TOC: Ind Mar Man
Introduction
Industrial Marketing Management, 43(7)
Special issue on relational key account management
–Peter J. LaPlaca []
Special section on Relational Key Account Management: Guest Edited by Spiros Gounaris and Nektarios Tzempelikos
Relational key account management: Building key account management effectiveness through structural reformations and relationship management skills
–Spiros Gounaris, Nektarios Tzempelikos [] []
Why are you really losing sales opportunities? A buyers’ perspective on the determinants of key account sales failures
–Scott B. Friend, Carolyn F. Curasi, James S. Boles, Danny N. Bellenger [] [Google Scholar]
Differentiation and alignment in KAM implementation
–Catherine Pardo, Björn S. Ivens, Kevin Wilson [] []
Top management involvement with key accounts: The concept, its dimensions, and strategic outcomes
–Rodrigo Guesalaga [] []
Sales and marketing resistance to Key Account Management implementation: An ethnographic investigation
–Andrew D. Pressey, Alan J.P. Gilchrist, Peter Lenney [] []
A framework for key account management and revenue management integration
–Xuan Lorna Wang, Ross Brennan [] []
The effectiveness of Key Account Management practices
–Iain A. Davies, Lynette J. Ryals [] []
Co-creating integrated solutions within business networks: The KAM team as knowledge integrator
–Taru Hakanen [] []
Customer business development: identifying and responding to buyer-implied information preferences
–Gary K. Hunter [] []
Implementing key account management: Intraorganizational practices and associated dilemmas
–Javier Marcos-Cuevas, Satu Nätti, Teea Palo, Lynette J. Ryals [] []
When do they care to share? How manufacturers make contracted service partners share knowledge
–Jelle de Vries, Jeroen Schepers, Arjan van Weele, Wendy van der Valk [] []
Does information and communication technology improve job satisfaction? The moderating role of sales technology orientation
–Yam B. Limbu, C. Jayachandran, Barry J. Babin [] []
The effects of environmental focus and program timing on green marketing performance and the moderating role of resource commitment
–Robert Glenn Richey, Carolyn F. Musgrove, Stephanie T. Gillison, Colin B. Gabler [] []
Managing B2B customer churn, retention and profitability
–Ali Tamaddoni Jahromi, Stanislav Stakhovych, Michael Ewing [] []