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 |
|---|---|
| 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 | Greece |
| City | Athens |
| Period | 17/03/08 → 17/03/08 |
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.