Key account management orientation and its implications: an empirical examination

Spiros Gounaris, Nektarios Tzempelikos

Research output: Contribution to conferencePaper

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.

Conference

Conference2nd International Conference of the Global Sales Science Institute (GSSI)
CountryGreece
CityAthens
Period17/03/0817/03/08

Fingerprint

Key account management

Keywords

  • key account management
  • orientation
  • implications
  • empirical examination

Cite this

Gounaris, S., & Tzempelikos, N. (2008). Key account management orientation and its implications: an empirical examination. Paper presented at 2nd International Conference of the Global Sales Science Institute (GSSI), Athens, Greece.
Gounaris, Spiros ; Tzempelikos, Nektarios. / Key account management orientation and its implications : an empirical examination. Paper presented at 2nd International Conference of the Global Sales Science Institute (GSSI), Athens, Greece.20 p.
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author = "Spiros Gounaris and Nektarios Tzempelikos",
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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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Gounaris, S & Tzempelikos, N 2008, 'Key account management orientation and its implications: an empirical examination' Paper presented at 2nd International Conference of the Global Sales Science Institute (GSSI), Athens, Greece, 17/03/08 - 17/03/08, .

Key account management orientation and its implications : an empirical examination. / Gounaris, Spiros; Tzempelikos, Nektarios.

2008. Paper presented at 2nd International Conference of the Global Sales Science Institute (GSSI), Athens, Greece.

Research output: Contribution to conferencePaper

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T1 - Key account management orientation and its implications

T2 - an empirical examination

AU - Gounaris, Spiros

AU - Tzempelikos, Nektarios

PY - 2008

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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

ER -

Gounaris S, Tzempelikos N. Key account management orientation and its implications: an empirical examination. 2008. Paper presented at 2nd International Conference of the Global Sales Science Institute (GSSI), Athens, Greece.