Browsing Centre for Globalisation Research (CGR) by Author "Pardo, C"
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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 ... -
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 ...