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Key account management in B2B marketing: A systematic literature review and research agenda
16 references·3 citing·50 second hopsampled
Key account management in B2B marketing: A systematic literature review and research agenda (2022)Key account management in B2B marketing: …Scientific procedures and rationales for systematic literature reviews (SPAR‐4‐SLR) (2021)Scientific procedures and rat…The art of writing literature review: What do we know and what do we need to know? (2020)The art of writing literature…Gradual Internationalization vs Born-Global/International new venture models (2019)Gradual Internationalization …Preferred reporting items for systematic review and meta-analysis protocols (PRISMA-P) 2015 statement (2015)Preferred reporting items for…Social media research: Theories, constructs, and conceptual frameworks (2014)Social media research: Theori…The influence of management journals in the 1980s and 1990s (2005)The influence of management j…Service Quality, Profitability, and the Economic Worth of Customers: What We Know and What We Need to Learn (2000)Service Quality, Profitabilit…The Different Roles of Satisfaction, Trust, and Commitment in Customer Relationships (1999)The Different Roles of Satisf…Customer value: The next source for competitive advantage (1997)Customer value: The next sour…The Structure of Commitment in Exchange (1995)The Structure of Commitment i…The evolution of relationship marketing (1995)The evolution of relationship…Developing relationships in business networks (1995)Developing relationships in b…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Reassessment of Expectations as a Comparison Standard in Measuring Service Quality: Implications for Further Research (1994)Reassessment of Expectations …Firm Resources and Sustained Competitive Advantage (1991)Firm Resources and Sustained …Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)Consumer Perceptions of Price…Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers (2025)Challenges of the digital lan…Multilevel Value Co-Creation Within Key Accounts (2024)Multilevel Value Co-Creation …Buying center-selling center interaction as a driver for power dynamics in buyer-supplier relationships (2023)Buying center-selling center …The Nature of the Firm (1937)Economic Action and Social Structure: The Problem of Embeddedness (1985)”Coopetition” in Business Networks—to Cooperate and Compete Simultaneously (2000)The strategic impact of external networks: subsidiary performance and competence development in the multinational corporation (2002)Firm resources and sustained competitive advantage (2004)Sustainable supply chain management and inter‐organizational resources: a literature review (2009)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)On the Evaluation of Structural Equation Models (1988)Quality, satisfaction and behavioral intentions (2000)Some New Thoughts on Conceptualizing Perceived Service Quality: A Hierarchical Approach (2001)Experience quality, perceived value, satisfaction and behavioral intentions for heritage tourists (2009)Assessing the effects of quality, value, and customer satisfaction on consumer behavioral intentions in service environments (2000)Consumer perceived value: The development of a multiple item scale (2001)Consumer Trust, Value, and Loyalty in Relational Exchanges (2002)Advances in Consumer Research (2025)Information and Consumer Behavior (1970)The nature of human values (1973)The Effect of a Market Orientation on Business Profitability (1990)Conceptualizing, Measuring, and Managing Customer-Based Brand Equity (1993)Consumer Acceptance and Use of Information Technology: Extending the Unified Theory of Acceptance and Use of Technology1 (2012)Structural equation modeling in practice: A review and recommended two-step approach. (1988)The Behavioral Consequences of Service Quality (1996)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Comparative fit indexes in structural models. (1990)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Trust and TAM in Online Shopping: An Integrated Model1 (2003)The Measurement of Observer Agreement for Categorical Data (1977)Preferred reporting items for systematic reviews and meta-analyses: the PRISMA statement (2009)Preferred reporting items for systematic reviews and meta-analyses: the PRISMA Statement. (2009)The PRISMA Statement for Reporting Systematic Reviews and Meta-Analyses of Studies That Evaluate Health Care Interventions: Explanation and Elaboration (2009)The PRISMA 2020 statement: an updated guideline for reporting systematic reviews (2021)The PRISMA 2020 statement: an updated guideline for reporting systematic reviews (2021)Agency Theory: An Assessment and Review (1989)Analyzing the Past to Prepare for the Future: Writing a Literature Review (2002)Literature review as a research methodology: An overview and guidelines (2019)Reviving tourism industry post-COVID-19: A resilience-based framework (2020)Social media influencer marketing: A systematic review, integrative framework and future research agenda (2021)A resource‐based view of the firm (1984)Asset Stock Accumulation and Sustainability of Competitive Advantage (1989)The cornerstones of competitive advantage: A resource‐based view (1993)Social Capital, Intellectual Capital, and the Organizational Advantage (1998)Dynamic capabilities: what are they? (2000)The Theory of Economic Development (2003)Preferred Reporting Items for Systematic Reviews and Meta-Analyses: The PRISMA Statement (2009)Advancing knowledge through literature reviews: ‘what’, ‘why’, and ‘how to contribute’ (2022)Personalization in personalized marketing: Trends and ways forward (2022)Frameworks for developing impactful systematic literature reviews and theory building: What, Why and How? (2023)
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References

  • 1991Firm Resources and Sustained Competitive Advantage48,209 cited
  • 2015Preferred reporting items for systematic review and meta-analysis protocols (PRISMA-P) 2015 statement26,189 cited
  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1988Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence18,274 cited
  • 1999The Different Roles of Satisfaction, Trust, and Commitment in Customer Relationships4,897 cited
  • 1997Customer value: The next source for competitive advantage4,662 cited
  • 1994Reassessment of Expectations as a Comparison Standard in Measuring Service Quality: Implications for Further Research3,313 cited
  • 1995Developing relationships in business networks3,265 cited
  • 2020The art of writing literature review: What do we know and what do we need to know?2,593 cited
  • 2021Scientific procedures and rationales for systematic literature reviews (SPAR‐4‐SLR)2,355 cited
  • 1995The Structure of Commitment in Exchange2,238 cited
  • 2000Service Quality, Profitability, and the Economic Worth of Customers: What We Know and What We Need to Learn1,918 cited
  • 2019Gradual Internationalization vs Born-Global/International new venture models1,142 cited
  • 1995The evolution of relationship marketing1,033 cited

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  • 2005The influence of management journals in the 1980s and 1990s910 cited
  • 2014Social media research: Theories, constructs, and conceptual frameworks760 cited
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    • 2023Buying center-selling center interaction as a driver for power dynamics in buyer-supplier relationships24 cited
    • 2024Multilevel Value Co-Creation Within Key Accounts20 cited
    • 2025Challenges of the digital landscape: An investigation into the influence of technology and information systems on financial performance of B2B key account managers7 cited