Search Results - subject_exact:"Key-Account-Management"

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

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

Fakhreddin, Farbod; Foroudi, Pantea; Kooli, Kaouther - 2025

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

Challenges of the digital landscape : An investigation into the influence of technology and information systems on financial performance of B2B key account managers

Silva, Pedro Mendonça - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015455019

Transitioning to artificial intelligence-based key account management : a critical assessment

Prior, Daniel; Marcos Cuevas, Javier - 2025

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 - 2025

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

Multilevel value co-creation within key accounts

Ranjan, Kumar Rakesh; Friend, Scott B.; Malshe, Avinash - 2025

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

Towards an integration of corporate foresight in key account management

Lautenschlager, Christian; Tzempelikos, Nektarios - 2024

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. - 2024

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

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

Nguyen Thi Thanh Thao - 2024

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

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

Lautenschlager, Christian; Tzempelikos, Nektarios; … - 2024

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 - 2024

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

Value-based KAM : co-developing impactful value propositions within key account management

Yaghtin, Shahrzad; Gummerus, Johanna - 2026

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015610865

Improving customer segmentation via classification of key accounts as outliers

Spoor, Jan Michael - 2023

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

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

Leng, Yixuan; Zhao, Xiaoyu - 2025

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.; … - 2025

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

Decentralized account management : a Web3 solution

Hildebrandt, Felix - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015610723

Conceptualizing post-sales relationship management in B2B markets : review, synthesis, and recommendations for future research

Voorhees, Clay M.; Boylan, Nicole M.; Bauer, Carlos; … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015592543

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

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

Pohludka, Michal; Štverková, Hana - 2019

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

Leveraging customer relationship through key account management strategy for SMEs

Sari, Hasrini; Muliadi, Rai Surya - 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

Effektives Kundenmanagement im digitalen Wandel : KI, Influencer-Marketing, Customer Journey und Kundenloyalität als Erfolgsfaktoren

Hiemeyer, Wolf-Dieter; Seidl, Christoph - 2026

Einführung in das effektive Kundenmanagement im digitalen Wandel -- Methodik als Grundlage für eine quantitative Studie -- Customer Journey – digitales und analoges Touchpoint-Management -- KI-gestütztes Content-Marketing -- Influencer-Marketing am Beispiel des Social-Media-Kanals TikTok --...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015650405

Lubricant marketing, selling, and key account management

Whitby, R. David - 2023 - First edition

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

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

Ivens, Björn Sven - 2023

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

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

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

Sandesh, Sadasivan Pillai; Sreejesh, S.; Paul, Justin - 2023

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

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

Kadam, Nayan; Niersbach, Barbara; Ivens, Björn Sven - 2023

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

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

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

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

Edition: 4., vollständig überarbeitete Auflage

Book / Working Paper

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

Belz, Christian - 2015 - 3rd ed (Online-Ausg.)

Edition: 3rd ed (Online-Ausg.)

Book / Working Paper

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

Belz, Christian; Müllner, Markus; Zupancic, Dirk - 2015 - 3., vollständig überarbeitete Auflage

Edition: 3., vollständig überarbeitete Auflage

Book / Working Paper

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

Belz, Christian - 2008 - 2. Auflage

Edition: 2. Auflage

Book / Working Paper

The missing element in implementing key account management

Hermanto, Ruby; Putro, Utomo Sarjono; Novani, Santi - 2021

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

Sales failure : a review and future research directions

McGowan, Phillip - 2021

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

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

Deszczyński, Bartosz - 2019

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

B2B-Marketing und Vertrieb : Strategie – Instrumente – Umsetzung

Purle, Enrico; Arica, Mahmut; Korte, Sabine; Hummels, … - 2025 - 2., überarbeitete und erweiterte Auflage

Dieses Lehrbuch bietet einen umfassenden Überblick über die Vermarktung und den Vertrieb von Produkten und Dienstleistungen zwischen Unternehmen, also Business-to-Business (B2B). Wissenschaftlich fundiert und praxisorientiert werden alle wesentlichen Dimensionen der kundenorientierten...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015448800

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B2B-Marketing und Vertrieb : Strategie – Instrumente – Umsetzung

Purle, Enrico; Arica, Mahmut; Korte, Sabine; Hummels, … - 2023

Book / Working Paper

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

Rubio, Pedro; Fabra, María Eugenia; Labajo, Victoria - 2020

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

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

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Der Key Account Manager : Aufgaben, Werkzeuge und Erfolgsfaktoren

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

Edition: 2., überarbeitete und aktualisierte Auflage

Book / Working Paper

Der Key Account Manager : Aufgaben, Werkzeuge und Erfolgsfaktoren

Sieck, Hartmut - 2016

Book / Working Paper

Chapter 23. Key account management

Bornemann, Torsten; Hettich, Dominik - 2022

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...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015496042

Relational key account management : insights from the Middle Eastern context

Badawi, Nada Saleh; Battor, Moustafa; Badghish, Saeed - 2022

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

Key account management excellence in pharma & medtech

2022

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

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Key account management excellence in pharma & medtech

2022

Book / Working Paper

Lateral collaboration and boundary-spanning from a global leadership perspective : the case of global account managers

Lacoste, Sylvie; Zidani, Kenza; Marcos Cuevas, Javier - 2022

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; … - 2022

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 - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014226538

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 - 2022

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

Key account management practices and performance of commercial banks in Kenya

Ndambuki, Victor; Munyoki, Justus M.; Kibera, Francis N.; … - 2018

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

On the stability of buyer groups under key account management

Antelo Suárez, Manuel; Bru Martínez, Lluís - 2018

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

CRM technology and KAM performance: The mediating effect of key account-related knowledge

Salojärvi, Hanna; Sainio, Liisa-Maija - 2015

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011282357

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CRM technology and KAM performance : the mediating effect of key account-related knowledge

Salojärvi, Hanna; Sainio, Liisa-Maija - 2015

Article

CASE : managing key account disruption in the logistics industry

Wernicke, Carolin; Saab, Samy; Kleinaltenkamp, Michael - 2014

Carl Rogers needs to make up his mind on what to suggest to his boss. There have been major changes in the buying center of the key account customer he is responsible for. He now needs to decide how to continue the existing relationship and how to proceed with the potential new ones.

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10010422045

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CASE: Managing key account disruption in the logistics industry

Wernicke, Carolin; Saab, Samy; Kleinaltenkamp, Michael - 2014

Article

CASE: Managing key account disruption in the logistics industry

Wernicke, Carolin; Saab, Samy; Kleinaltenkamp, Michael - 2014

Article

Within-seller and buyer-seller network structures and key account profitability

Gupta, Aditya; Kumar, Alok; Grewal, Rajdeep; Lilien, Gary L. - 2019

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012175847

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Within-Seller and Buyer–Seller Network Structures and Key Account Profitability

Gupta, Aditya - 2019

Book / Working Paper

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

Verkaufserfolge steigern mit dem Trusted-Associate-Konzept : Ein neues Mindset und innovative Tools für den B2B-Vertrieb

Schlageter, Matthias - 2024

Der Trusted Associate als neue Rolle im Vertrieb der Zukunft – Kundenorientierung neu definiert -- Trusted Customer Relations – ein neues Mindset für moderne Kundenbeziehungen -- Kundengewinnung und Kundenbindung im digitalen Zeitalter – Neustart im Hybrid Selling -- Kunden und...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015077870

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