Add to ORKGThe implementation of KAM (KAM) increase market performance of organisations and achieve effectiveness. Nevertheless, the arguments on what determines KAM effectiveness and market performance are unresolved due to inconclusive literature evidences. Thus, this study aims to propose a conceptual framework of the determinants that affect the KAM effectiveness and market performance. It has been confirmed that top management involvement, inter-functional coordination and formalization play an important role. Therefore, this paper extends the existing literature by introducing these dimensions to the framework of KAM. It is recommended that future survey can be conducted to investigate the significance of these factors
The relevance of Key Account Management (KAM) is a well established fact and its practice an essenti...
The forces of deregulation and technological development have created a highly competitive environme...
Over the last few decades, key account management (KAM) has become a widespread approach to creating...
Key Account Management (KAM) is marketing management approach to support companies to achieve sustai...
Two important areas in the key account management (KAM) literature deal with different KAM framework...
Key Account Management (KAM) has become one of the most widely used strategies for companies willing...
Key Account Management (KAM) has emerged as an important concept in business-to-business (B2B) marke...
This paper investigates the extent to which Key Account Management (KAM) programs are achieving a ra...
Buyer–supplier relationships have evolved tremendously. Consequently, Key Account Management (KAM) h...
International audiencePurpose – The concept of key account management (KAM) has received considerabl...
Firms manage numerous inter-organizational relationships. Key account management (KAM) is a concept ...
There is a numerous of literature on Key Account Management but there is a lack of empirical researc...
The purpose of this study is twofold: 1. Conceptualize and empirically validate a multidimensional a...
Key Account Management (KAM) has been described as a relationship oriented marketing approach to dea...
The thesis compounds three views on the Key Account Management (KAM). Firstly, KAM is defined from a...
The relevance of Key Account Management (KAM) is a well established fact and its practice an essenti...
The forces of deregulation and technological development have created a highly competitive environme...
Over the last few decades, key account management (KAM) has become a widespread approach to creating...
Key Account Management (KAM) is marketing management approach to support companies to achieve sustai...
Two important areas in the key account management (KAM) literature deal with different KAM framework...
Key Account Management (KAM) has become one of the most widely used strategies for companies willing...
Key Account Management (KAM) has emerged as an important concept in business-to-business (B2B) marke...
This paper investigates the extent to which Key Account Management (KAM) programs are achieving a ra...
Buyer–supplier relationships have evolved tremendously. Consequently, Key Account Management (KAM) h...
International audiencePurpose – The concept of key account management (KAM) has received considerabl...
Firms manage numerous inter-organizational relationships. Key account management (KAM) is a concept ...
There is a numerous of literature on Key Account Management but there is a lack of empirical researc...
The purpose of this study is twofold: 1. Conceptualize and empirically validate a multidimensional a...
Key Account Management (KAM) has been described as a relationship oriented marketing approach to dea...
The thesis compounds three views on the Key Account Management (KAM). Firstly, KAM is defined from a...
The relevance of Key Account Management (KAM) is a well established fact and its practice an essenti...
The forces of deregulation and technological development have created a highly competitive environme...
Over the last few decades, key account management (KAM) has become a widespread approach to creating...