Key account selection as a political process : Conceptual foundation and exploratory investigation
| Autor: | Catherine Pardo, Jasmin Feste, Björn Sven Ivens |
|---|---|
| Přispěvatelé: | emlyon business school, business school, emlyon |
| Jazyk: | angličtina |
| Rok vydání: | 2020 |
| Předmět: |
Key account management
Knowledge management Process (engineering) Political process Political behavior Strategic account management Politics Key account selection Political science 0502 economics and business Conceptual foundation Selection (linguistics) Sales management [SHS.ECO] Humanities and Social Sciences/Economics and Finance Marketing business.industry 05 social sciences Organizational politics [SHS.ECO]Humanities and Social Sciences/Economics and Finance Key (cryptography) [SHS.GESTION]Humanities and Social Sciences/Business administration 050211 marketing KAM process business [SHS.GESTION] Humanities and Social Sciences/Business administration 050203 business & management Qualitative research |
| Zdroj: | Industrial marketing management Industrial marketing management, 2020, 417-434 p |
| ISSN: | 0019-8501 |
| Popis: | 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 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. |
| Databáze: | OpenAIRE |
| Externí odkaz: |
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