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 …

Abstract Customer Success (CS) Management is an emerging B2B marketing strategy. The
task of CS management is to increase customer retention through dedicated and ongoing …

Economic value has always been the main consideration in decisions regarding alternative
courses of action in management. The relationship perspective that became popular in …

A preferred customer is a buying organization who receives better treatment than other
customers from a supplier, in terms of product quality and availability, support in the sourcing …

Key account management (KAM) has played an important role in business, and this study
reviews key account management research using bibliometric techniques. This review …

A growing body of scholars are advocating a better understanding of how value is created in
business networks, rather than merely in business relationships or at the level of single …

The interactional, interdependent, and dynamic nature of value co-creation has made value
management in business relationships a particularly challenging issue for both …

Perceived value is of primary concern for researchers and practitioners in the business-to-
business (B2B) and business-to-consumer (B2C) spheres. However, the scientific …

Purpose–The purpose of this paper is to examine how, taking customer relationships as the
unit of analysis, the heterogeneity of customer relationship performance influences the …