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Search: subject_exact:"Key account management"
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Key account management
389
Key-Account-Management
371
Kundengruppenmanagement
216
Relationship marketing
103
Beziehungsmarketing
101
Lieferantenmanagement
82
Supplier relationship management
82
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58
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52
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40
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30
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30
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29
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27
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27
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25
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25
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22
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21
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18
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Zupancic, Dirk
22
Belz, Christian
18
Ivens, Björn Sven
18
Pardo, Catherine
16
Senn, Christoph
15
Cheverton, Peter
13
Müllner, Markus
13
Sieck, Hartmut
12
Homburg, Christian
10
Jensen, Ove
10
Tzempelikos, Nektarios
9
Gounaris, Spiros
8
Sidow, Hans D.
8
Woodburn, Diana
8
Yip, George S.
8
Biesel, Hartmut H.
7
Niersbach, Barbara
7
Ryals, Lynette J.
7
Salojärvi, Hanna
7
Wilson, Kevin
7
McDonald, Malcolm
6
Schlüter, Andrea
6
Storbacka, Kaj
6
Ebert, Heinz J.
5
Rogers, Beth
5
Wengler, Stefan
5
Capon, Noel
4
Davies, Iain A.
4
Dekker, David J.
4
Guenzi, Paolo
4
Guesalaga, Rodrigo
4
Heinrich, Stephan
4
Lacoste, Sylvie
4
Lenney, Peter
4
Nätti, Satu
4
Ojasalo, Jukka
4
Richards, Keith A.
4
Ryals, Lynette
4
Sainio, Liisa-Maija
4
Schiele, Holger
4
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Books on Demand GmbH <Norderstedt>
4
Verlag Franz Vahlen
4
Dr. Rainer Hampp <Firma>
2
Svenska Handelshögskolan <Helsinki>
2
Wiley-VCH
2
Apotheken-Management-Kongress <1, 1988, Mannheim>
1
Department of Economics, School of Business Management
1
FOM-Hochschule für Oekonomie & Management
1
Ferd. Schulze GmbH und Co. <Mannheim>
1
Forschungsinstitut für Absatz und Handel <Sankt Gallen>
1
Gesellschaft für Innovatives Marketing
1
Harvard Graduate School of Business Administration
1
Instituto Universitario de Estudios e Desenvolvemento de Galicia (IDEGA), Universidade de Santiago de Compostela
1
Marketing-Trendshop <1996, Duisburg>
1
Otto-Friedrich-Universität Bamberg
1
Springer Fachmedien Wiesbaden
1
Springer-Verlag GmbH
1
Strategic Account Management Association
1
Transfer-Workshop Sales Management Excellence <1, 2013, Essen>
1
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1
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1
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1
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Industrial marketing management : the international journal for industrial and high-tech firms
52
The journal of business & industrial marketing
15
SpringerLink / Bücher
14
Handbook of strategic account management : a comprehensive resource
12
Gabler Edition Wissenschaft
7
The journal of personal selling & sales management : JPSSM
7
Thexis / Fachbericht für Marketing
7
Fixed revenue accounting : a new management accounting framework
6
Schriften zum innovativen Marketing
5
The international journal of bank marketing : IJBM
5
jbm - Journal of Business Market Management
5
Journal of business research : JBR
4
Journal of business-to-business marketing
4
Journal of strategic marketing
4
Arbeitspapier / Universität Erlangen-Nürnberg, Betriebswirtschaftliches Institut, Lehrstuhl für Marketing
3
Berichte zum Generic-Management
3
European journal of marketing : EJM
3
Harvard-Business-Manager : das Wissen der Besten
3
Journal of Business & Industrial Marketing
3
Journal of business market management : JBM
3
Journal of business strategy
3
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
3
Meddelanden från Svenska Handelshögskolan
3
Publikation der Swiss Banking School, Zürich
3
Reihe: Versicherungswirtschaft
3
Schriften zu Marketing und Management
3
Springer eBook Collection
3
Controlling
2
Der Verkaufsberater
2
Discussion paper / Tinbergen Institute
2
Duisburger betriebswirtschaftliche Schriften
2
EBL-Schweitzer
2
European Journal of Marketing
2
Europäische Hochschulschriften / 5
2
Hamburger Schriften zur Marketingforschung
2
Harvard business review : HBR
2
Hochschulschriften zur Betriebswirtschaftslehre
2
Integriertes Key-Account-Management
2
International journal of business excellence
2
Journal of Business Research
2
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Source
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ECONIS (ZBW)
440
USB Cologne (EcoSocSci)
83
Other ZBW resources
9
EconStor
6
RePEc
6
BASE
1
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151
Key strategic account management : where are we now?
Woodburn, Diana
;
Wilson, Kevin
- In:
Handbook of strategic account management : a …
,
(pp. 1-33)
.
2014
Persistent link: https://www.econbiz.de/10010341706
Saved in:
152
Developing strategic key account relationships in business-to-business markets
Wilson, Kevin
- In:
Handbook of strategic account management : a …
,
(pp. 495-514)
.
2014
Persistent link: https://www.econbiz.de/10010341881
Saved in:
153
Strategic account management processes at corporate, relationship and annual level
Ojasalo, Jukka
- In:
Handbook of strategic account management : a …
,
(pp. 461-494)
.
2014
Persistent link: https://www.econbiz.de/10010341882
Saved in:
154
Key accountization at Bosch automotive aftermarket Italy : managing and implementing a strategic change
Guenzi, Paolo
- In:
Handbook of strategic account management : a …
,
(pp. 405-418)
.
2014
Persistent link: https://www.econbiz.de/10010341886
Saved in:
155
Designing strategic account management programmes
Storbacka, Kaj
- In:
Handbook of strategic account management : a …
,
(pp. 355-378)
.
2014
Persistent link: https://www.econbiz.de/10010341889
Saved in:
156
Organizational structures in global account management
Yip, George S.
;
Bink, Audrey
- In:
Handbook of strategic account management : a …
,
(pp. 337-354)
.
2014
Persistent link: https://www.econbiz.de/10010341890
Saved in:
157
The appropriateness of the key account management organization
Wengler, Stefan
- In:
Handbook of strategic account management : a …
,
(pp. 317-335)
.
2014
Persistent link: https://www.econbiz.de/10010341891
Saved in:
158
Capital account management
Rey, Hélène
- In:
What have we learned? : Macroeconomic policy after the …
,
(pp. 307-313)
.
2014
Persistent link: https://www.econbiz.de/10010365043
Saved in:
159
Handbuch Außendienst : Kundengewinnung und Kundenbindung, Gebietsmanagement und Verkaufsstrategien, Verkaufspsychologie und Preisgespräche
Behle, Christine
;
Vom Hofe, Renate
-
2014
-
4., aktualisierte Aufl.
Persistent link: https://www.econbiz.de/10010351072
Saved in:
160
Key Account Management in der Medizinprodukteindustrie : organisatorische Konsequenzen für den Vertrieb
Stoll, Jürgen
- In:
Medizinprodukte-Management
,
(pp. 193-202)
.
2014
Persistent link: https://www.econbiz.de/10010399848
Saved in:
161
Crisis communication in key account relationships
Nätti, Satu
;
Rahkolin, Suvi
;
Saraniemi, Saila
- In:
Corporate communications : an international journal
19
(
2014
)
3
,
pp. 234-246
Persistent link: https://www.econbiz.de/10010400812
Saved in:
162
Key Account Management in Osteuropa : Schlüsselkundenbetreuung in osteuropäischen Ländern
Fischer, Claudiu
-
2014
Persistent link: https://www.econbiz.de/10010404717
Saved in:
163
Harmonisierung der Vertriebsprozesse im Vorfeld einer ERP-Einführung in der produzierenden Industrie
Goretzki, Fabian
;
Arensmann, Maik
- In:
Unternehmenssteuerung in der produzierenden Industrie : …
,
(pp. 245-257)
.
2014
Persistent link: https://www.econbiz.de/10010415432
Saved in:
164
Strategische Herausforderungen für Banken im deutschen Geschäfts- und Firmenkundenmarkt
Arndt, Michael G.
;
Schaller, Anja
- In:
Trends im Firmenkundengeschäft in Kreditinstituten
,
(pp. 43-65)
.
2014
Persistent link: https://www.econbiz.de/10010429765
Saved in:
165
Firmenkundengeschäft im Wandel : drei kundenspezifische Trends für den künftigen Erfolg
Walter, Georg F.
- In:
Trends im Firmenkundengeschäft in Kreditinstituten
,
(pp. 75-88)
.
2014
Persistent link: https://www.econbiz.de/10010430726
Saved in:
166
New B2B methods, techniques and technologies for capturing insights of major account managers : developing B2B communities for energy supply
Sood, Suresh C.
;
Pattinson, Hugh M.
- In:
Field guide to case study research in …
,
(pp. 227-253)
.
2014
Persistent link: https://www.econbiz.de/10011413821
Saved in:
167
The reflexive turn in key account management : beyond formal and post-bureaucratic prescriptions
Vanharanta, Markus
;
Gilchrist, Alan J. P.
;
Pressey, …
- In:
European journal of marketing : EJM
48
(
2014
)
11/12
,
pp. 2071-2104
Persistent link: https://www.econbiz.de/10010461805
Saved in:
168
The role of key account management in marketing and sales intelligence
Ivens, Björn Sven
;
Pardo, Catherine
- In:
Marketing review St. Gallen : Marketingfachzeitschrift …
31
(
2014
)
4
,
pp. 32-40
Persistent link: https://www.econbiz.de/10010390903
Saved in:
169
The impact of organisational context on the failure of key and strategic account management programmes
Wilson, Kevin
;
Woodburn, Diana
- In:
The journal of business & industrial marketing
29
(
2014
)
5
,
pp. 353-363
Persistent link: https://www.econbiz.de/10010393927
Saved in:
170
Special section on relational key account management
Gounaris, Spiros
(
contributor
)
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1110-1224
Persistent link: https://www.econbiz.de/10010439553
Saved in:
171
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:
172
Co-creating integrated solutions within business networks : the KAM team as knowledge integrator
Hakanen, Taru
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1195-1203
Persistent link: https://www.econbiz.de/10010439578
Saved in:
173
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:
174
Sales and marketing resistance to key account management implementation : an ethnographic investigation
Pressey, Andrew D.
;
Gilchrist, Alan J. P.
;
Lenney, Peter
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1157-1171
Persistent link: https://www.econbiz.de/10010439586
Saved in:
175
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:
176
Differentiation and alignment in KAM implementation
Pardo, Catherine
;
Ivens, Björn Sven
;
Wilson, Kevin
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1136-1145
Persistent link: https://www.econbiz.de/10010439594
Saved in:
177
Why are you really losing sales opportunities? : a buyers' perspective on the determinants of key account sales failures
Friend, Scott B.
;
Curasi, Carolyn Folkman
;
Boles, James S.
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1124-1135
Persistent link: https://www.econbiz.de/10010439596
Saved in:
178
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:
179
High-performance global account management teams : design dimensions, processes and outcomes
Atanasova, Yana
(
contributor
)
-
2007
Persistent link: https://www.econbiz.de/10003641374
Saved in:
180
Does it pay to be proactive? : testing proactiveness and the joint effect of internal and external collaboration on key account manager performance
Murphy, Lesley E.
;
Coughlan, Joseph P.
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
2
,
pp. 205-219
Persistent link: https://www.econbiz.de/10011917838
Saved in:
181
Mind the gap : a process model for diagnosing barriers to key account management implementation
Leischnig, Alexander
;
Ivens, Björn Sven
;
Niersbach, Barbara
- In:
Industrial marketing management : the international …
70
(
2018
),
pp. 58-67
Persistent link: https://www.econbiz.de/10011863786
Saved in:
182
Excellence in Key Account Management : the St. Gallen KAM concept
Belz, Christian
;
Müllner, Markus
;
Zupancic, Dirk
-
2010
-
2. updated and revised ed.
Persistent link: https://www.econbiz.de/10008698164
Saved in:
183
Aufgaben und Instrumente des Key-Account-Controllings in der Konsumgüterindustrie
Wellhöfer, Alexander
-
2010
Persistent link: https://www.econbiz.de/10003968850
Saved in:
184
Key Account Management in global tätigen Logistikkonzernen : Strategie, Planung und Implementierung
Kühn, Robert
;
Siebert, Tanja
-
2010
-
1. Aufl.
Persistent link: https://www.econbiz.de/10003986477
Saved in:
185
Der Zusammenhang von Kompetenz und Erfolg : Konzeptionelle Grundlagen und empirische Analysen im Key Account Management
Lütke, Verena
-
2010
Persistent link: https://www.econbiz.de/10013429899
Saved in:
186
The effect of teams on customer knowledge processing, esprit de corps and account performance in international key account management
Salojärvi, Hanna
;
Saarenketo, Sami
- In:
European journal of marketing : EJM
47
(
2013
)
5/6
,
pp. 987-1005
Persistent link: https://www.econbiz.de/10009763930
Saved in:
187
How to not only survive but thrive during recession : a multi-wave, discovery-oriented study
Nickell, David
;
Rollins, Minna
;
Hellman, Karl
- In:
The journal of business & industrial marketing
28
(
2013
)
5
,
pp. 455-461
Persistent link: https://www.econbiz.de/10009771093
Saved in:
188
How customer knowledge dissemination links to KAM
Salojärvi, Hanna
;
Saarenketo, Sami
;
Puumalainen, Kaisu
- In:
The journal of business & industrial marketing
28
(
2013
)
5
,
pp. 383-395
Persistent link: https://www.econbiz.de/10009771111
Saved in:
189
Internal key account management in purchasing & supply management
Reinhardt, Sandro
-
2013
Persistent link: https://www.econbiz.de/10009744813
Saved in:
190
Testing an enhanced, process-based view of the sales process
Plouffe, Christopher R.
;
Nelson, Yvette Holmes
;
Beuk, …
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
2
,
pp. 141-164
Persistent link: https://www.econbiz.de/10009745303
Saved in:
191
Approaching Key Account Management from a long-term perspective
Tzempelikos, Nektarios
;
Gounaris, Spiros
- In:
Journal of strategic marketing
21
(
2013
)
2
,
pp. 179-198
Persistent link: https://www.econbiz.de/10009732195
Saved in:
192
Learning about customers : managing B2B alliances between small technology startups and industry leaders
Perez, Lourdes
;
Whitelock, Jeryl
;
Florin, Juan M.
- In:
European journal of marketing : EJM
47
(
2013
)
3/4
,
pp. 431-462
Persistent link: https://www.econbiz.de/10009733025
Saved in:
193
A relational classification of online banking customers
Rajaobelina, Lova
;
Brun, Isabelle
;
Toufaily, Élissar
- In:
The international journal of bank marketing : IJBM
31
(
2013
)
3
,
pp. 187-205
Persistent link: https://www.econbiz.de/10009733565
Saved in:
194
The conceptual locus and functionality of key supplier management : a multi-dyadic qualitative study
Makkonen, Hannu
;
Olkkonen, Rami
- In:
Industrial marketing management : the international …
42
(
2013
)
2
,
pp. 189-201
Persistent link: https://www.econbiz.de/10009734947
Saved in:
195
Trust and relational embeddedness : exploring a paradox of trust pattern development in key supplier relationships
Day, Marc
;
Fawcett, Stanley E.
;
Fawcett, Amydee M.
; …
- In:
Industrial marketing management : the international …
42
(
2013
)
2
,
pp. 152-165
Persistent link: https://www.econbiz.de/10009734951
Saved in:
196
Network pictures for managing key supplier relationships
Holmen, Elsebeth
;
Aune, Tina B.
;
Pedersen, Ann-Charlott
- In:
Industrial marketing management : the international …
42
(
2013
)
2
,
pp. 139-151
Persistent link: https://www.econbiz.de/10009734953
Saved in:
197
Where's the strategic intent in key account relationships?
Ryals, Lynette J.
;
Davies, Iain A.
- In:
The journal of business & industrial marketing
28
(
2013
)
2
,
pp. 111-124
Persistent link: https://www.econbiz.de/10009723082
Saved in:
198
Do key account managers focus too much on commercial performance? : a cognitive mapping application
Durif, Fabien
;
Geay, Bénédicte
;
Graf, Raoul
- In:
Journal of business research : JBR
66
(
2013
)
9
,
pp. 1559-1567
Persistent link: https://www.econbiz.de/10009757029
Saved in:
199
Using cluster analysis and DEA-discriminant analysis to predict group membership of new customers
Saen, Reza Farzipoor
- In:
International journal of business excellence
6
(
2013
)
3
,
pp. 348-360
Persistent link: https://www.econbiz.de/10009757141
Saved in:
200
An explorative study on the impact of IT capabilities on international key account management capabilities and firm performance in international customer-supplier relationships
Jean, Ruey-Jer Bryan
- In:
International marketing in rapidly changing environments
,
(pp. 25-41)
.
2013
Persistent link: https://www.econbiz.de/10010204819
Saved in:
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