Drivers and performance implications of international key account management capability

Jean, Ruey-Jer “Bryan”, Rudolf Sinkovics (), Daekwan Kim and Yong Kyu Lew

International Business Review, 2015, vol. 24, issue 4, 543-555

Abstract: Key account management plays a pivotal role for managers and practitioners in the maintenance of successful customer–supplier relationships. Yet, little is known conceptually or empirically about how suppliers can move beyond market scanning and develop international key account management capabilities in international customer–supplier relationships.

Keywords: Cultural distance; Information technology; International exchange relationships; International key account management capabilities; Market scanning (search for similar items in EconPapers)
Date: 2015
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Citations: View citations in EconPapers (9)

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DOI: 10.1016/j.ibusrev.2014.10.011

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