The emergence of various approaches in relationship marketing has transformed business
marketing practices in managing strategic clients. In this direction, firms have embraced Key …

Key account management (KAM) supports the profitability and financial sustainability of firms
in business-to-business markets. It also attracts considerable academic research. However …

An increasing number of companies select strategic customers, who are then treated
differently from standard customers. Thus, the customer-facing function has been divided …

In many academic disciplines, including psychology, sociology, and management studies,
there is broad interest in gender issues. But does this hold true for the literature on key …

Formalization is both an important design factor of key account management (KAM) systems
and a key concept in research on KAM. However, extant research has provided …

Purpose The purpose of this paper is to explore top managers' role in key account
management. Design/methodology/approach The possible actions that could be performed …

Purpose: The present work is aimed to provide a comprehensive overview of the research
landscape in Key Account Management (KAM) and to identify potential knowledge gaps and …

The present research is the first study, which investigates the impact of cross-culture on key
account management. The current academic knowledge in this subject is limited, and …

Companies have always paid particular attention to their most important customers. With
increasing power on the customer side, resulting from account concentration and …

Job dissatisfaction among bank employees may adversely influence the financial
performance of banks due to employee turnover, decreased productivity, poor service …