Key Account Management and Quality in Business-to-Business Relationships

Other literature type English OPEN
Ojasalo, Jukka;
(2000)
  • Publisher: Swedish School of Economics and Business Administration
  • Subject: key account management | national account management | strategic account management | business-to-business relationships | relationship marketing | customer relationship managemen | quality management | strategic marketing management | Marketing

What are the main elements of successful Key Account Management (KAM)? What is the nature of quality for the company and for the individual in business-to-business relationships? What kind of managerial practices are required at the company and individual level in Key A... View more
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