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Designing account management organizations

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References

1995Developing relationships in business networks3,265 cited
1982International Marketing and Purchasing of Industrial Goods: An Interaction Approach1,943 cited
2017Managing Business Relationships1,307 cited
1997Understanding business markets : interaction, relationships and networks610 cited
1986Why major account selling works104 cited
1991The Evolution of Personal Selling84 cited
1993Job Analysis and Hiring Practices for National Account Marketing Positions71 cited
1981Payoffs from national account management68 cited
1995The key accountization of the firm: A case study64 cited
1980Classifying a customer as a national account61 cited
1984Organizing the national account force59 cited
1982National account management : emerging insights59 cited
2013Effective Major Account Sales Management56 cited
1979The adoption of national account marketing by industrial firms48 cited
1994Revitalizing Your National Account Marketing Program34 cited
1997National account management sales training and directions for improvement: A focus on skills/abilities

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28 cited

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2006Customer knowledge transfer and key account management in professional service organizations65 cited
2015The organizational implications of implementing key account management: A case-based examination63 cited
2016Firm-internal key account management networks: Framework, case study, avenues for future research43 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
2013Approaching Key Account Management from a long-term perspective30 cited
2009Strategic account management in an emerging economy29 cited
2009Application of relationship marketing and management: a large contractor case study29 cited
2017Mind the gap: A process model for diagnosing barriers to key account management implementation29 cited
2004In search of market orientation27 cited
2013Key Account Management Orientation and Its Implications: A Conceptual and Empirical Examination27 cited
2011Key account management in business-to-business expert organisations: an exploratory study on the implementation process26 cited
2013The effect of teams on customer knowledge processing, esprit de corps and account performance in international key account management26 cited
2019An identity perspective of key account managers as paradoxical relationship managers24 cited
2014Sales and marketing resistance to Key Account Management implementation: An ethnographic investigation22 cited