Global ETD Search
Search theses and dissertations gathered from participating repositories worldwide. Every result links back to the library that holds it. No account is needed.
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Showing 1 to 7 of 7 for “"Key account management"”.
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Understanding key account management
… i.e. Part 1, ‘The context of ‘Understanding Key Account Management’, positions the portfolio of work in terms of its contribution to knowledge within the literature of Key Account Management and its underlying theories, and relative to alternative research methodologies: Part 2: …
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Social capital, relationship quality and key account management effectiveness: a relational perspective
In recent years, key account management (KAM) has been increasingly accepted in the business-to-business market as an approach concerned with establishing and sustaining long-term relationships with a supplier’s most important business customers. Due to the considerable benefits that are associated …
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A re-evaluation of the relevance to key account management to the UK higher education sector
This research set out to explore the nature of business-to-business (B2B) relationships in the UK higher education postgraduate sector. More specifically, it sought to address the strategic issue of how relationships between a UK business school (in this case, Nottingham Business School) and its …
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Perspectives on the management of customer/supplier relationships in a business-to-business, capital goods environment.
… customer satisfaction and customer relationship management before finding expression in the Service-Profit Chain model. The application of this model to a business-to-business environment is carefully considered throughout. From a wide client base, not all customers could be accommodated in the …
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The Development of Influencing Factors on the Integration of Marketing and Sales
… the study (Part B).The study (Part A) took into account the perception of Marketing, Sales, and Key Account Management with regard to their relationship. The most important finding from the study (Part A) is that Marketing, Sales, and Key Account Management do not have a significant different …
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A Systemic Analysis of the Defection Process in the Small Parcel Logistic Industry
… was the starting point for understanding the key criteria individuals used to switch their purchasing criteria.</p> <p>This research adds to existing defection theory by addressing the narratives of eight individuals who switched their vendor relationship in the small-parcel package industry. …
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The impact of relationship selling on the sales force control function.
Sales management control and sales force performance has received substantial attention by researchers in the past decades. Researchers have been investigating the construct of sales control, its antecedents and its consequences on both the individual sales person and on sales force performance. …