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Catherine Pardo · Study
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Author
Catherine Pardo
25 works
· latest 2022
· 2 institutions
cluster: provisional
ORCID 0000-0002-0331-1061
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Citations
2,224
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Most cited in this library
The impact of digital technology on relationships in a business network
2017 · 616 citations
Are key account relationships different? Empirical results on supplier strategies and customer reactions
2006 · 197 citations
Relational selling strategy and key account managers' relational behaviors: An exploratory study
2006 · 168 citations
Artificial intelligence and SMEs: How can B2B SMEs leverage AI platforms to integrate AI technologies?
2022 · 156 citations
Unpicking the meaning of value in key account management
2006 · 109 citations
Works
25 shown
Artificial intelligence and SMEs: How can B2B SMEs leverage AI platforms to integrate AI technologies?
Industrial Marketing Management
·
2022
·
2 authors
·
Open access
156
citations
The network orchestrator as steward: Strengthening norms as an orchestration practice
Industrial Marketing Management
·
2020
·
2 authors
·
Open access
49
citations
Are products striking back? The rise of smart products in business markets
Industrial Marketing Management
·
2020
·
3 authors
·
Open access
41
citations
Business interaction and institutional work: When intermediaries make efforts to change their position
Industrial Marketing Management
·
2018
·
4 authors
·
Open access
29
citations
Key account management as a firm capability
Industrial Marketing Management
·
2017
·
4 authors
·
Open access
32
citations
The impact of digital technology on relationships in a business network
Industrial Marketing Management
·
2017
·
2 authors
616
citations
Mind the gap: A process model for diagnosing barriers to key account management implementation
Industrial Marketing Management
·
2017
·
4 authors
·
Open access
29
citations
Firm-internal key account management networks: Framework, case study, avenues for future research
Industrial Marketing Management
·
2016
·
4 authors
43
citations
Managerial implications of research on inter-organizational interfaces
IMP Journal
·
2016
·
2 authors
13
citations
Dynamics in a distribution triad – a case study
Journal of Business and Industrial Marketing
·
2015
·
2 authors
18
citations
Normal vs spectacular science: The IMP Group and BtoB marketing
Industrial Marketing Management
·
2015
·
4 authors
12
citations
Differentiation and alignment in KAM implementation
Industrial Marketing Management
·
2014
·
3 authors
39
citations
Assessing and strengthening internal alignment of new marketing units: An interpretative tool
Industrial Marketing Management
·
2013
·
3 authors
30
citations
Barriers to the “key supplierization” of the firm
Industrial Marketing Management
·
2011
·
3 authors
42
citations
Organizing and integrating marketing and purchasing in business markets: An introduction to the special issue, issues and implications
Industrial Marketing Management
·
2009
·
3 authors
·
editorial
48
citations
Value dimensions and relationship postures in dyadic 'Key Relationship Programmes'
Journal of Marketing Management
·
2009
·
4 authors
·
Open access
51
citations
Relationship keyness: The underlying concept for different forms of key relationship management
Industrial Marketing Management
·
2009
·
4 authors
72
citations
Key‐account‐management in business markets: an empirical test of common assumptions
Journal of Business and Industrial Marketing
·
2008
·
2 authors
86
citations
The impact of strategic account managers' behaviors on relational outcomes: An empirical study
Industrial Marketing Management
·
2008
·
2 authors
105
citations
Unpicking the meaning of value in key account management
European Journal of Marketing
·
2006
·
4 authors
109
citations
Relational selling strategy and key account managers' relational behaviors: An exploratory study
Industrial Marketing Management
·
2006
·
2 authors
168
citations
Are key account relationships different? Empirical results on supplier strategies and customer reactions
Industrial Marketing Management
·
2006
·
2 authors
197
citations
Key account management in the business‐to‐business field: a French overview
Journal of Business and Industrial Marketing
·
1999
·
1 author
90
citations
Key Account Management in the Business to Business Field: The Key Account's Point of View
Journal of Personal Selling and Sales Management
·
1997
·
1 author
85
citations
The key accountization of the firm: A case study
Industrial Marketing Management
·
1995
·
3 authors
64
citations