Browsing Centre for Globalisation Research (CGR) by Author "LEISCHNIG, AP"
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Key account management as a firm capability
Ivens, B; LEISCHNIG, AP; Pardo, C; Niersbach, B (Elsevier, 2017-11-06)Firms manage numerous inter-organizational relationships. Key account management (KAM) is a concept used to manage a specific subset of these relationships, i.e. a supplier firm's relationships with strategically important ...