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Who Prefers Key Account Management Programs? An Investigation of Business Buying Behavior and Buying Firm Characteristics
16 references·14 citing·43 second hop
Who Prefers Key Account Management Programs? An Investigation of Business Buying Behavior and Buying Firm Characteristics (1997)Who Prefers Key Account Management Progra…Sales and Marketing Management (2007)Sales and Marketing ManagementUnderstanding business markets : interaction, relationships and networks (1997)Understanding business market…Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Determinants of Long-Term Ori…Organizing Successful Co-Marketing Alliances (1993)Organizing Successful Co-Mark…An Integrative Framework for Strategy-Making Processes (1992)An Integrative Framework for …Designing successful transorganizational marketing alliances (1990)Designing successful transorg…In Search of Rationality: The Purposes Behind the Use of Formal Analysis in Organizations (1989)In Search of Rationality: The…Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept (1988)Determinants of Selling Effec…Technology Partnerships between Larger and Smaller Firms: Some Critical Issues (1987)Technology Partnerships betwe…Dimensions of Consumer Expertise (1987)Dimensions of Consumer Expert…The Strategic Decision Process and Organizational Structure (1986)The Strategic Decision Proces…The Buying Center: Structure and Interaction Patterns (1981)The Buying Center: Structure …Payoffs from national account management (1981)Payoffs from national account…Biased assimilation and attitude polarization: The effects of prior theories on subsequently considered evidence. (1979)Biased assimilation and attit…The Economics of Information (1976)The Economics of InformationThe Economics of Information (1961)The Economics of InformationKey account management in B2B marketing: A systematic literature review and research agenda (2022)Key account management in B2B…Salesperson social media use in business-to-business relationships: An empirical test of an integrative framework linking antecedents and consequences (2020)Salesperson social media use …Identification as a challenge in key account management: Conceptual foundations and a qualitative study (2020)Identification as a challenge…Evaluation of salespeople by the purchasing function: implications for the evolving role of salespeople (2020)Evaluation of salespeople by …Do social capital and relationship quality matter to the key account management effectiveness? (2019)Do social capital and relatio…Managerial implications of research on inter-organizational interfaces (2016)Managerial implications of re…Top management involvement with key accounts: The concept, its dimensions, and strategic outcomes (2014)Top management involvement wi…Sales and marketing resistance to Key Account Management implementation: An ethnographic investigation (2014)Sales and marketing resistanc…Proactive and reactive: drivers for key account management programmes (2009)Proactive and reactive: drive…Toward an Enhanced Definition and Measurement of Purchasing's Strategic Role in Buyer–Supplier Relationships (2008)Toward an Enhanced Definition…The Appropriateness of the Key Account Management Organization (2007)The Appropriateness of the Ke…Adaptive Selling Behavior: Adding Depth and Specificity to the Range of Adaptive Outputs (2006)Adaptive Selling Behavior: Ad…Holding up the mirror: The impact of strategic procurement practices on account management (2005)Holding up the mirror: The im…Complex and Strategic Decision Making in Organizations: (2001)Complex and Strategic Decisio…A Paradigm for Developing Better Measures of Marketing Constructs (1979)Developing Buyer-Seller Relationships (1987)An Examination of Organizational Factors Influencing New Product Success in Internal and Alliance-Based Processes (2000)INTRAGROUP CONFLICT IN ORGANIZATIONS: A CONTINGENCY PERSPECTIVE ON THE CONFLICT-OUTCOME RELATIONSHIP (2003)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)External Control of Organizations: Resource Dependence Perspective (2011)Nature of Prejudice (1954)The Structure of Scientific Revolutions (1963)Human Inference: Strategies and Shortcomings of Social Judgment. 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(1976)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)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)Creating value through mutual commitment to business network relationships (1999)Internationalisation of small to medium-sized manufacturing firms: a network approach (2000)Transferring knowledge in MNCs (2002)Technology Diffusion: An Empirical Test of Competitive Effects (1989)Dependence, Trust, and Relational Behavior on the Part of Foreign Subsidiary Marketing Operations: Implications for Managing Global Marketing Operations (2001)Effect of Ethical Climate on Turnover Intention: Linking Attitudinal- and Stress Theory (2007)Marketing in Hypermedia Computer-Mediated Environments: Conceptual Foundations (1996)Signaling in Retrospect and the Informational Structure of Markets (2002)Neoliberalism, higher education and the knowledge economy: from the free market to knowledge capitalism (2005)The Categorical Imperative: Securities Analysts and the Illegitimacy Discount (1999)The Contributions of the Economics of Information to Twentieth Century Economics (2000)What Makes a Helpful Online Review? 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this work references cited by second hop

References

  • 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
  • 1961The Economics of Information5,253 cited
  • 1979Biased assimilation and attitude polarization: The effects of prior theories on subsequently considered evidence.4,582 cited
  • 1987Dimensions of Consumer Expertise4,373 cited
  • 1976The Economics of Information3,287 cited
  • 1993Organizing Successful Co-Marketing Alliances993 cited
  • 1992An Integrative Framework for Strategy-Making Processes965 cited
  • 1997Understanding business markets : interaction, relationships and networks610 cited
  • 1986The Strategic Decision Process and Organizational Structure567 cited
  • 2007Sales and Marketing Management382 cited
  • 1987Technology Partnerships between Larger and Smaller Firms: Some Critical Issues314 cited
  • 1988Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept279 cited
  • 1981The Buying Center: Structure and Interaction Patterns210 cited
  • 1989In Search of Rationality: The Purposes Behind the Use of Formal Analysis in Organizations187 cited
  • 1990Designing successful transorganizational marketing alliances76 cited

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  • 1981Payoffs from national account management68 cited
  • Cited by

    • 2020Salesperson social media use in business-to-business relationships: An empirical test of an integrative framework linking antecedents and consequences110 cited
    • 2014Top management involvement with key accounts: The concept, its dimensions, and strategic outcomes55 cited
    • 2009Proactive and reactive: drivers for key account management programmes51 cited
    • 2022Key account management in B2B marketing: A systematic literature review and research agenda42 cited
    • 2006Adaptive Selling Behavior: Adding Depth and Specificity to the Range of Adaptive Outputs39 cited
    • 2005Holding up the mirror: The impact of strategic procurement practices on account management32 cited
    • 2020Identification as a challenge in key account management: Conceptual foundations and a qualitative study25 cited
    • 2014Sales and marketing resistance to Key Account Management implementation: An ethnographic investigation22 cited
    • 2020Evaluation of salespeople by the purchasing function: implications for the evolving role of salespeople21 cited
    • 2001Complex and Strategic Decision Making in Organizations:21 cited
    • 2019Do social capital and relationship quality matter to the key account management effectiveness?20 cited
    • 2008Toward an Enhanced Definition and Measurement of Purchasing's Strategic Role in Buyer–Supplier Relationships15 cited
    • 2016Managerial implications of research on inter-organizational interfaces13 cited
    • 2007The Appropriateness of the Key Account Management Organization13 cited