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Key-Account-Management
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Key-Account-Management (2001)Key-Account-ManagementImproving customer segmentation via classification of key accounts as outliers (2022)Improving customer segmentati…The effectiveness of Key Account Management practices (2014)The effectiveness of Key Acco…The impact of revenue management on hotel key account relationship development (2012)The impact of revenue managem…Kunden- oder Markenorientierung – Zwei Seiten einer Medaille oder alternative Routen? (2011)Kunden- oder Markenorientieru…Relationship management: A sales role, or a state of mind? (2010)Relationship management: A sa…Die Rolle des marktorientierten Personalmanagements im Rahmen der Umsetzung marktorientierter Strategien: Eine empirische Untersuchung (2008)Die Rolle des marktorientiert…Key Account Management in information-intensive services (2002)Key Account Management in inf…Kundenbindung im Industriegütermarketing (1998)Kundenbindung im Industriegüt…Firm Resources and Sustained Competitive Advantage (1991)Organizational culture and leadership (1993)Firm resources and sustained competitive advantage (2004)Designing qualitative research (1989)Designing Qualitative Research (1990)The Knowledge-creating company: How Japanese companies create the dynamics of innovation (1997)Key account management in business-to-business expert organisations: an exploratory study on the implementation process (2011)Managing Key Account Portfolios across the Process of Relationship Development: A Value Proposition–Desired Value Alignment Perspective (2011)Sales and marketing resistance to Key Account Management implementation: An ethnographic investigation (2014)Index Construction with Formative Indicators: An Alternative to Scale Development (2001)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Key account management as a firm capability (2017)Hiring for sales success: The emerging importance of salesperson analytical skills (2022)Key account management in B2B marketing: A systematic literature review and research agenda (2022)Qualitative research and evaluation methods (1980)Case Study Research: Design and Methods (1984)Qualitative Data Analysis: An Expanded Sourcebook (1994)Research in Organizational Behavior (1984)On the Evaluation of Structural Equation Models (1988)Basics of qualitative research : techniques and procedures for developing grounded theory (1998)Qualitative Data Analysis (2008)Attitudes and behaviours of key account managers: Are they really any different to senior sales professionals? (2013)Firm-internal key account management networks: Framework, case study, avenues for future research (2016)When Sales Becomes Service: The Evolution of the Professional Selling Role and an Organic Model of Frontline Ambidexterity (2019)The economic institutions of capitalism firms, markets, relational contracting (1985)Developing Buyer-Seller Relationships (1987)The Economic Institutions of Capitalism (1987)A two-stage clustering method to analyze customer characteristics to build discriminative customer management: A case of textile manufacturing business (2010)Introduction to Data Science (2017)RFM ranking – An effective approach to customer segmentation (2018)Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers (2025)
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  • 2014The effectiveness of Key Account Management practices59 cited
  • 2010Relationship management: A sales role, or a state of mind?57 cited
  • 2002Key Account Management in information-intensive services35 cited
  • 2012The impact of revenue management on hotel key account relationship development25 cited
  • 2022Improving customer segmentation via classification of key accounts as outliers23 cited
  • 2011Kunden- oder Markenorientierung – Zwei Seiten einer Medaille oder alternative Routen?19 cited
  • 1998Kundenbindung im Industriegütermarketing19 cited
  • 2008Die Rolle des marktorientierten Personalmanagements im Rahmen der Umsetzung marktorientierter Strategien: Eine empirische Untersuchung14 cited

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