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Key Account Management - Abstract


Christian Homburg (, University of Mannheim
Torsten Bornemann (, University of Mannheim


On the basis of an up-to-date review of relevant research findings, this chapter provides insight into the implementation and performance implications of key account management (KAM). Aspects addressed involve the theoretical underpinnings and the conceptualization of KAM, prototypical approaches to KAM, and relational as well as financial performance outcomes of KAM. Moreover, determinants of KAM effectiveness both at the organizational and the individual level are discussed. The chapter closes with implications for managerial practice and an agenda for future research.

    The Handbook of Business-to-Business Marketing

    This chapter is part of the ISBM Handbook of Business-to-Business Marketing, edited by Professors Gary Lilien and Raj Grewal. The Handbook of Business-to-Business Marketing is available from Edward Elgar Publishing and other online book retailers.

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