A Conceptual and Empirical Examination of Key Account Management Orientation and its Implications – The Role of Trust

Nektarios Tzempelikos; Spiros Gounaris

doi:10.1007/978-3-319-50008-9_185

A Conceptual and Empirical Examination of Key Account Management Orientation and its Implications – The Role of Trust

Nektarios Tzempelikos, Spiros Gounaris

Marketing

Research output: Chapter in Book/Report/Conference proceeding › Chapter

48 Citations (Scopus)

Abstract

The importance of Key Account Management (KAM) in building long-term relationships between buying and selling firms is widely acknowledged in the literature. However, this relationship-oriented perspective of KAM lacks appropriate empirical examination. To fill this gap, the present study uses data from 304 personal interviews to empirical examine the impact of Key Account Management Orientation (KAMO), a set of values that reflect supplier’s attitude and behavior towards KAM, on supplier’s performance. The study also examines how the trust between the two parties relates to this relationship. Findings confirm the positive influence of KAMO on both financial and non-financial performance and the mediating role of trust in the KAMO – performance relationship. Academic and managerial implications are discussed.

Original language	English
Title of host publication	Developments in Marketing Science
Subtitle of host publication	Proceedings of the Academy of Marketing Science
Editors	Colin L. Campbell
Place of Publication	Cham
Publisher	Springer Nature
Pages	673-681
Number of pages	9
ISBN (Electronic)	978-3-319-50008-9
ISBN (Print)	978-3-319-50006-5
DOIs	https://doi.org/10.1007/978-3-319-50008-9_185
Publication status	Published - 2017

Publication series

Name	Developments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)	2363-6165
ISSN (Electronic)	2363-6173

Keywords

business market
financial performance
industrial market management
relationship marketing
strategic account management

Access to Document

10.1007/978-3-319-50008-9_185

Cite this

Tzempelikos, N., & Gounaris, S. (2017). A Conceptual and Empirical Examination of Key Account Management Orientation and its Implications – The Role of Trust. In C. L. Campbell (Ed.), Developments in Marketing Science: Proceedings of the Academy of Marketing Science (pp. 673-681). (Developments in Marketing Science: Proceedings of the Academy of Marketing Science). Springer Nature. https://doi.org/10.1007/978-3-319-50008-9_185

Tzempelikos, Nektarios ; Gounaris, Spiros. / A Conceptual and Empirical Examination of Key Account Management Orientation and its Implications – The Role of Trust. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. editor / Colin L. Campbell. Cham : Springer Nature, 2017. pp. 673-681 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science).

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Tzempelikos, N & Gounaris, S 2017, A Conceptual and Empirical Examination of Key Account Management Orientation and its Implications – The Role of Trust. in CL Campbell (ed.), Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Developments in Marketing Science: Proceedings of the Academy of Marketing Science, Springer Nature, Cham, pp. 673-681. https://doi.org/10.1007/978-3-319-50008-9_185

A Conceptual and Empirical Examination of Key Account Management Orientation and its Implications – The Role of Trust. / Tzempelikos, Nektarios; Gounaris, Spiros.
Developments in Marketing Science: Proceedings of the Academy of Marketing Science. ed. / Colin L. Campbell. Cham: Springer Nature, 2017. p. 673-681 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science).

Research output: Chapter in Book/Report/Conference proceeding › Chapter

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Tzempelikos N, Gounaris S. A Conceptual and Empirical Examination of Key Account Management Orientation and its Implications – The Role of Trust. In Campbell CL, editor, Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Cham: Springer Nature. 2017. p. 673-681. (Developments in Marketing Science: Proceedings of the Academy of Marketing Science). doi: 10.1007/978-3-319-50008-9_185

A Conceptual and Empirical Examination of Key Account Management Orientation and its Implications – The Role of Trust

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