Key account management in the business to business field: the key account's point of view

Catherine Pardo ()
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Catherine Pardo: EM - EMLyon Business School

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Abstract: Discusses the key account management in the business to business field. Reference to a research program set up at the `Institut de Recherche de l'entereprise;' Perceptions a key account may develop according to treatment from his supplier.

Date: 1997-10-01
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Citations: View citations in EconPapers (3)

Published in Journal of Personal Selling and Sales Management, 1997, 17 (4), pp.17-26 P

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02311846

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