Antecedents and Consequence of Key Account Management Success

• 발행기관: 강원대학교 경영경제연구소
• 저자명: Kawsar Ahmmed Nor Azila Mohd. Noor
• 간행물 정보: 『아태비즈니스연구』제4권 제1호, 15~24쪽, 전체 10쪽
• 주제분류: 인문학 > 문학
• 파일형태: PDF
• 발행일자: 2013.06.30

영문 초록

This paper traces the issue of key account management success which has regarded as a pressing concern of many companies’ sales efforts at the organizational business-to-business context. Based on the extensive review of extant literatures, we introduced a theoretical framework that covers the antecedents and consequence of key account management success. We theorized the conditions under which organizational and relational factors influence the success of key account management approach. We endeavor to develop research propositions for each construct and provide necessary suggestions to isolate a platform for future empirical research. Beyond this span, an improved under-standing from this framework will help developing policies for successful key account management approach.

목차

1. Introductions

2. Literature Review

3. Theoretical Framework and Propositions

4. Discussion

키워드

Key account management success Business-to-business relationship Social exchange theory Joint working