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Key Account Managers' Role Within the Value Creation Process of Collaborative Relationships
16 references·16 citing·30 second hopsampled
Key Account Managers' Role Within the Value Creation Process of Collaborative Relationships (2003)Key Account Managers' Role Within the Val…The Discovery of Grounded Theory (2017)The Discovery of Grounded The…Marketing management: analysis. planning. implementation and control (2000)Marketing management: analysi…The partial least squares approach for structural equation modeling. (1998)The partial least squares app…Modern Methods for Business Research (1998)Modern Methods for Business R…CONDUCTING INTERORGANIZATIONAL RESEARCH USING KEY INFORMANTS. (1993)CONDUCTING INTERORGANIZATIONA…A Model of Distributor Firm and Manufacturer Firm Working Partnerships (1990)A Model of Distributor Firm a…Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)Consumer Perceptions of Price…Case Study Research: Design and Methods (1984)Case Study Research: Design a…Two Structural Equation Models: LISREL and PLS Applied to Consumer Exit-Voice Theory (1982)Two Structural Equation Model…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…Review of Psychometric theory (2nd ed.). (1979)Review of Psychometric theory…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…Marketing Research: Methodological Foundations (1977)Marketing Research: Methodolo…Marketing Research (1970)Marketing ResearchOrganization and environment (1967)Organization and environmentKey account management in B2B marketing: A systematic literature review and research agenda (2022)Key account management in B2B…Identification as a challenge in key account management: Conceptual foundations and a qualitative study (2020)Identification as a challenge…Does it pay to be proactive? Testing proactiveness and the joint effect of internal and external collaboration on key account manager performance (2018)Does it pay to be proactive? …Strategic account management as a value co-creation selling model in the pharmaceutical industry (2017)Strategic account management …The significance of definitional dimensions of luxury food (2016)The significance of definitio…Firm-internal key account management networks: Framework, case study, avenues for future research (2016)Firm-internal key account man…The organizational implications of implementing key account management: A case-based examination (2015)The organizational implicatio…Linkage between Perceived Corporate Social Responsibility and Employee Engagement: Mediation Effect of Organizational Identification (2015)Linkage between Perceived Cor…Co-management of purchasing and marketing: Why, when and how? (2015)Co-management of purchasing a…B2B relationship calculus: quantifying resource effects in service-dominant logic (2015)B2B relationship calculus: qu…Implementing key account management: Intraorganizational practices and associated dilemmas (2014)Implementing key account mana…Environmental factors influencing the management of key accounts in an Arab Middle Eastern context (2014)Environmental factors influen…Differentiation and alignment in KAM implementation (2014)Differentiation and alignment…Key account management in business-to-business expert organisations: an exploratory study on the implementation process (2011)Key account management in bus…Value dimensions and relationship postures in dyadic 'Key Relationship Programmes' (2009)Value dimensions and relation…The Essence Of Business Marketing Theory, Research, and Tactics: Contributions from the Journal of Business-to-Business Marketing (2008)The Essence Of Business Marke…Coefficient Alpha and the Internal Structure of Tests (1951)The Theory of Buyer Behavior (1971)The Nature and Scope of Marketing (1976)Measuring Service Quality: A Reexamination and Extension (1992)Trust and TAM in Online Shopping: An Integrated Model1 (2003)\nThe use of partial least squares path modeling in international marketing (2009)Information and Consumer Behavior (1970)The nature of human values (1973)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)The Effect of a Market Orientation on Business Profitability (1990)Consumer Acceptance and Use of Information Technology: Extending the Unified Theory of Acceptance and Use of Technology1 (2012)Construct validity in psychological tests. (1955)Significance tests and goodness of fit in the analysis of covariance structures. (1980)The Commitment-Trust Theory of Relationship Marketing (1994)The Discovery of Grounded Theory; Strategies for Qualitative Research (1968)Qualitative Analysis for Social Scientists (1987)Grounded theory research: Procedures, canons, and evaluative criteria (1990)An assessment of the use of partial least squares structural equation modeling in marketing research (2011)PLS-SEM: Indeed a Silver Bullet (2011)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)Mixed Methods Research: A Research Paradigm Whose Time Has Come (2004)Qualitative research: Methods in the social sciences (2006)Document Analysis as a Qualitative Research Method (2009)Conceptualizing, Measuring, and Managing Customer-Based Brand Equity (1993)Customer Loyalty: Toward an Integrated Conceptual Framework (1994)Evolving to a New Dominant Logic for Marketing (2003)User Acceptance of Information Technology: Toward A Unified View1 (2003)When to use and how to report the results of PLS-SEM (2018)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)On the Evaluation of Structural Equation Models (1988)
this work references cited by second hop· second hop is a sample of the most-cited connections

References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 1984Case Study Research: Design and Methods81,948 cited
  • 1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
  • 2017The Discovery of Grounded Theory25,772 cited
  • 1988Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence18,274 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1998The partial least squares approach for structural equation modeling.12,728 cited
  • 1979Review of Psychometric theory (2nd ed.).11,425 cited
  • 2000Marketing management: analysis. planning. implementation and control6,649 cited
  • 1998Modern Methods for Business Research6,534 cited
  • 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships5,824 cited
  • 1967Organization and environment5,198 cited
  • 1977Marketing Research: Methodological Foundations4,351 cited
  • 1970Marketing Research3,552 cited
  • 1982Two Structural Equation Models: LISREL and PLS Applied to Consumer Exit-Voice Theory3,367 cited

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  • 1993CONDUCTING INTERORGANIZATIONAL RESEARCH USING KEY INFORMANTS.2,461 cited
  • Cited by

    • 2015The organizational implications of implementing key account management: A case-based examination63 cited
    • 2015B2B relationship calculus: quantifying resource effects in service-dominant logic53 cited
    • 2009Value dimensions and relationship postures in dyadic 'Key Relationship Programmes'51 cited
    • 2014Environmental factors influencing the management of key accounts in an Arab Middle Eastern context46 cited
    • 2016Firm-internal key account management networks: Framework, case study, avenues for future research43 cited
    • 2022Key account management in B2B marketing: A systematic literature review and research agenda42 cited
    • 2014Implementing key account management: Intraorganizational practices and associated dilemmas42 cited
    • 2014Differentiation and alignment in KAM implementation39 cited
    • 2015Co-management of purchasing and marketing: Why, when and how?35 cited
    • 2016The significance of definitional dimensions of luxury food33 cited
    • 2018Does it pay to be proactive? Testing proactiveness and the joint effect of internal and external collaboration on key account manager performance27 cited
    • 2017Strategic account management as a value co-creation selling model in the pharmaceutical industry26 cited
    • 2015Linkage between Perceived Corporate Social Responsibility and Employee Engagement: Mediation Effect of Organizational Identification26 cited
    • 2011Key account management in business-to-business expert organisations: an exploratory study on the implementation process26 cited
    • 2008The Essence Of Business Marketing Theory, Research, and Tactics: Contributions from the Journal of Business-to-Business Marketing25 cited
    • 2020Identification as a challenge in key account management: Conceptual foundations and a qualitative study25 cited