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Towards an integrated framework of key account management

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References

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1999Managing Business Relationships by Analyzing the Effects and Value of Different Actions

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174 cited

2001Global Account Management in Multinational Corporations: Theory and Evidence174 cited

Cited by

2010Organizational factors enhancing customer knowledge utilization in the management of key account relationships109 cited
2018Which resources and capabilities underpin strategic key account management?90 cited
2019A bibliometric analysis of extended key account management literature84 cited
2018The role of personality and motivation on key account manager job performance75 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
2015Linking key account management practices to performance outcomes68 cited
2014Relational key account management: Building key account management effectiveness through structural reformations and relationship management skills59 cited
2014Environmental factors influencing the management of key accounts in an Arab Middle Eastern context46 cited
2011Barriers to the “key supplierization” of the firm42 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
2013Where's the strategic intent in key account relationships?34 cited
2013Assessing and strengthening internal alignment of new marketing units: An interpretative tool30 cited
2013Approaching Key Account Management from a long-term perspective30 cited