Table of contents
The selection and organization of national accounts: a North American perspective
James Boles, Wesley Johnston, Alston GardnerExamines possible reasons behind the current rapid growth of national accounts. In particular, it examines how relationship marketing/selling has increased the need for national…
Key account management in the business‐to‐business field: a French overview
Catherine PardoAims to analyze the process of key account management in the industrial sector by highlighting the most recurrent problems that arise linked to this process. The research is based…
Key accounts: effectively managing strategic complexity
Robert SpencerThis case study is the result of in‐depth investigation into a major Swedish multinational company in the data processing and computer equipment field. Addresses the issue of key…
Designing account management organizations
Marion A. Kempeners, Hein W. van der HartOrganizational structures of account management systems are one of the most interesting and controversial parts of account management systems, because of the variety of…
Processual issues in key account management: underpinning the customer‐facing organisation
Tony Millman, Kevin WilsonAddresses the question of how to make key account management processes in industrial and business‐to‐business markets more customer focused. Considers the processual issues…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota