Strategic Account Management: Conceptualizing, Integrating, and extending the Domain From Fluid to Dedicated accounts

This paper proposes a conceptualization of strategic account management that integrates and builds upon several related literatures (e.g., key account management, national account management, major account management, large account management). It proposes that the extant literature is myopic in def...

Ausführliche Beschreibung

Bibliographische Detailangaben

Veröffentlicht in:	The Journal of personal selling & sales management 2012-01, Vol.32 (1), p.41-56
Hauptverfasser:	Bradford, Kevin D., Challagalla, Goutam N., Hunter, Gary K., Moncrief, William C.
Format:	Artikel
Sprache:	eng
Schlagworte:	Business entities Conceptualization Corporate strategies Customers Industrial management Personal selling Sales management Sales strategies Sales volume Salespeople Studies Success factors Teams
Online-Zugang:	Volltext
Tags:	Tag hinzufügen Keine Tags, Fügen Sie den ersten Tag hinzu!