Farewell to the pricing manager: new ecosystem captains drive profits via pricing

Autor: Hinterhuber, Andreas, Quancard, Bernard

Publikováno v: Journal of Business Strategy, 2019, Vol. 40, Issue 4, pp. 18-27.

Externí odkaz: http://www.emeraldinsight.com/doi/10.1108/JBS-04-2019-0066

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

Autor: Catherine Pardo, Jasmin Feste, Björn Sven Ivens

Publikováno v: Industrial marketing management
Industrial marketing management, 2020, 417-434 p

International audience; 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 funda

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::8c085c8a37f70a42a6159b78be4bd02d
https://hal.archives-ouvertes.fr/hal-02946092

Which resources and capabilities underpin strategic key account management?

Autor: Javier Marcos Cuevas, Mika Gabrielsson, Rodrigo Guesalaga, Beth Rogers, Lynette Ryals

Publikováno v: Guesalaga, R, Gabrielsson, M, Rogers, B, Ryals, L & Marcos Cuevas, J 2018, ' Which resources and capabilities underpin strategic key account management? ', Industrial Marketing Management . https://doi.org/10.1016/j.indmarman.2018.05.006

Key account management (KAM) supports the profitability and financial sustainability of firms in business-to-business markets. It also attracts considerable academic research. However, KAM research remains largely atheoretical and lacking in conceptu

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::46e75605ea8f4719c638126f5bd5cccf
http://dspace.lib.cranfield.ac.uk/handle/1826/13468

Strategic Account Management as a value co-creation selling model in the Pharmaceutical Industry

Autor: Elias Hadjielias, Francois Pilon

Purpose This study aims to explore the dynamics enabling strategic account management (SAM) to function as a value co-creation selling model in the pharmaceutical industry. Design/methodology/approach Using an inductive qualitative research design, d

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::54650ecd94645861f30b3f05d2f11f0e
https://clok.uclan.ac.uk/16490/1/PDF_Proof.PDF