August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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APPENDIX 3
Important research articles on key account management
For the curious who would like more detail about the research evidence for key account management (KAM), here is a list of accessible academic articles. Many of these are now free to view via Google Scholar or ResearchGate. Otherwise, access will involve a small fee to the journal publisher.
Abratt, R and Kelly, PM (2002) Customer–supplier partnerships: perceptions of a successful key account management program, Industrial Marketing Management, 31 (5), pp 467–76
Al-Husan, FB and Brennan, R (2009) Strategic account management in an emerging economy, Journal of Business & Industrial Marketing, 24 (8), pp 611–20
Atanasova, Y and Senn, C (2011) Global customer team design: dimensions, ...
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