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Key account management in the business-to-business field : a French overview

Author

Listed:
  • Catherine Pardo

    (EM - EMLyon Business School)

Abstract

Aims to analyze the process of key account management in the industrial sector by highlighting the most recurrent problems that arise linked to this process. The research is based on a period of six years, during which several major industrial groups in France either set up or developed their key account management programs. It represents both a theoretical positioning according to the process of key account management, and the discovery made early on of an emerging picture of this process and the absence of any real understanding of it. Proposes two terms that best sum up key account management research: co‐ordination and transversality.

Suggested Citation

  • Catherine Pardo, 1999. "Key account management in the business-to-business field : a French overview," Post-Print hal-02311870, HAL.
    • Handle: RePEc:hal:journl:hal-02311870
    as

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    Cited by:

    1. Sandesh, Sadasivan Pillai & .S, Sreejesh & Paul, Justin, 2023. "Key account management in B2B marketing: A systematic literature review and research agenda," Journal of Business Research, Elsevier, vol. 156(C).
    2. Fabian Bill & Sven Feurer & Martin Klarmann, 2020. "Salesperson social media use in business-to-business relationships: An empirical test of an integrative framework linking antecedents and consequences," Journal of the Academy of Marketing Science, Springer, vol. 48(4), pages 734-752, July.
    3. Ahmmed, Kawsar & Baten, Md Azizul & Hossain, Md Kamrul & Mohd Noor, Nor Azila, 2017. "Supplier capacity and key account management performance: a stochastic frontier analysis," Cuadernos de Gestión, Universidad del País Vasco - Instituto de Economía Aplicada a la Empresa (IEAE).
    4. Gounaris, Spiros & Tzempelikos, Nektarios, 2012. "Conceptualization and measurement of key account management orientation," jbm - Journal of Business Market Management, Free University Berlin, Marketing Department, vol. 5(3), pages 173-194.

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