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Success factors in key accounts
16 references·5 citing·50 second hop
Success factors in key accounts (2006)Success factors in key accountsExchange and Power in Social Life (2017)Exchange and Power in Social …On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing (2000)On the Profitability of Long-…Embeddedness in the Making of Financial Capital: How Social Relations and Networks Benefit Firms Seeking Financing (1999)Embeddedness in the Making of…Interdependency, Contracting, and Relational Behavior in Marketing Channels (1996)Interdependency, Contracting,…Credible Commitments: Using Hostages to Support Exchange (1996)Credible Commitments: Using H…Customer Switching Behavior in Service Industries: An Exploratory Study (1995)Customer Switching Behavior i…The Persuasion Knowledge Model: How People Cope with Persuasion Attempts (1994)The Persuasion Knowledge Mode…Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Determinants of Long-Term Ori…Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations (1992)Relationships between Provide…Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations (1992)Relationships between Provide…Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships (1990)Performance Outcomes of Purch…Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships (1990)Alliances in Industrial Purch…The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels (1988)The Role of Dependence Balanc…A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships (1984)A Model of the Distributor's …The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …Power, Equity and Commitment in Exchange Networks (1978)Power, Equity and Commitment …AI-driven competitive advantage: the role of personality traits and organizational culture in key account management (2025)AI-driven competitive advanta…Key account management in B2B marketing: A systematic literature review and research agenda (2022)Key account management in B2B…Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function (2016)Purchasing-driven sales: Matc…Managerial implications of research on inter-organizational interfaces (2016)Managerial implications of re…Environmental factors influencing the management of key accounts in an Arab Middle Eastern context (2014)Environmental factors influen…The Nature of the Firm (1937)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)An Evolutionary Theory of Economic Change. 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(1958)The Elaboration Likelihood Model of Persuasion (1986)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)ATTITUDES AND ATTITUDE CHANGE (1997)Networked Narratives: UnderstandingWord-of-Mouth Marketing in Online Communities (2014)Marketing through Instagram influencers: the impact of number of followers and product divergence on brand attitude (2017)Economic Action and Social Structure: The Problem of Embeddedness (1985)A Model of Distributor Firm and Manufacturer Firm Working Partnerships (1990)Communication Strategies in Marketing Channels: A Theoretical Perspective (1990)The Commitment-Trust Theory of Relationship Marketing (1994)Social Structure and Competition in Interfirm Networks: The Paradox of Embeddedness (1997)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Zero defections: quality comes to services. 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References

  • 2017Exchange and Power in Social Life15,909 cited
  • 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
  • 1992Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations3,813 cited
  • 1994The Persuasion Knowledge Model: How People Cope with Persuasion Attempts3,796 cited
  • 1995Customer Switching Behavior in Service Industries: An Exploratory Study2,903 cited
  • 1990Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships2,111 cited
  • 1996Credible Commitments: Using Hostages to Support Exchange2,019 cited
  • 1999Embeddedness in the Making of Financial Capital: How Social Relations and Networks Benefit Firms Seeking Financing1,938 cited
  • 1992Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations1,895 cited
  • 1978Power, Equity and Commitment in Exchange Networks1,739 cited
  • 1990Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships1,644 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • 1996Interdependency, Contracting, and Relational Behavior in Marketing Channels1,537 cited
  • 1988The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels

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1,503 cited
  • 2000On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing1,364 cited
  • 1984A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships1,128 cited
  • Cited by

    • 2016Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function58 cited
    • 2014Environmental factors influencing the management of key accounts in an Arab Middle Eastern context46 cited
    • 2022Key account management in B2B marketing: A systematic literature review and research agenda42 cited
    • 2025AI-driven competitive advantage: the role of personality traits and organizational culture in key account management16 cited
    • 2016Managerial implications of research on inter-organizational interfaces13 cited