| The appropriateness of the key account management organization
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2014 |
Wengler, Stefan |
| Account portfolio management : optimizing the customer portfolio of the firm
|
2014 |
Gök, Osman |
| Key strategic account management : where are we now?
|
2014 |
Woodburn, Diana |
| Social and ethical concerns in strategic account management : emerging opportunities and new threats
|
2014 |
Piercy, Nigel |
| Value in strategic account management
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2014 |
La Rocca, Antonella |
| Using customer profitability and customer lifetime value to manage strategic accounts
|
2014 |
Lemmens, Régis |
| Recent developments in relationship portfolios : a review of current knowledge
|
2014 |
Zolkiewski, Judy |
| Strategic account management processes at corporate, relationship and annual level
|
2014 |
Ojasalo, Jukka |
| The role of the key/strategic account manager
|
2014 |
Wilson, Kevin |
| Making the case for managing strategic accounts
|
2014 |
Capon, Noel |
| The strategic buyer : how emerging procurement strategies may support KAM/SAM relationships
|
2014 |
Croom, Simon |
| Value dimensions and relationship postures in dyadic "key relationship programmes"
|
2014 |
|
| "Vertical coopetition" : the key account perspective
|
2014 |
Lacoste, Sylvie |
| Key account management in business markets : an empirical test of common assumptions
|
2014 |
Ivens, Björn Sven |
| A configurational approach to strategic account management effectiveness
|
2014 |
Homburg, Christian |
| Global customer team design : dimensions, determinants and performance outcomes
|
2014 |
Atanasova, Yana |
| Key accountization at Bosch automotive aftermarket Italy : managing and implementing a strategic change
|
2014 |
Guenzi, Paolo |
| Drivers for key account management programmes
|
2014 |
Brehmer, Per-Olof |
| KSAM as an organizational change : making the transition
|
2014 |
Woodburn, Diana |
| Switching costs in key account relationships
|
2014 |
Sengupta, Sanjit |
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