지원사업
학술연구/단체지원/교육 등 연구자 활동을 지속하도록 DBpia가 지원하고 있어요.
커뮤니티
연구자들이 자신의 연구와 전문성을 널리 알리고, 새로운 협력의 기회를 만들 수 있는 네트워킹 공간이에요.
초록· 키워드
오류제보하기
Purpose – This study traces the determinants of key account management performance in the garments industry in Bangladesh. The key account management approach involves significant challenges for marketers to manage their strategically important customers and use this approach as a strategic weapon in their selling efforts. This study examines three categories of determinants of key account management performance including operational variables, organizational variables, and relational variables by exploring data from 100% export oriented readymade garments companies in Bangladesh.
Research design, data, and methodology – Data were collected from 30 readymade garments manufacturers, considering a company as a unit of analysis. Using the data, instrument validity and reliability and, subsequently, data normality were examined using the Statistical Package for the Social Sciences (SPSS) software to isolate the important determinants of key account management performance.
Results – The instruments are reliable and the data are reasonably normal.
Conclusion – The study explored and validated the adapted instruments of various operational, organizational, and relational antecedent factors of key account management performance, most of which were thus far ignored.
목차
등록된 정보가 없습니다.
참고문헌 (29)
참고문헌 신청
Abratt, R. / 2002 / Customer-supplier partnerships : perceptions of a successful key account management program / Industrial Marketing Management 31 (5) : 467 ~ 476
Ahmmed, K. / 2014 / Theorizing Length of Relationship as Moderator of Key Account Management Performance-Repeat Order Link. Journal of Economics / Marketing & Management
Al-Husan, F. B. / 2009 / Strategic account management in an emerging economy / Journal of Business & Industrial Marketing 24 (8) : 611 ~ 620
Alreck, P. L. / 1995 / The survey research handbook / Irwin
Atanasova, Y. / 2011 / Global customer team design:Dimensions, determinants, and performance outcomes / Industrial Marketing Management 40 (2) : 278 ~ 289
Ahmmed, K. / 2014 / Theorizing Length of Relationship as Moderator of Key Account Management Performance-Repeat Order Link. Journal of Economics / Marketing & Management
Al-Husan, F. B. / 2009 / Strategic account management in an emerging economy / Journal of Business & Industrial Marketing 24 (8) : 611 ~ 620
Alreck, P. L. / 1995 / The survey research handbook / Irwin
Atanasova, Y. / 2011 / Global customer team design:Dimensions, determinants, and performance outcomes / Industrial Marketing Management 40 (2) : 278 ~ 289
이 논문의 저자 정보
최근 본 자료
댓글(0)
0