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A conceptual framework of global account management capabilities and firm performance
Implementation of Key Account Management: Who, why, and how?: An exploratory study on the current implementation of Key Account Management programs
Relationship equity and switching behavior in the adoption of new telecommunication services
Relational selling strategy and key account managers' relational behaviors: An exploratory study
Managing customer relationships: Account manager turnover and effective account management
Are key account relationships different? Empirical results on supplier strategies and customer reactions
Organizational factors enhancing customer knowledge utilization in the management of key account relationships
Relationship management: A sales role, or a state of mind?: An investigation of functions and attitudes across a business-to-business sales force
What's next in key account management research? Building the bridge between the academic literature and the practitioners' priorities
Value creation and firm sales performance: The mediating roles of strategic account management and relationship perception
Attitudes and behaviours of key account managers: Are they really any different to senior sales professionals?
Do key account managers focus too much on commercial performance? A cognitive mapping application
Environmental factors influencing the management of key accounts in an Arab Middle Eastern context
Drivers and performance implications of international key account management capability
The organizational implications of implementing key account management: A case-based examination
Linking key account management practices to performance outcomes
Key account management in China: Insights from a Chinese supplier