
Company and customer relations
1
Controlling & Management review / Sonderheft : ZfCM : Zeitschrift für Controlling & Management
1
Die Betriebswirtschaft : DBW
1
Die Unternehmung : Swiss journal of business research and practice ; Organ der Schweizerischen Gesellschaft für Betriebswirtschaft (SGB)
1
Faculteit der Economische en Toegepaste Economische Wetenschappen
1
Gabler Edition Wissenschaft
1
Gabler Edition Wissenschaft / Innovatives Markenmanagement
1
Gabler Edition Wissenschaft / Schriftenreihe des Instituts für Marktorientierte Unternehmensführung Universität Mannheim
1
Gabler Research
1
Gabler research / Handel und Internationales Marketing / Retailing and International Marketing
1
GfK marketing intelligence review : Marketingforschung für die Praxis
1
Handbook of relationship marketing
1
Handbook of strategic account management : a comprehensive resource
1
Handbuch Kundenbindungsmanagement : Strategien und Instrumente für ein erfolgreiches CRM
1
Harvard-Business-Manager : das Wissen der Besten
1
Innovatives Markenmanagement
1
Interkulturelles Management : neue Ansätze - Erfahrungen - Erkenntnisse : Beiträge zum Fünften Internationalen Tag
1
International journal of business environment : IJBE
1
International journal of contemporary hospitality management
1
International journal of logistics : research and applications
1
International marketing ; Vol. 3
1
Investitionsgüter- und High-Tech-Marketing (ITM) : erprobte Instrumentarien, Erfolgsbeispiele, Problemlösungen
1
Irish management briefings
1
Journal of Asian finance, economics and business : JAFEB
1
Journal of business market management : JBM
1
Journal of business-to-business marketing
1
Journal of international marketing
1
Journal of marketing
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1
How startups become attractive to suppliers and achieve preferred customer status : factors influencing the positioning of young firms
Tessaro, Juliano Afonso
;
Harms, Rainer
;
Schiele, Holger
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 100-115
Persistent link: https://www.econbiz.de/10014433581
Saved in:
2
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/10014226538
Saved in:
3
An identity perspective of key account managers as paradoxical relationship managers
Pardo, Catherine
;
Ivens, Björn Sven
;
Niersbach, Barbara
- In:
Industrial marketing management : the international …
89
(
2020
),
pp. 355-372
Persistent link: https://www.econbiz.de/10012290742
Saved in:
4
Influence tactics, relational conditions, and key account managers' performance
Liu, Yi
;
Huang, Ying
;
Fan, Hua
- In:
Industrial marketing management : the international …
73
(
2018
),
pp. 220-231
Persistent link: https://www.econbiz.de/10011904736
Saved in:
5
Perspectives on social media ant its use by key account managers
Lacoste, Sylvie
- In:
Industrial marketing management : the international …
54
(
2016
),
pp. 33-43
Persistent link: https://www.econbiz.de/10011478714
Saved in:
6
The impact of customer attractiveness and supplier satisfaction on becoming a preferred customer
Pulles, Niels J.
;
Schiele, Holger
;
Veldman, Jasper
; …
- In:
Industrial marketing management : the international …
54
(
2016
),
pp. 129-140
Persistent link: https://www.econbiz.de/10011478745
Saved in:
7
Linking key account management practices to performance outcomes
Tzempelikos, Nektarios
;
Gounaris, Spiros
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 22-34
Persistent link: https://www.econbiz.de/10010530584
Saved in:
8
Implementing key account management : intraorganizational practices and associated dilemmas
Marcos-Cuevas, Javier
;
Nätti, Satu
;
Palo, Teea
;
Ryals, …
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1216-1224
Persistent link: https://www.econbiz.de/10010439573
Saved in:
9
The effectiveness of key account management practices
Davies, Iain A.
;
Ryals, Lynette J.
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1182-1194
Persistent link: https://www.econbiz.de/10010439580
Saved in:
10
A framework for key account management and revenue management integration
Wang, Xuan Lorna
;
Brennan, Ross
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1172-1181
Persistent link: https://www.econbiz.de/10010439583
Saved in:
11
Top management involvement with key accounts : the concept, its dimensions, and strategic outcomes
Guesalaga, Rodrigo
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1146-1156
Persistent link: https://www.econbiz.de/10010439589
Saved in:
12
Relational key account management : building key account management effectiveness through structural reformations and relationship management skills
Gounaris, Spiros
;
Tzempelikos, Nektarios
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1110-1123
Persistent link: https://www.econbiz.de/10010439600
Saved in:
13
Key account relationships : an exploratory inquiry of customer-based evaluations
Friend, Scott B.
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
43
(
2014
)
4
,
pp. 642-658
Persistent link: https://www.econbiz.de/10010386437
Saved in:
14
Enviroments factors influencing the management of key accounts in an Arab Middle Eastern context
AlHussan, Fawaz Baddar
;
Al-Husan, Faten Baddar
; …
- In:
Industrial marketing management : the international …
43
(
2014
)
4
,
pp. 592-602
Persistent link: https://www.econbiz.de/10010386449
Saved in:
15
Attitudes and behaviours of key account managers : are they really any different to senior sales professionals?
Davies, Iain A.
;
Ryals, Lynette J.
- In:
Industrial marketing management : the international …
42
(
2013
)
6
,
pp. 919-931
Persistent link: https://www.econbiz.de/10010211249
Saved in:
16
Value creation and firm sales performance : the mediating roles of strategic account management and relationship perception
Sullivan, Ursula Y.
;
Peterson, Robert M.
;
Krishnan, …
- In:
Industrial marketing management : the international …
41
(
2012
)
1
,
pp. 166-173
Persistent link: https://www.econbiz.de/10009513196
Saved in:
17
Communicative skills that support value creation : a study of B2B interactions between customers and customer service representatives
Salomonson, Nicklas
;
Åberg, Annika
;
Allwood, Jens
- In:
Industrial marketing management : the international …
41
(
2012
)
1
,
pp. 145-155
Persistent link: https://www.econbiz.de/10009513202
Saved in:
18
The mediating role of key supplier relationship management practices on supply chain orientation : the organizational buying effectiveness link
Miocevic, Dario
;
Crnjak-Karanović, Biljana
- In:
Industrial marketing management : the international …
41
(
2012
)
1
,
pp. 115-124
Persistent link: https://www.econbiz.de/10009513209
Saved in:
19
Organizational factors enhancing customer knowledge utilization in the management of key account relationships
Salojärvi, Hanna
;
Sainio, Liisa-Maija
;
Tarkiainen, Anssi
- In:
Industrial marketing management : the international …
39
(
2010
)
8
,
pp. 1395-1402
Persistent link: https://www.econbiz.de/10008807104
Saved in:
20
The key account management system in the paper industry business environment
Piila, Laura
;
Haapasalo, Harri
- In:
International journal of business excellence
2
(
2009
)
3/4
,
pp. 223-240
Persistent link: https://www.econbiz.de/10003879543
Saved in:
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