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Strategic account management: customer value creation through customer alignment

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References

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1995From key account selling to key account management158 cited

Cited by

2010Organizational factors enhancing customer knowledge utilization in the management of key account relationships109 cited
2009Customer relationships and the heterogeneity of firm performance102 cited
2018Which resources and capabilities underpin strategic key account management?90 cited
2011Value creation and firm sales performance: The mediating roles of strategic account management and relationship perception86 cited
2010What's next in key account management research? Building the bridge between the academic literature and the practitioners' priorities85 cited
2019A bibliometric analysis of extended key account management literature84 cited
2012Strategic account management programs: alignment of design elements and management practices81 cited
2009Key Account Management: Adding Elements of Account Fit to an Integrative Theoretical Framework74 cited
2015Top management commitment and involvement and their link to key account management effectiveness68 cited
2017Improving power position with regard to non-mediated power sources – The supplier's perspective66 cited
2020Aligning the purchase of green logistics practices between shippers and logistics service providers65 cited
2010Understanding the role of marketing–purchasing collaboration in industrial markets: The case of Russia63 cited
2015The organizational implications of implementing key account management: A case-based examination63 cited
2014Relational key account management: Building key account management effectiveness through structural reformations and relationship management skills59 cited
2014The effectiveness of Key Account Management practices59 cited
2009Value dimensions and relationship postures in dyadic 'Key Relationship Programmes'51 cited