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학술연구/단체지원/교육 등 연구자 활동을 지속하도록 DBpia가 지원하고 있어요.
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연구자들이 자신의 연구와 전문성을 널리 알리고, 새로운 협력의 기회를 만들 수 있는 네트워킹 공간이에요.
논문 기본 정보
- 자료유형
- 학술저널
- 저자정보
- 저널정보
- 한국유통과학회 Asian Journal of Business Environment The East Asian Journal of Business Management 제2권 제1호
- 발행연도
- 2012.3
- 수록면
- 5 - 13 (9page)
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초록· 키워드
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The aim of this paper is to propose an integrative definition of key account management (KAM) at the organizational level through a content analysis of the existing definitions of KAM available in the business literatures. A representative pool of definitions of key account management was generated through literature review from twenty three journals that covers the divergence of name variety like global account management, strategic account management, national account management, international key account management, key client management, major account management, key customers management and key account management. Relating to the definition of key account management various attributes are identified through content analysis and according to the relevance, profile for each attributes are developed. On the basis of these attributes a diagrammatic and textual definition is proposed that covers the different standpoints and aspects of key account management approach and captures its essence as well. Eventually, several strategic implications are derived that create the field for further empirical investigation.
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참고문헌 (95)
참고문헌 신청
Abratt, R. / 2002 / Customer-supplier partnerships : Perceptions of a successful key account management program / Industrial Marketing Management 31(5):467~476
Al-Husan, F.B. / 2009 / Strategic account management in an emerging economy / Journal of Business & Industrial Marketing 24(8):611~620
Backer, Y.D. / 2005 / Key account management : Creating added value in European hospitals / Journal of Medical Marketing 5(3):219~229
Baregheh, A. / 2009 / Towards a multidisciplinary definition of innovation / Management Decision 47(8):1323~1339
Barrett, J. / 1986 / Why major account selling works / Industrial Marketing Management 15(1):63~73
Al-Husan, F.B. / 2009 / Strategic account management in an emerging economy / Journal of Business & Industrial Marketing 24(8):611~620
Backer, Y.D. / 2005 / Key account management : Creating added value in European hospitals / Journal of Medical Marketing 5(3):219~229
Baregheh, A. / 2009 / Towards a multidisciplinary definition of innovation / Management Decision 47(8):1323~1339
Barrett, J. / 1986 / Why major account selling works / Industrial Marketing Management 15(1):63~73
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