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Top management commitment and involvement and their link to key account management effectiveness

Nektarios Tzempelikos (Lord Ashcroft International Business School, Anglia Ruskin University, Cambridge, UK)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 3 February 2015

Abstract

Purpose

The purpose of the study is to examine the role of top management in effective key account management (KAM) relationships, making a distinction between top management commitment and top management involvement.

Design/methodology/approach

The study uses data from 304 suppliers from different sectors to test the research model and hypotheses developed. Data were collected by means of personal interviews. The survey instrument was a structured questionnaire.

Findings

Results show that top management commitment positively affects top management involvement. In addition, top management involvement totally mediates the relationship between top management commitment and relationship quality. Finally, relationship quality positively relates to financial performance.

Research limitations/implications

The study focuses on the role of top management in KAM. Future research that considers the top management’s role simultaneously with other internal or external factors would provide a more comprehensive understanding of the antecedents of effective KAM. Future studies can also examine the potential detrimental impact of top management involvement in KAM.

Practical implications

Top managers should get actively involved in KAM. The study provides managers with guidance concerning how top management can have the greatest effect on KAM effectiveness.

Originality/value

The study adds to our understanding of the role of top management in KAM. The study provides an integrative empirical examination of the influence of top management in KAM and offer insights on which ways top management determines KAM success.

Keywords

Acknowledgements

© Tzemplikos. Published by Emerald Group Publishing Limited. This article is published under the Creative Commons Attribution (CC BY 3.0) licence. Anyone may reproduce, distribute, translate and create derivative works of this article (for both commercial & non-commercial purposes), subject to full attribution to the original publication and authors. The full terms of this licence may be seen at http://creativecommons.org/licences/by/3.0/legalcode

Citation

Tzempelikos, N. (2015), "Top management commitment and involvement and their link to key account management effectiveness", Journal of Business & Industrial Marketing, Vol. 30 No. 1, pp. 32-44. https://doi.org/10.1108/JBIM-12-2012-0238

Publisher

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Emerald Group Publishing Limited

Copyright © 2015, Authors