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