Key account management orientation and its implications: an empirical examination

Spiros Gounaris; Nektarios Tzempelikos

Key account management orientation and its implications: an empirical examination

Spiros Gounaris, Nektarios Tzempelikos

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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.

Original language	English
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)
Country/Territory	Greece
City	Athens
Period	17/03/08 → 17/03/08

Keywords

key account management
orientation
implications
empirical examination

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Gounaris Spiros Tzempelikos NektariosAccepted author manuscript, 324 KB

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title = "Key account management orientation and its implications: an empirical examination",

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.",

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author = "Spiros Gounaris and Nektarios Tzempelikos",

year = "2008",

language = "English",

note = "2nd International Conference of the Global Sales Science Institute (GSSI) ; Conference date: 17-03-2008 Through 17-03-2008",

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T1 - Key account management orientation and its implications

T2 - 2nd International Conference of the Global Sales Science Institute (GSSI)

AU - Gounaris, Spiros

AU - Tzempelikos, Nektarios

PY - 2008

Y1 - 2008

N2 - 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.

AB - 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.

KW - key account management

KW - orientation

KW - implications

KW - empirical examination

UR - http://www.globalsalesscienceinstitute.org/conference/

M3 - Paper

Y2 - 17 March 2008 through 17 March 2008

ER -

Key account management orientation and its implications: an empirical examination

Abstract

Conference

Keywords

Access to Document

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