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Key account selection as a political process : Conceptual foundation and exploratory investigation

Author

Listed:
  • Jasmin Feste

    (EM - EMLyon Business School)

  • Björn Sven Ivens
  • Catherine Pardo

Abstract

Key account management (KAM) is an approach to sales management in which customers with high strategic importance for a company are identified and receive particular management attention. Selecting KAs is one of the most fundamental processes in KAM. This research aims to provide a detailed understanding of the nature of KA selection. Our qualitative study shows that KA selection is not only a technical process, but has political importance for different actors in a company. Drawing on research on organizational politics and the political economy paradigm we discuss the facets of companies' internal and external power-related, political factors as well as economic, ‘rational' elements in KA selection. We close with a discussion of implications and avenues for future research.

Suggested Citation

  • Jasmin Feste & Björn Sven Ivens & Catherine Pardo, 2020. "Key account selection as a political process : Conceptual foundation and exploratory investigation," Post-Print hal-02946092, HAL.
    • Handle: RePEc:hal:journl:hal-02946092
    as

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    Cited by:

    1. Cheng Lu & Tongyu Gu & Jie Chen & Zunli Liu, 2021. "Will Internet Market Newness Improve Performance? An Empirical Study on the Internet Market Innovation of Offline Retailers in China," Sustainability, MDPI, vol. 13(22), pages 1-17, November.
    2. 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).

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