Journal articles on the topic 'Key account management'
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Cahill, Dennis J. "KEY ACCOUNT MANAGEMENT." International Marketing Review 15, no. 3 (June 1998): 205–14. http://dx.doi.org/10.1108/02651339810221115.
Millman, Tony, and Kevin Wilson. "From key account selling to key account management." Journal of Marketing Practice: Applied Marketing Science 1, no. 1 (March 1995): 9–21. http://dx.doi.org/10.1108/eum0000000003877.
Diller, von Hermann. "Euro-Key-Account-Management." Marketing ZFP 14, no. 4 (1992): 239–45. http://dx.doi.org/10.15358/0344-1369-1992-4-239.
Klopić, Vasva, Amer Klopić, and Adi Alić. "Impact of key account management orientation on company's non-financial performance." BH Ekonomski forum 14, no. 1 (2021): 55–71. http://dx.doi.org/10.5937/bhekofor2101055k.
Sanford, Douglas M., and Lynda Maddox. "KEY ACCOUNT MANAGEMENT – Advertising agency management of domestic and international accounts." International Marketing Review 16, no. 6 (December 1999): 504–17. http://dx.doi.org/10.1108/02651339910300468.
Millman, Tony, and Kevin Wilson. "Developing key account management competences." Journal of Marketing Practice: Applied Marketing Science 2, no. 2 (June 1996): 7–22. http://dx.doi.org/10.1108/eum0000000000018.
Saldsieder, Kai Alexander, and Nina Saldsieder. "Key Account Management im Wandel." Sales Excellence 24, no. 5 (October 2015): 10–21. http://dx.doi.org/10.1007/s35141-015-0601-0.
Gounaris, Spiros, and Nektarios Tzempelikos. "Relational key account management: Building key account management effectiveness through structural reformations and relationship management skills." Industrial Marketing Management 43, no. 7 (October 2014): 1110–23. http://dx.doi.org/10.1016/j.indmarman.2014.06.001.
Wong, Y. H. "Key to key account management: relationship (guanxi) model." International Marketing Review 15, no. 3 (June 1998): 215–31. http://dx.doi.org/10.1108/02651339810221142.
Judt, Ewald, and Claudia Klausegger. "Was ist eigentlich … Key Account Management?" Zeitschrift für das gesamte Bank- und Börsenwesen 64, no. 3 (2016): 206. http://dx.doi.org/10.47782/oeba201603020601.
Farquhar, Jillian Dawes. "‘Key Account Management in Financial Services’." Journal of Financial Services Marketing 10, no. 1 (September 2005): 95–96. http://dx.doi.org/10.1057/palgrave.fsm.4770176.
McDonald, Malcolm. "Key Account Management – A Domain Review." Marketing Review 1, no. 1 (January 3, 2000): 15–34. http://dx.doi.org/10.1362/1469347002523464.
Ojasalo, Jukka. "Customer Commitment in Key Account Management." Marketing Review 2, no. 3 (September 1, 2001): 301–18. http://dx.doi.org/10.1362/1469347012569931.
Betz, Michael, and Philine Werner. "Kostengünstig zum wirksamen Key Account Management." Marketing Review St. Gallen 32, no. 5 (October 2015): 36–43. http://dx.doi.org/10.1007/s11621-015-0565-x.
Ryals, Lynette, and Lindsay Bruce. "Key account management: Overcoming internal conflict." Journal of Direct, Data and Digital Marketing Practice 7, no. 4 (April 2006): 344–51. http://dx.doi.org/10.1057/palgrave.dddmp.4340540.
Woolhouse, Reviewed by Keir. "Key Account Management — The Definitive Guide." Journal of Direct, Data and Digital Marketing Practice 9, no. 1 (July 2007): 112–14. http://dx.doi.org/10.1057/palgrave.dddmp.4350074.
Redemann, Marcus. "Unterschätzte Kompetenzfelder im Key Account Management." Sales Excellence 24, no. 5 (October 2015): 64–70. http://dx.doi.org/10.1007/s35141-015-0594-8.
Tonai, ShoKo. "Exploring Factors and Elements of Coordination between Key Account Management Units and Non-key Account Management Units." ASIA MARKETING JOURNAL 18, no. 1 (April 30, 2016): 1. http://dx.doi.org/10.15830/amj.2016.18.1.1.
Dash, Sadhna, Leena B. Dam, Deepa Pillai, and Jitender Kumar. "Univ Manufacturers: key account management for B2B." Emerald Emerging Markets Case Studies 12, no. 1 (March 30, 2022): 1–27. http://dx.doi.org/10.1108/eemcs-10-2021-0326.
Speakman, James I. F., and Lynette Ryals. "Key account management: the inside selling job." Journal of Business & Industrial Marketing 27, no. 5 (June 8, 2012): 360–69. http://dx.doi.org/10.1108/08858621211236034.
Vanharanta, Markus, Alan J.P. Gilchrist, Andrew D. Pressey, and Peter Lenney. "The reflexive turn in key account management." European Journal of Marketing 48, no. 11/12 (November 4, 2014): 2071–104. http://dx.doi.org/10.1108/ejm-10-2010-0561.
Workman, John P., Christian Homburg, and Ove Jensen. "Intraorganizational Determinants of Key Account Management Effectiveness." Journal of the Academy of Marketing Science 31, no. 1 (January 1, 2003): 3–21. http://dx.doi.org/10.1177/0092070302238599.
Pereira, Giancarlo, Nektarios Tzempelikos, Luiz Reni Trento, Carlos Renato Trento, Miriam Borchardt, and Claudia Viviane Viegas. "Top managers’ role in key account management." Journal of Business & Industrial Marketing 34, no. 5 (June 3, 2019): 977–93. http://dx.doi.org/10.1108/jbim-08-2018-0243.
McDonald, Malcolm, Tony Millman, and Beth Rogers. "Key account management: Theory, practice and challenges." Journal of Marketing Management 13, no. 8 (November 1997): 737–57. http://dx.doi.org/10.1080/0267257x.1997.9964509.
Blythe, Jim. "Using trade fairs in key account management." Industrial Marketing Management 31, no. 7 (October 2002): 627–35. http://dx.doi.org/10.1016/s0019-8501(02)00183-9.
Davies, Iain A., and Lynette J. Ryals. "The effectiveness of Key Account Management practices." Industrial Marketing Management 43, no. 7 (October 2014): 1182–94. http://dx.doi.org/10.1016/j.indmarman.2014.06.007.
LaPlaca, Peter J. "Special issue on relational key account management." Industrial Marketing Management 43, no. 7 (October 2014): 1109. http://dx.doi.org/10.1016/j.indmarman.2014.08.013.
Millman, Tony F. "Global key account management and systems selling." International Business Review 5, no. 6 (December 1996): 631–45. http://dx.doi.org/10.1016/s0969-5931(96)00031-5.
Ojasalo, Jukka. "Key Account Management in information-intensive services." Journal of Retailing and Consumer Services 9, no. 5 (September 2002): 269–76. http://dx.doi.org/10.1016/s0969-6989(01)00036-4.
Homburg, Christian, John P. Workman, and Ove Jensen. "A Configurational Perspective on Key Account Management." Journal of Marketing 66, no. 2 (April 2002): 38–60. http://dx.doi.org/10.1509/jmkg.66.2.38.18471.
Heinzelbecker, Klaus. "Wie Sie Ihr Key Account Management optimieren." Sales Excellence 28, no. 12 (December 2019): 48–51. http://dx.doi.org/10.1007/s35141-019-0195-z.
Ivens, Björn S., Alexander Leischnig, Catherine Pardo, and Barbara Niersbach. "Key account management as a firm capability." Industrial Marketing Management 74 (October 2018): 39–49. http://dx.doi.org/10.1016/j.indmarman.2017.09.026.
Wang, Xuan Lorna, and Ross Brennan. "A framework for key account management and revenue management integration." Industrial Marketing Management 43, no. 7 (October 2014): 1172–81. http://dx.doi.org/10.1016/j.indmarman.2014.06.006.
Hermanto, Ruby, Utomo Sarjono Putro, and Santi Novani. "The missing element in implementing key account management." International Journal of Business Excellence 24, no. 3 (2021): 384. http://dx.doi.org/10.1504/ijbex.2021.115845.
Silva, Javier Jorge O., Fernando Zerboni, Maricruz Prado, and Natalia Moscardi. "San Antonio: assessing the key account management system." Emerald Emerging Markets Case Studies 2, no. 6 (August 13, 2012): 1–13. http://dx.doi.org/10.1108/20450621211275147.
Kientop, Debra. "Integrating Medical Science Liaisons into Key Account Management." Journal of Medical Marketing 10, no. 1 (December 18, 2009): 45–51. http://dx.doi.org/10.1057/jmm.2009.45.
Zupancic, Dirk. "Towards an integrated framework of key account management." Journal of Business & Industrial Marketing 23, no. 5 (June 13, 2008): 323–31. http://dx.doi.org/10.1108/08858620810881593.
Novani, Santi, Utomo Sarjono Putro, and Ruby Hermanto. "The missing element in implementing key account management." International Journal of Business Excellence 1, no. 1 (2020): 1. http://dx.doi.org/10.1504/ijbex.2020.10028959.
Tzempelikos, Nektarios, and Spiros Gounaris. "Linking key account management practices to performance outcomes." Industrial Marketing Management 45 (February 2015): 22–34. http://dx.doi.org/10.1016/j.indmarman.2015.02.018.
Ivens, Björn S., Barbara Niersbach, and Catherine Pardo. "Key Account Management: Selling? Providing Services? … Or Both?" Marketing Review St. Gallen 32, no. 6 (December 2015): 70–79. http://dx.doi.org/10.1007/s11621-015-0592-7.
Wengler, Stefan. "The Appropriateness of the Key Account Management Organization." Journal of business market management 1, no. 4 (November 2007): 253–72. http://dx.doi.org/10.1007/s12087-007-0016-3.
Piercy, Nigel, and Nikala Lane. "The Underlying Vulnerabilities in Key Account Management Strategies." European Management Journal 24, no. 2-3 (April 2006): 151–62. http://dx.doi.org/10.1016/j.emj.2006.03.005.
Richards, Keith A., and Eli Jones. "Key Account Management: Adding Elements of Account Fit to an Integrative Theoretical Framework." Journal of Personal Selling & Sales Management 29, no. 4 (September 2009): 305–20. http://dx.doi.org/10.2753/pss0885-3134290401.
Smith, Brian D. "Myth, reality and requirements in pharmaceutical Key Account Management." Journal of Medical Marketing 9, no. 2 (April 2009): 89–95. http://dx.doi.org/10.1057/jmm.2009.11.
Wengler, Stefan, Michael Ehret, and Samy Saab. "Implementation of Key Account Management: Who, why, and how?" Industrial Marketing Management 35, no. 1 (January 2006): 103–12. http://dx.doi.org/10.1016/j.indmarman.2005.08.011.
Marcos-Cuevas, Javier, Satu Nätti, Teea Palo, and Lynette J. Ryals. "Implementing key account management: Intraorganizational practices and associated dilemmas." Industrial Marketing Management 43, no. 7 (October 2014): 1216–24. http://dx.doi.org/10.1016/j.indmarman.2014.06.009.
Latif, Abdul, Zain-Ul -Abideen, and Muhammad Suhail Nazar. "Key Account Management Practices in FMCG Industry of Pakistan." International Journal of Knowledge, Culture, and Change Management: Annual Review 11, no. 4 (2012): 339–64. http://dx.doi.org/10.18848/1447-9524/cgp/v11i04/50165.
Tzempelikos, Nektarios, and Spiros Gounaris. "Approaching Key Account Management from a long-term perspective." Journal of Strategic Marketing 21, no. 2 (April 2013): 179–98. http://dx.doi.org/10.1080/0965254x.2012.752399.
Pardo, Catherine, Stephan C. Henneberg, Stefanos Mouzas, and Peter Naudè. "Unpicking the meaning of value in key account management." European Journal of Marketing 40, no. 11/12 (November 2006): 1360–74. http://dx.doi.org/10.1108/03090560610702858.
Brehmer, Per‐Olof, and Jakob Rehme. "Proactive and reactive: drivers for key account management programmes." European Journal of Marketing 43, no. 7/8 (July 24, 2009): 961–84. http://dx.doi.org/10.1108/03090560910961470.