Determinants Of Key Account Management Effectiveness - Softcover

Han Fei, Wong; Abdul Hamid, Abu Bakar; Asgari, Ali

 
9783659498374: Determinants Of Key Account Management Effectiveness
Softcover
ISBN 10: 3659498378 ISBN 13: 9783659498374
Verlag: LAP LAMBERT Academic Publishing, 2014

Inhaltsangabe

Key Account Management (KAM) has been described as a relationship oriented marketing approach to deal with major customers in business-to-business (B2) markets. Increasing emphasis on KAM is one of the most fundamental changes in marketing organizations, yet is under-researched and not fully understood. The objectives of this study is to explore the relationships between top management involvement, use of teams, esprit de corps, access to sales and marketing resources and KAM effectiveness.

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Über die Autorin bzw. den Autor

Obtained his Master of Management and Bachelor of Business from Universiti Teknologi Malaysia (UTM) and La Trobe University Australia respectively. He has worked in the sales and marketing position for the pass 10 years in established chemical trading company. His main area of research interest are key account management (KAM), sales and marketing.

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Verlag
LAP LAMBERT Academic Publishing
Erscheinungsdatum
2014
Sprache
Englisch
ISBN 10 
3659498378
ISBN 13 
9783659498374
Einband
Taschenbuch
Anzahl der Seiten
140
Kontakt zum Hersteller
Nicht verfügbar
Verantwortliche Person
Editions Vie
customerservice@vdm-vsg.de

Brivibas gatve 197
Riga
1039
Lettland