Key account management orientation and its implications: an empirical examination

Spiros Gounaris, Nektarios Tzempelikos

Research output: Contribution to conferencePaper

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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 languageEnglish
Number of pages20
Publication statusPublished - 2008
Event2nd International Conference of the Global Sales Science Institute (GSSI) - Athens, Greece
Duration: 17 Mar 200817 Mar 2008

Conference

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

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.