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Organizing the national account force
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Organizing the national account force (1984)Organizing the national account forceFirm-internal key account management networks: Framework, case study, avenues for future research (2016)Firm-internal key account man…Attitudes and behaviours of key account managers: Are they really any different to senior sales professionals? (2013)Attitudes and behaviours of k…Strategic account management programs: alignment of design elements and management practices (2012)Strategic account management …Relationship management: A sales role, or a state of mind? (2010)Relationship management: A sa…Proactive and reactive: drivers for key account management programmes (2009)Proactive and reactive: drive…Key Account Management: Adding Elements of Account Fit to an Integrative Theoretical Framework (2009)Key Account Management: Addin…A stage model for transitioning to KAM (2009)A stage model for transitioni…Key‐account‐management in business markets: an empirical test of common assumptions (2008)Key‐account‐management in bus…Implementation of Key Account Management: Who, why, and how? (2005)Implementation of Key Account…A conceptual framework of global account management capabilities and firm performance (2004)A conceptual framework of glo…Key account management in the business‐to‐business field: a French overview (1999)Key account management in the…Designing account management organizations (1999)Designing account management …The Evolution of National Account Management: A Literature Perspective (1997)The Evolution of National Acc…Key Account Management in the Business to Business Field: The Key Account's Point of View (1997)Key Account Management in the…The key accountization of the firm: A case study (1995)The key accountization of the…Job Analysis and Hiring Practices for National Account Marketing Positions (1993)Job Analysis and Hiring Pract…Naturalistic inquiry (1985)Basics of Qualitative Research: Grounded Theory Procedures and Techniques. (1992)Qualitative Data Analysis: An Expanded Sourcebook (1994)Linking key account management practices to performance outcomes (2015)Top management commitment and involvement and their link to key account management effectiveness (2015)The role of personality and motivation on key account manager job performance (2018)Review of Psychometric theory (2nd ed.). (1979)Developing Buyer-Seller Relationships (1987)Organizational factors enhancing customer knowledge utilization in the management of key account relationships (2010)External Control of Organizations: Resource Dependence Perspective (2011)How relational capital mediates the effect of corporate reputation on competitive advantage: Evidence from Taiwan high-tech industry (2013)A bibliometric analysis of extended key account management literature (2019)The Commitment-Trust Theory of Relationship Marketing (1994)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Building theories from case study research (2009)The organizational implications of implementing key account management: A case-based examination (2015)The Development of Buyer‐Seller Relationships in Industrial Markets (1980)International Marketing and Purchasing of Industrial Goods: An Interaction Approach (1982)Organizing Marketing in Industrial High-Tech Firms (1999)Developing relationships in business networks (1995)Customer knowledge transfer and key account management in professional service organizations (2006)Managing Business Relationships (2017)Account portfolio analysis for strategy development (1982)From key account selling to key account management (1995)CONDUCTING INTERORGANIZATIONAL RESEARCH USING KEY INFORMANTS. (1993)Dyadic Business Relationships within a Business Network Context (1994)From Marketing Mix to Relationship Marketing: Towards a Paradigm Shift in Marketing (1994)Towards an integrated framework of key account management (2008)Which resources and capabilities underpin strategic key account management? (2018)Organization and environment (1967)Case Study Research: Design and Methods (1984)Case Study Research: Design and Methods (1991)Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function (2016)Predators and prey: a new ecology of competition. (1993)Relationship Marketing of Services--Growing Interest, Emerging Perspectives (1995)The rise and fall of strategic planning (1995)Drivers of Team Performance: What Do We Know and What Have We Still To Learn? (2004)Switching Costs in Key Account Relationships (2012)Relational key account management: Building key account management effectiveness through structural reformations and relationship management skills (2014)Validity of self-evaluation of ability: A review and meta-analysis. (1982)Human Resource Selection (1987)The Job analysis handbook for business, industry, and government (1988)The Impact of Internet Use on Business-to-Business Marketing (2000)Key Account Managers' Role Within the Value Creation Process of Collaborative Relationships (2003)
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  • 2005Implementation of Key Account Management: Who, why, and how?101 cited
  • 1999Key account management in the business‐to‐business field: a French overview90 cited
  • 2008Key‐account‐management in business markets: an empirical test of common assumptions86 cited
  • 1997Key Account Management in the Business to Business Field: The Key Account's Point of View85 cited
  • 2012Strategic account management programs: alignment of design elements and management practices81 cited
  • 2009Key Account Management: Adding Elements of Account Fit to an Integrative Theoretical Framework74 cited
  • 1993Job Analysis and Hiring Practices for National Account Marketing Positions71 cited
  • 1999Designing account management organizations70 cited
  • 1997The Evolution of National Account Management: A Literature Perspective65 cited
  • 1995The key accountization of the firm: A case study64 cited
  • 2010Relationship management: A sales role, or a state of mind?57 cited
  • 2009Proactive and reactive: drivers for key account management programmes51 cited
  • 2004A conceptual framework of global account management capabilities and firm performance50 cited
  • 2009A stage model for transitioning to KAM

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45 cited
  • 2013Attitudes and behaviours of key account managers: Are they really any different to senior sales professionals?43 cited
  • 2016Firm-internal key account management networks: Framework, case study, avenues for future research43 cited