Top managers’ role in key account management
Volume: 34, Issue: 5, Pages: 977 - 993
Published: Jun 3, 2019
Abstract
Purpose The purpose of this paper is to explore top managers’ role in key account management. Design/methodology/approach The possible actions that could be performed by a top manager were investigated in 12 case studies. These actions were grouped into key account managers and teams, culture, engagement and knowledge, organizational structure/conditions and customers and markets. Findings Top managers (TMs) informally evaluate teams and key...
Paper Details
Title
Top managers’ role in key account management
Published Date
Jun 3, 2019
Volume
34
Issue
5
Pages
977 - 993
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