Which resources and capabilities underpin strategic key account management?
| Autor: | Javier Marcos Cuevas, Mika Gabrielsson, Rodrigo Guesalaga, Beth Rogers, Lynette Ryals |
|---|---|
| Jazyk: | angličtina |
| Rok vydání: | 2018 |
| Předmět: |
Marketing
Key account management Knowledge management business.industry 05 social sciences Marketing Advertising and Sales Resource-based theory Resource based theory Competitive advantage Strategic account management Resource (project management) 0502 economics and business Financial sustainability 050211 marketing Profitability index Business Practical implications 050203 business & management |
| Zdroj: | 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 |
| ISSN: | 2381-3652 |
| DOI: | 10.1016/j.indmarman.2018.05.006 |
| Popis: | 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 conceptual foundations. This paper argues for an organizational-level, resource-based view of KAM. Using a systematic approach, the authors review the KAM literature to identify the critical resources and capabilities that underpin strategic KAM. The analysis synthesizes and integrates previous research on KAM applying a resource-based lens to reveal that strategic KAM comprises complex portfolios of resources and capabilities that constitute a source of competitive advantage. The authors discuss the theoretical and practical implications of this unique view of KAM and identify directions for further research. |
| Databáze: | OpenAIRE |
| Externí odkaz: |
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