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Revitalizing Your National Account Marketing Program

5 references·7 citing·35 second hop

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References

1985Winning and Keeping Industrial Customers : The Dynamics of Customer Relationships363 cited
1986Why major account selling works104 cited
1981Payoffs from national account management68 cited
1979The adoption of national account marketing by industrial firms48 cited
1980National account management43 cited

Cited by

1999Designing account management organizations70 cited
1996What national account decision makers would tell salespeople about building relationships56 cited
1997National Account Management: Large Account Selling or Buyer-Supplier Alliance?52 cited
2009Proactive and reactive: drivers for key account management programmes51 cited
2013Managing and developing key supplier relationships: An introduction to the special issue, discussion and implications30 cited
2017Mind the gap: A process model for diagnosing barriers to key account management implementation29 cited
2007A service effort allocation model for assessing customer lifetime value in service marketing25 cited

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