The emergence of various approaches in relationship marketing has transformed business
marketing practices in managing strategic clients. In this direction, firms have embraced Key …

Key account management (KAM) supports the profitability and financial sustainability of firms
in business-to-business markets. It also attracts considerable academic research. However …

Although drivers of the performance of key account management programs have been of
great interest to research and practice, research on drivers of sales performance at the …

This paper investigates the extent to which Key Account Management (KAM) programs are
achieving a range of financial and non-financial measures of effectiveness for implementing …

Most companies struggle in the effort to become more customer-centric. A typical example of
customer-centric change initiative is adoption of a key account management (KAM) program …

Over the last few decades, key account management (KAM) has become a widespread
approach to creating value in strategic customer relationships. Research in KAM has often …

Within the sales and marketing literature, it is recognised that a range of external factors can
influence how companies in the business-to-business field manage business relationships …

Formalization is both an important design factor of key account management (KAM) systems
and a key concept in research on KAM. However, extant research has provided …

Purpose The purpose of this paper is to explore top managers' role in key account
management. Design/methodology/approach The possible actions that could be performed …

Purpose The purpose of this paper is to explore the role of senior managers in managing
intra-and inter-organizational relationships with key customers and the factors that influence …