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ArticleGlobal key account management and systems selling

Tony Millman1996

Article1996

Global key account management and systems selling

113 citations·0/0 files stored·International Business Review

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Customer Service Quality and Loyalty International Business and FDI Outsourcing and Supply Chain Management

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References

1991The Competitive Advantage of Nations 1972Principles of Marketing 1994Beyond Partnership: Strategies for Innovation and Lean Supply 1995Relationship marketing: Bringing quality, customer service and marketing together 1990The Supplier Selection Decision in Strategic Partnerships 1991The competitive advantage of nations 1991Managing Across Borders: The Transnational SolutionManaging Across Borders: The Transnational Solution, by Bartlett Christopher A. and Ghoshal Sumantra. Cambridge, MA: Harvard Business School Press, 1989, 288 pp., $24.95.1993Total global strategy: Managing for worldwide competitive advantage

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2006Unpicking the meaning of value in key account management 2008The impact of strategic account managers' behaviors on relational outcomes: An empirical study 2011The Effects of Leader–Member Exchange and Organizational Identification on Performance and Turnover Among Salespeople 2006System supplier's customer strategy 2004Key network management

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Year1996

Typearticle

Published1996-12-01

VenueInternational Business Review

ISSN-L0969-5931

Languageen

Citations113

Files0 public / 0

ShelfCustomer Service Quality and Loyalty

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doi10.1016/s0969-5931(96)00031-5

openalex_workW2024522499

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2008

Towards an integrated framework of key account management

1999Key account management in the business‐to‐business field: a French overview

1997Key Account Management in the Business to Business Field: The Key Account's Point of View