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Attitudes and behaviours of key account managers: Are they really any different to senior sales professionals?
16 references·6 citing·32 second hop
Attitudes and behaviours of key account managers: Are they really any different to senior sales professionals? (2013)Attitudes and behaviours of key account m…When Should the Customer Really Be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters (2011)When Should the Customer Real…Method Variance in Organizational Research (2006)Method Variance in Organizati…Building and Sustaining Buyer–Seller Relationships in Mature Industrial Markets (2004)Building and Sustaining Buyer…A Configurational Perspective on Key Account Management (2002)A Configurational Perspective…Personal Selling and Sales Management: A Relationship Marketing Perspective (1999)Personal Selling and Sales Ma…An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)An Examination of the Nature …On the fit of models to covariances and methodology to the Bulletin. (1992)On the fit of models to covar…The use of lisrel in validating marketing constructs (1991)The use of lisrel in validati…Structural Equations with Latent Variables. (1991)Structural Equations with Lat…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…Structural Equations with Latent Variables (1989)Structural Equations with Lat…The Development of Buyer‐Seller Relationships in Industrial Markets (1980)The Development of Buyer‐Sell…Significance tests and goodness of fit in the analysis of covariance structures. (1980)Significance tests and goodne…On the Folly of Rewarding A, While Hoping for B. (1975)On the Folly of Rewarding A, …A Reliability Coefficient for Maximum Likelihood Factor Analysis (1973)A Reliability Coefficient for…Key account management in B2B marketing: A systematic literature review and research agenda (2022)Key account management in B2B…Does it pay to be proactive? Testing proactiveness and the joint effect of internal and external collaboration on key account manager performance (2018)Does it pay to be proactive? …Key account management as a firm capability (2017)Key account management as a f…Managerial implications of research on inter-organizational interfaces (2016)Managerial implications of re…Firm-internal key account management networks: Framework, case study, avenues for future research (2016)Firm-internal key account man…Differentiation and alignment in KAM implementation (2014)Differentiation and alignment…Understanding Attitudes and Predicting Social Behavior (1980)SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality (1988)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Guidelines for choosing between multi-item and single-item scales for construct measurement: a predictive validity perspective (2012)Consumer Brand Engagement in Social Media: Conceptualization, Scale Development and Validation (2014)Reporting reliability, convergent and discriminant validity with structural equation modeling: A review and best-practice recommendations (2023)The Market for "Lemons": Quality Uncertainty and the Market Mechanism (1970)Comparative fit indexes in structural models. (1990)Consumer Trust, Value, and Loyalty in Relational Exchanges (2002)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Accounting for common method variance in cross-sectional research designs. (2001)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common Method Bias in Regression Models With Linear, Quadratic, and Interaction Effects (2009)From the Editors: Common method variance in international business research (2010)Common methods variance detection in business research (2015)Intraclass correlations: Uses in assessing rater reliability. 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References

  • 1980Significance tests and goodness of fit in the analysis of covariance structures.19,061 cited
  • 1989Structural Equations with Latent Variables17,500 cited
  • 1991Structural Equations with Latent Variables.17,443 cited
  • 1973A Reliability Coefficient for Maximum Likelihood Factor Analysis7,327 cited
  • 1997An Examination of the Nature of Trust in Buyer-Seller Relationships6,819 cited
  • 2006Method Variance in Organizational Research3,440 cited
  • 1991The use of lisrel in validating marketing constructs1,864 cited
  • 1992On the fit of models to covariances and methodology to the Bulletin.1,659 cited
  • 1975On the Folly of Rewarding A, While Hoping for B.1,584 cited
  • 1980The Development of Buyer‐Seller Relationships in Industrial Markets1,300 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
  • 1999Personal Selling and Sales Management: A Relationship Marketing Perspective800 cited
  • 2011When Should the Customer Really Be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters531 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity519 cited
  • 2004Building and Sustaining Buyer–Seller Relationships in Mature Industrial Markets

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465 cited
  • 2002A Configurational Perspective on Key Account Management460 cited
  • Cited by

    • 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
    • 2014Differentiation and alignment in KAM implementation39 cited
    • 2017Key account management as a firm capability32 cited
    • 2018Does it pay to be proactive? Testing proactiveness and the joint effect of internal and external collaboration on key account manager performance27 cited
    • 2016Managerial implications of research on inter-organizational interfaces13 cited