Abstract
The purpose of this study is twofold:
1.
Conceptualize and empirically validate a multidimensional
approach of
Key Account Management Orientation
(KAMO) and
2.
Explore potential influences on different dimensions of KAM
effectiveness.
1.
Conceptualize and empirically validate a multidimensional
approach of
Key Account Management Orientation
(KAMO) and
2.
Explore potential influences on different dimensions of KAM
effectiveness.
Original language | English |
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Number of pages | 20 |
Publication status | Published - 2008 |
Event | 2nd International Conference of the Global Sales Science Institute (GSSI) - Athens, Greece Duration: 17 Mar 2008 → 17 Mar 2008 |
Conference
Conference | 2nd International Conference of the Global Sales Science Institute (GSSI) |
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Country/Territory | Greece |
City | Athens |
Period | 17/03/08 → 17/03/08 |
Keywords
- key account management
- orientation
- implications
- empirical examination