Browsing Centre for Globalisation Research (CGR) by Author "Leischnig, A"
Now showing items 1-1 of 1
-
Mind the gap: A process model for diagnosing barriers to key account management implementation
Leischnig, A; Ivens, BS; Niersbach, B; Pardo, C (2018-04)Today, many firms develop and implement key account management (KAM) programs to manage the relationships with strategically important customers. The implementation of KAM programs requires the configuration of special ...