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Implementing key account management : designing customer-centric processes for mutual growth
Marcos Cuevas, Javier; Davies, Mark; Guesalaga, Rodrigo; … - 2018
Introduction to implementing key account management -- Re-engaging strategic customers -- Adopting key account management -- Building customer understanding and value planning -- Developing customer relationships -- Developing winning offerings -- Creating compelling customer value propositions...
Persistent link: https://www.econbiz.de/10011913569
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Which resources and capabilities underpin strategic key account management?
Guesalaga, Rodrigo; Gabrielsson, Mika; Rogers, Beth; … - In: Industrial marketing management : the international … 75 (2018), pp. 160-172
Persistent link: https://www.econbiz.de/10011963481
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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/10015395443
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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/10013206143