A Configurational Perspective on Key Account Management


Homburg, Christian ; Workman, John P. ; Jensen, Ove


[img]
Preview
PDF
W053_A Configurational Perspective on Key Account Management.pdf - Published

Download (360kB)

URL: https://ub-madoc.bib.uni-mannheim.de/8063
URN: urn:nbn:de:bsz:180-madoc-80637
Document Type: Working paper
Year of publication: 2002
The title of a journal, publication series: Reihe: Wissenschaftliche Arbeitspapiere / Institut für Marktorientierte Unternehmensführung
Volume: W053
Place of publication: Mannheim
Publishing house: Inst. für Marktorientierte Unternehmensführung, Univ. Mannheim
Publication language: English
Institution: Business School > ABWL u. Marketing I (Homburg)
Subject: 330 Economics
Abstract: Most firms struggle with the challenge of managing their key customer accounts. There is a significant gap between the importance of this organizational design problem in practice and the research attention paid to it. Sound academic research on key account management (KAM) is very limited and fragmented. Drawing on research on KAM and team selling, the authors develop an integrative conceptualization of KAM and define key constructs in four areas: (1) Activities, (2) Actors, (3) Resources, (4) Approach Formalization. Adopting a configurational perspective to organizational research, the authors then use numerical taxonomy to empirically identify eight prototypical KAM approaches based on a cross-industry, cross-national study. The results show significant performance differences between the approaches. Overall, the paper builds a bridge between marketing organization research and relationship marketing research.

Dieser Eintrag ist Teil der Universitätsbibliographie.

Das Dokument wird vom Publikationsserver der Universitätsbibliothek Mannheim bereitgestellt.




+ Citation Example and Export

Homburg, Christian ; Workman, John P. ; Jensen, Ove (2002) A Configurational Perspective on Key Account Management. Open Access Reihe: Wissenschaftliche Arbeitspapiere / Institut für Marktorientierte Unternehmensführung Mannheim W053 [Working paper]
[img]
Preview


+ Search Authors in

+ Download Statistics

Downloads per month over past year

View more statistics



You have found an error? Please let us know about your desired correction here: E-Mail


Actions (login required)

Show item Show item