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A conceptual framework of global account management capabilities and firm performance
16 references·15 citing·31 second hop
A conceptual framework of global account management capabilities and firm performance (2004)A conceptual framework of global account …Firm resources and sustained competitive advantage (2004)Firm resources and sustained …The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage (1998)The Relational View: Cooperat…The Capabilities of Market-Driven Organizations (1994)The Capabilities of Market-Dr…Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link in Export Market Ventures (1994)Marketing Strategy-Performanc…Strategic assets and organizational rent (1993)Strategic assets and organiza…Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis (1993)Corporate Culture, Customer O…Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis (1993)Corporate Culture, Customer O…Do Norms Matter in Marketing Relationships? (1992)Do Norms Matter in Marketing …How much does industry matter? (1991)How much does industry matter?Firm Resources and Sustained Competitive Advantage (1991)Firm Resources and Sustained …The Effect of a Market Orientation on Business Profitability (1990)The Effect of a Market Orient…The Effect of a Market Orientation on Business Profitability (1990)The Effect of a Market Orient…Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships (1990)Alliances in Industrial Purch…Absorptive Capacity: A New Perspective on Learning and Innovation (1990)Absorptive Capacity: A New Pe…Asset Stock Accumulation and Sustainability of Competitive Advantage (1989)Asset Stock Accumulation and …A resource‐based view of the firm (1984)A resource‐based view of the …Achieving superior performance in international markets: the roles of organizational agility and absorptive capacity (2022)Achieving superior performanc…Key account management configurations and their effectiveness: A quasi-replication and extension (2021)Key account management config…Identification as a challenge in key account management: Conceptual foundations and a qualitative study (2020)Identification as a challenge…The role of personality and motivation on key account manager job performance (2018)The role of personality and m…Key account management as a firm capability (2017)Key account management as a f…Performance Effects of Global Account Coordination Mechanisms: An Integrative Study of Boundary Conditions (2016)Performance Effects of Global…Firm-internal key account management networks: Framework, case study, avenues for future research (2016)Firm-internal key account man…Drivers and performance implications of international key account management capability (2014)Drivers and performance impli…The effect of teams on customer knowledge processing, esprit de corps and account performance in international key account management (2013)The effect of teams on custom…Strategic account management programs: alignment of design elements and management practices (2012)Strategic account management …Integrating global and local procurement for superior supplier working relations (2012)Integrating global and local …Does Centralising Global Account Management Activities in Response to International Retailers Pay Off? (2012)Does Centralising Global Acco…Global account management strategies: Drivers and outcomes (2009)Global account management str…Changing project business orientations: Towards a new logic of project marketing (2009)Changing project business ori…Executive Insights: Global Account Management Capability: Insights from Leading Suppliers (2005)Executive Insights: Global Ac…Organizational Strategy, Structure, and Process (1978)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)Market Orientation: Antecedents and Consequences (1993)Innovation, Market Orientation, and Organizational Learning: An Integration and Empirical Examination (1998)The cornerstones of competitive advantage: A resource‐based view (1993)The Theory of the Growth of the Firm (1995)Social Capital, Intellectual Capital, and the Organizational Advantage (1998)Dynamic capabilities: what are they? (2000)The Theory of Economic Development (2003)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)Review: The Resource-Based View and Information Systems Research: Review, Extension, and Suggestions For Future Research1 (2004)Corporate Social Responsibility, Customer Satisfaction, and Market Value (2006)An Evolutionary Theory of Economic Change. (1983)Strategic Factor Markets: Expectations, Luck, and Business Strategy (1986)Dynamic capabilities and strategic management (1997)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)Prospect Theory: An Analysis of Decision under Risk (1979)Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)The Social Psychology of Organizations. (1979)Toward a knowledge‐based theory of the firm (1996)Capitalism, Socialism and Democracy (1997)Absorptive Capacity: A Review, Reconceptualization, and Extension (2002)Positioning: The Battle for Your Mind (1981)The Concept of Corporate Strategy (1987)Market Orientation: Antecedents and Consequences (1993)The Comparative Advantage Theory of Competition (1995)Intellectual capital: an exploratory study that develops measures and models (1998)Value creation in E‐business (2001)Social Capital, Networks, and Knowledge Transfer (2005)The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership (2009)
this work references cited by second hop

References

  • 1991Firm Resources and Sustained Competitive Advantage48,209 cited
  • 2004Firm resources and sustained competitive advantage38,157 cited
  • 1990Absorptive Capacity: A New Perspective on Learning and Innovation35,597 cited
  • 1984A resource‐based view of the firm25,618 cited
  • 1998The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage9,956 cited
  • 1993Strategic assets and organizational rent8,402 cited
  • 1989Asset Stock Accumulation and Sustainability of Competitive Advantage8,348 cited
  • 1990The Effect of a Market Orientation on Business Profitability7,973 cited
  • 1994The Capabilities of Market-Driven Organizations6,532 cited
  • 1990The Effect of a Market Orientation on Business Profitability4,254 cited
  • 1993Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis3,864 cited
  • 1991How much does industry matter?2,805 cited
  • 1992Do Norms Matter in Marketing Relationships?2,412 cited
  • 1994Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link in Export Market Ventures2,155 cited
  • 1990Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships

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2,111 cited
  • 1993Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis1,823 cited
  • Cited by

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    • 2018The role of personality and motivation on key account manager job performance75 cited
    • 2009Changing project business orientations: Towards a new logic of project marketing68 cited
    • 2009Global account management strategies: Drivers and outcomes64 cited
    • 2005Executive Insights: Global Account Management Capability: Insights from Leading Suppliers64 cited
    • 2016Firm-internal key account management networks: Framework, case study, avenues for future research43 cited
    • 2012Integrating global and local procurement for superior supplier working relations33 cited
    • 2017Key account management as a firm capability32 cited
    • 2014Drivers and performance implications of international key account management capability31 cited
    • 2021Key account management configurations and their effectiveness: A quasi-replication and extension29 cited
    • 2016Performance Effects of Global Account Coordination Mechanisms: An Integrative Study of Boundary Conditions28 cited
    • 2013The effect of teams on customer knowledge processing, esprit de corps and account performance in international key account management26 cited
    • 2020Identification as a challenge in key account management: Conceptual foundations and a qualitative study25 cited
    • 2012Does Centralising Global Account Management Activities in Response to International Retailers Pay Off?20 cited