Search Results - subject_exact:"KAM (Key-account management)"

The influence of key account management on competitive advantage and firm performance : a dynamic capability approach

Fakhreddin, Farbod; Foroudi, Pantea; Kooli, Kaouther - In: Industrial marketing management : the international … 124 (2025), pp. 266-286

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015173342

Business without management : MacIntyrean accounting, management, and practice-led business

West, Andrew - 2025

Alasdair MacIntyre's critique of managerial capitalism is well known, with some arguing that MacIntyrean thought is antithetical to contemporary capitalist business. Nevertheless, substantial efforts have been taken to demonstrate how different business activities constitute MacIntyrean...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015376380

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, ebvufind01.dmz1.zbw.eu/10015395443

Key account managers and customer experience : a service ecosystem approach

Schmitt, Laurianne; Klein, Michel; Lussier, Bruno - In: Industrial marketing management : the international … 126 (2025), pp. 118-130

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015395444

Cross-cultural determinants of global account management : findings from B2B services

Lautenschlager, Christian; Tzempelikos, Nektarios; … - In: Industrial marketing management : the international … 123 (2024), pp. 358-371

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015168482

Global account management : knowledge resources and capabilities for relationship management

Shi, Linda Hui; Brandl, Kristin; Song, Jing; Zou, Shaoming - In: International business review 33 (2024) 5, pp. 1-11

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015084197

Toward financial optimization : assessing the influence of budget process on effective accounting management

Nguyen Thi Thanh Thao - In: Management dynamics in the knowledge economy 12 (2024) 2/44, pp. 116-132

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014584143

Towards an integration of corporate foresight in key account management

Lautenschlager, Christian; Tzempelikos, Nektarios - In: Industrial marketing management : the international … 120 (2024), pp. 90-99

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015116904

"The more we share, the more we have"? : analyses of knowledge sharing by key account managers

Peters, Leonore D. K. - In: Industrial marketing management : the international … 120 (2024), pp. 100-114

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015116914

Improving customer segmentation via classification of key accounts as outliers

Spoor, Jan Michael - In: Journal of marketing analytics : JMA 11 (2023) 4, pp. 747-760

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014537400

The impact of account managers’ dual embeddedness on solution co-creation performance

Leng, Yixuan; Zhao, Xiaoyu - In: The journal of business & industrial marketing 40 (2025) 1, pp. 202-222

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015206992

AI-driven competitive advantage : the role of personality traits and organizational culture in key account management

Mehta, Prashant; Chakraborty, Debarun; Rana, Nripendra P.; … - In: The journal of business & industrial marketing 40 (2025) 2, pp. 543-569

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015207028

Multilevel value co-creation within key accounts

Ranjan, Kumar Rakesh; Friend, Scott B.; Malshe, Avinash - In: Journal of service research 28 (2025) 2, pp. 296-317

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015386790

Leveraging customer relationship through key account management strategy for SMEs

Sari, Hasrini; Muliadi, Rai Surya - In: Customer relationship management : methods, …, (pp. 17-38). 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015072352

Outsourcing – The Modern Trend of Accounts Management

Panigrahi, CMA(Dr.) Ashok; Joshi, Vijay - 2021

One of the biggest trends in accounting is outsourcing finance and accounting services. Outsourcing of accounting services most importantly enables businesses focus on their primary business rather than building an accounting department. Outsourcing accounting services can help businesses cut...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013249197

Key account management in B2B marketing : a systematic literature review and research agenda

Sandesh, Sadasivan Pillai; Sreejesh, S.; Paul, Justin - In: Journal of business research : JBR 156 (2023), pp. 1-16

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013534268

Einführung in die Cyberversicherung : praktischer Einstieg für Vermittler von Klein-KMU

Steimer, Michael - 2023

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014233544

Gender issues in key account management research : a systematic literature review and avenues for future research

Ivens, Björn Sven - In: Industrial marketing management : the international … 111 (2023), pp. 81-96

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014368324

Lubricant marketing, selling, and key account management

Whitby, R. David - 2023 - First edition

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014493624

Next Level Key Account Management : das Profi-Buch für Führungskräfte, die Key Account Management einführen und weiterentwickeln möchten

Sieck, Hartmut - 2023

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013350065

Account Management Strategies in B2B Sales : Generating Customer Value and Building Sustainable Business Relationships - Methodology, Processes, Tools

Neeb, Hans-Peter - 2023

The new school of thought in sales -- Sales culture and processes -- Key account management in B2B -- Account selection -- Strategy comparison customer company - supplier company -- Core benefits, core messages, win-loss analysis, value proposition -- Top executive relationship program --...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013504735

The cultural factors in global account management : the case of Indian buyers and German suppliers

Kadam, Nayan; Niersbach, Barbara; Ivens, Björn Sven - In: The journal of business & industrial marketing 38 (2023) 2, pp. 353-366

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013539270

The determinants of global account management (GAM) : a relationship decision-making model

Deszczyński, Bartosz - In: Argumenta oeconomica 43 (2019) 2, pp. 233-253

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012284896

The best practice of CRM implementation for small- and medium-sized enterprises

Pohludka, Michal; Štverková, Hana - In: Administrative Sciences : open access journal 9 (2019) 1/22, pp. 1-17

The biggest key aspect to the success of a business is a satisfied customer. For this reason, it is possible to state that the growing trend of focusing on the customer and his/her needs has prevailed in recent years. The aim of this article is to analyze the use of CRM (Customer Relationship...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012126858

Account-based growth : unlocking sustainable value through extraordinary customer focus

Burgess, Bev; Shercliff, Tim - 2022

"Nurture client relationships, deliver long-term, market-beating growth, and win the competitive edge with this end-to-end guide to connecting marketing, sales and customer success for key B2B accounts.It is one thing to win important accounts and business in the first place through effective...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013284913

Key account managers' identification profiles and effectiveness : a fuzzy-set qualitative comparative analysis

Peters, Leonore; Ivens, Björn Sven; Pardo, Catherine - In: Industrial marketing management : the international … 107 (2022), pp. 253-365

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014230692

Key account management excellence in pharma & medtech

Moorman, Mike (ed.) - 2022

"Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012792721

Relational key account management : insights from the Middle Eastern context

Badawi, Nada Saleh; Battor, Moustafa; Badghish, Saeed - In: The journal of business & industrial marketing 37 (2022) 2, pp. 353-365

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012798418

Key account management excellence in pharma & medtech

Moorman, Mike (ed.) - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013176561

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, ebvufind01.dmz1.zbw.eu/10013206143

Key account management configurations and their effectiveness : a quasi-replication and extension

Herhausen, Dennis; Ivens, Björn Sven; Spencer, Robert; … - In: Industrial marketing management : the international … 101 (2022), pp. 98-112

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013197744

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, ebvufind01.dmz1.zbw.eu/10014226538

On the stability of buyer groups under key account management

Antelo Suárez, Manuel; Bru Martínez, Lluís - In: SERIEs : Journal of the Spanish Economic Association 9 (2018) 2, pp. 189-214

We analyze the interaction between a monopolistic seller and a continuum of identical customers of a single product when some of them can form a buyer group and the seller can implement a key account management (KAM) program to deal with these customers, leaving those that purchase on an...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011865267

Key account management practices and performance of commercial banks in Kenya

Ndambuki, Victor; Munyoki, Justus M.; Kibera, Francis N.; … - In: DBA Africa management review 8 (2018) 2, pp. 101-108

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012252219

Innovation in key account management : identification of research trends and knowledge gaps

Lautenschlager, Christian; Tzempelikos, Nektarios - In: Journal of business-to-business marketing 28 (2021) 2, pp. 149-167

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012623619

Spitzenleistungen im Key Account Management : das St. Galler KAM-Konzept

Belz, Christian; Müllner, Markus; Zupancic, Dirk - 2021 - 4., vollständig überarbeitete Auflage

Großkunden spielen die entscheidende Rolle im Vertrieb jedes Unternehmens. Um den Wettbewerbsvorteil, den das Key Account Management bietet, nutzen zu können, müssen strategische Voraussetzungen von den Unternehmen geschaffen werden. Das St. Galler KAM-Konzept bietet einen Bezugsrahmen für...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012391224

Sales failure : a review and future research directions

McGowan, Phillip - In: International journal of logistics : research and … 24 (2021) 1, pp. 23-50

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012424778

The missing element in implementing key account management

Hermanto, Ruby; Putro, Utomo Sarjono; Novani, Santi - In: International journal of business excellence : IJBEX 24 (2021) 3, pp. 384-407

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012596385

Spitzenleistungen im Key Account Management : das St. Galler KAM-Konzept

Belz, Christian; Müllner, Markus; Zupancic, Dirk - 2021 - 4., vollständig überarbeitete Auflage

Cover -- Titel -- Impressum -- Vorwort: Gebrauchsanleitung -- Inhaltsverzeichnis -- Verzeichnis der Abbildungen -- Verzeichnis der Exkurse -- 1 Erfolge mit Schlüsselkunden -- 1.1 Kundenorganisation -- 1.2 Entwicklungslinien des Key Account Management -- 1.3 Aktuelle Herausforderungen im Key...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012516649

A sales approach to key account management (KAM) : toward a unified view of KAM deployment and operationalization

Fazli-Salehi, Reza; Torres, Ivonne M.; Zúñiga, Miguel … - In: Services marketing quarterly 42 (2021) 3/4, pp. 234-252

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012650015

Kundenbeziehungsorientiertes Revenue Management : mathematische Modelle und Methoden zur Steuerung von B2C- und B2B-Beziehungen in kapazitätsbeschränkten Industrien

Kolb, Johannes - 2017

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011756737

Identification as a challenge in key account management : conceptual foundations and a qualitative study

Peters, Leonore; Ivens, Björn Sven; Pardo, Catherine - In: Industrial marketing management : the international … 90 (2020), pp. 300-313

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012322079

Key account selection as a political process : conceptual foundation and exploratory investigation

Feste, Jasmin; Ivens, Björn Sven; Pardo, Catherine - In: Industrial marketing management : the international … 90 (2020), pp. 417-434

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012372700

Verkaufen an Top-Entscheider : Wie Sie mit Vision Selling Gewinn bringende Geschäfte in der Chefetage abschließen

Heinrich, Stephan - 2020 - 4th ed. 2020.

Die Perspektive des Top-Entscheiders -- Auswählen: Bereiten Sie die Kundenansprache sinnvoll vor -- Ansprechen: Dringen Sie schnell zum Top-Entscheider durch -- Verstehen: Verwirklichen Sie Vision Selling mit kreativer Fragetechnik -- Umsatz generieren: Treiben Sie den Entscheidungsprozess...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012403134

Is KAM focus driving FMCG manufacturers towards an imbalanced customer portfolio shape?

Rubio, Pedro; Fabra, María Eugenia; Labajo, Victoria - In: International journal of business environment : IJBE 11 (2020) 2, pp. 190-211

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012225198

Strategic management accounting as an integral part of the environmental cost management in the hotel sector

Akmačić, Marko; Mišević, Petar; Glavaš, Jerko - 2020

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012602463

Der Key Account Manager : Aufgaben, Werkzeuge und Erfolgsfaktoren

Sieck, Hartmut - 2020 - 2., überarbeitete und aktualisierte Auflage

Cover -- Titel -- Impressum -- Vorwort -- Inhaltsverzeichnis -- 1. Key Account Management auf den Punkt gebracht -- 1.1 Ist Key Account Management überhaupt wichtig? -- 1.2 Was steckt hinter dem Key Account Management? -- 1.3 Key Account Management und Flächenvertrieb - ein Vergleich -- 1.4...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012178223

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, ebvufind01.dmz1.zbw.eu/10012290742

Der Key Account Manager : Aufgaben, Werkzeuge und Erfolgsfaktoren

Sieck, Hartmut - 2020 - 2., überarbeitete und aktualisierte Auflage

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012139395

Key supplier retention for electrical and electronic industry : determinant factors

Jayaraman, Krishnaswamy; Logeswari Arikrisnan; Kavigtha … - In: International journal of sustainable strategic … 8 (2020) 1, pp. 24-48

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012206611

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