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Key Account Management - Abstract

Authors

Christian Homburg (homburg@bwl.uni-mannheim.de), University of Mannheim
Torsten Bornemann (
tbornemann@bwl.uni-mannheim.de), University of Mannheim

Abstract

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.

    As the authors retain the copyright to their chapters, only they have the right to use or distribute their chapter. If you would like a copy of this chapter, please contact the author or authors directly through their emails included above.

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