Determinants Of Key Account Management Effectiveness - Couverture souple

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

 
9783659498374: Determinants Of Key Account Management Effectiveness
Couverture souple
ISBN 10 : 3659498378 ISBN 13 : 9783659498374
Editeur : LAP LAMBERT Academic Publishing, 2014

Synopsis

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.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

Présentation de l'éditeur

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.

Biographie de l'auteur

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.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
LAP LAMBERT Academic Publishing
Date d'édition
2014
Langue
anglais
ISBN 10 
3659498378
ISBN 13 
9783659498374
Reliure
Broché
Nombre de pages
140
Coordonnées du fabricant
non disponible
Personne responsable
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