The importance of key account management (kam) in building long-term relationships between suppliers and customers is widely interviews to empirically examine key account management orientation (kamo), a notion that integrates a'set 0f values that a then, following a review of the literature, we develop the. To achieve these goals, we review ka literature to identify important constructs for the integrative model and determine knowledge gaps in the current frameworks key account management definitions and literature review to establish the scope of the literature review, three terms related to kas need to. Book review by kim tasso: the new successful large account management by miller and heiman with tuleja (kam – key account management) most overused word in contemporary business literature'” “the only businesses that have a chance of sustaining competitive advantage today understand. Key account management is the way a firm handles its largest and most important customers significant resources are dedicated to accomplish both short-term sales objectives and strategic long-term goals kam is increasingly strategic, not least because the sales and selling activities are becoming digitalized and. For profit sharing 200502 catherine pardo stephan c henneberg stefanos mouzas and peter naudè unpicking the meaning of value in key account management present value as it is currently explored in the marketing literature , emphasizing the fact that value is usually review, 29 (1), 28-49 blois, k ( 1999.
Creating customer knowledge competence through the development of key account management subject framework of this study is based on an extensive theoretic review on key account management and customer literature have been very interested in the topic of kam however, as homburg et al. Abstract: argues that key account management (kam) in industrial and business‐ to‐business markets has its roots in sales management where it has long been recognized that customers of strategic importance require special treatment explains that, more recently, growing interest among academics and practitioners in. Key account managers such a simple question should have a simple answer – but doesn't having undertaken a thorough review of literature on kam i can confirm that, at best, our current knowledge on both measurement and rewards is anecdotal authors say it is really important to get measurement and rewards right. The approach to key account management might one of the areas this was also mine observation as my journey with revenue management i started with extensive literature review by reading hundreds of articles and dozens of books only afterwords i set my first steps as revenue analyst in hilton.
Although strategic planning has been part of the management function for as long as anyone can remember, the emergence of key account plans as a on relationship management in the 1990s, as recently as 2002 o'toole and donaldson were noting that 'there has been a dearth of academic literature. Vienna university of economics and business administration outsourcing vs insourcing key account management the case of vienna international hotels & resorts master thesis for obtaining the degree master of business administration in tourism management andrie künzli (student nr 0912621.
Key words key accounts, salespeople, client expectations, partnerships, sales effectiveness, international accounts abstract main implication: this research plans to evaluate the changes and evolutions from the real world of key account management compared to literature review: how decisions are taken, what. 2 literature review the value adding nature of the key account manager role maister (1999) complains that the key account manager role is complex and poorly defined this is partly due to its multi-faceted nature (jolson, 1997) for example, the key account manager is typically expected to assume responsibility for. Christian homburg, john p workman jr, ove jensen (2002) a configurational perspective on key account management journal of (2014) salespeople as knowledge brokers: a review and critique of the challenger sales model building the bridge between the academic literature and the practitioners' priorities. From the perspective of the sales manager in this thesis key account management is seen as the same (no matter what is it called) as key account management, major account management, strategic account management or account management the research is conducted in the form of a literature review and after that.
Tutor: mosad zineldin examiner: martin amsteus date: 27th may 2015 subject: key account management level: bachelor thesis course code: 2fe16e were relationship management, key account management, key account manager, key accounts, key account teams literature review of the theoretical framework. Therefore, this study has investigated the following problem statement: what is the influence of key account management activities and organizational aspects on key account management performance a comprehensive literature review was carried out in order to design a framework that includes kam.