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Myth, reality and requirements in pharmaceutical Key Account Management
5 references·0 citing·19 second hop
Myth, reality and requirements in pharmaceutical Key Account Management (2009)Myth, reality and requirements in pharmac…Towards an integrated framework of key account management (2008)Towards an integrated framewo…Key‐account‐management in business markets: an empirical test of common assumptions (2008)Key‐account‐management in bus…Key Account Management – A Domain Review (2000)Key Account Management – A Do…Key account management: Theory, practice and challenges (1997)Key account management: Theor…A General Model for Understanding Organizational Buying Behavior (1972)A General Model for Understan…Review of Psychometric theory (2nd ed.). (1979)Developing Buyer-Seller Relationships (1987)Organizational factors enhancing customer knowledge utilization in the management of key account relationships (2010)External Control of Organizations: Resource Dependence Perspective (2011)How relational capital mediates the effect of corporate reputation on competitive advantage: Evidence from Taiwan high-tech industry (2013)A bibliometric analysis of extended key account management literature (2019)International Marketing and Purchasing of Industrial Goods: An Interaction Approach (1982)Service management and marketing: managing the moments of truth in service competition (1990)The Resource-Based Theory of Competitive Advantage: Implications for Strategy Formulation (1991)Which resources and capabilities underpin strategic key account management? (2018)Global Account Management in Multinational Corporations: Theory and Evidence (2001)Key account management at company and individual levels in business‐to‐business relationships (2001)Strategic management a stakeholder approach (2010)The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs (2020)Where's the strategic intent in key account relationships? (2013)Sales and marketing resistance to Key Account Management implementation: An ethnographic investigation (2014)Customer perceived value: a substitute for satisfaction in business markets? (2002)Organizational innovation adoption: a multi-level framework of determinants and opportunities for future research (2002)Relationship value and relationship quality (2006)
this work references cited by second hop

References

  • 1972A General Model for Understanding Organizational Buying Behavior914 cited
  • 1997Key account management: Theory, practice and challenges216 cited
  • 2008Towards an integrated framework of key account management92 cited
  • 2008Key‐account‐management in business markets: an empirical test of common assumptions86 cited
  • 2000Key Account Management – A Domain Review34 cited

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