Do social capital and relationship quality matter to the key account management effectiveness?

Purpose The purpose of this paper is to investigate the influence of social capital and relationship quality on key account management (KAM) effectiveness. Design/methodology/approach Based on the literature, the authors designed a framework that links social capital, relationship quality and KAM effectiveness. Data were collected through a self-administered questionnaire. Using data from a sample of 172 business-to-business supplier firms, the...