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Global account management: the new frontier in relationship marketing
7 references·16 citing·44 second hop
Global account management: the new frontier in relationship marketing (1996)Global account management: the new fronti…Managing Across Borders: The Transnational Solution (2009)Managing Across Borders: The …The Multinational Mission: Balancing Local Demands and Global Vision (1999)The Multinational Mission: Ba…Exploiting globalization potential: U.S. and japanese strategies (1994)Exploiting globalization pote…Total global strategy: Managing for worldwide competitive advantage (1993)Total global strategy: Managi…Global business drivers: Aligning information technology to global business strategy (1993)Global business drivers: Alig…Changing Patterns of International Competition (1986)Changing Patterns of Internat…THE GLOBALIZATION OF MARKETS (1983)THE GLOBALIZATION OF MARKETSA bibliometric analysis of extended key account management literature (2019)A bibliometric analysis of ex…The organizational implications of implementing key account management: A case-based examination (2015)The organizational implicatio…Multicultural marketplaces (2015)Multicultural marketplacesThe effectiveness of Key Account Management practices (2014)The effectiveness of Key Acco…Strategic account management programs: alignment of design elements and management practices (2012)Strategic account management …“Vertical coopetition”: The key account perspective (2011)“Vertical coopetition”: The k…What's next in key account management research? Building the bridge between the academic literature and the practitioners' priorities (2010)What's next in key account ma…Relationship management: A sales role, or a state of mind? (2010)Relationship management: A sa…Key Account Management: Adding Elements of Account Fit to an Integrative Theoretical Framework (2009)Key Account Management: Addin…Global account management strategies: Drivers and outcomes (2009)Global account management str…Towards an integrated framework of key account management (2008)Towards an integrated framewo…The Role of Globalization, Time Acceleration, and Virtual Global Teams in Fostering Successful Global Product Launches (2007)The Role of Globalization, Ti…International Marketing as a Field of Study: A Critical Assessment of Earlier Development and a Look Forward (2005)International Marketing as a …Executive Insights: Global Account Management Capability: Insights from Leading Suppliers (2005)Executive Insights: Global Ac…Can Selling Be Globalized? The Pitfalls of Global Account Management (2001)Can Selling Be Globalized? 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this work references cited by second hop

References

  • 2009Managing Across Borders: The Transnational Solution4,102 cited
  • 1983THE GLOBALIZATION OF MARKETS3,411 cited
  • 1999The Multinational Mission: Balancing Local Demands and Global Vision1,223 cited
  • 1986Changing Patterns of International Competition809 cited
  • 1993Total global strategy: Managing for worldwide competitive advantage366 cited
  • 1994Exploiting globalization potential: U.S. and japanese strategies337 cited
  • 1993Global business drivers: Aligning information technology to global business strategy94 cited

Cited by

  • 2011“Vertical coopetition”: The key account perspective106 cited
  • 2005International Marketing as a Field of Study: A Critical Assessment of Earlier Development and a Look Forward101 cited
  • 2015Multicultural marketplaces93 cited
  • 2008Towards an integrated framework of key account management92 cited
  • 2010What's next in key account management research? Building the bridge between the academic literature and the practitioners' priorities85 cited
  • 2007The Role of Globalization, Time Acceleration, and Virtual Global Teams in Fostering Successful Global Product Launches85 cited
  • 2019A bibliometric analysis of extended key account management literature84 cited

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

2012
Strategic account management programs: alignment of design elements and management practices
81 cited
  • 2009Key Account Management: Adding Elements of Account Fit to an Integrative Theoretical Framework74 cited
  • 2009Global account management strategies: Drivers and outcomes64 cited
  • 2005Executive Insights: Global Account Management Capability: Insights from Leading Suppliers64 cited
  • 2015The organizational implications of implementing key account management: A case-based examination63 cited
  • 2014The effectiveness of Key Account Management practices59 cited
  • 2001Can Selling Be Globalized? The Pitfalls of Global Account Management59 cited
  • 2010Relationship management: A sales role, or a state of mind?57 cited
  • 1997Patterns and determinants of global marketing54 cited