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A stage model for transitioning to KAM

5 references·5 citing·35 second hop

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References

1995Relationship marketing: Bringing quality, customer service and marketing together827 cited
2002Profit priorities from activity based costing627 cited
2000Key Customers: How to manage them profitably66 cited
1984Organizing the national account force59 cited
1980National account management43 cited

Cited by

2013Attitudes and behaviours of key account managers: Are they really any different to senior sales professionals?43 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
2017Mind the gap: A process model for diagnosing barriers to key account management implementation29 cited
2019An identity perspective of key account managers as paradoxical relationship managers24 cited

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