Relational antecedents an consequence of key account management performance: A review, framework and research agenda
The present paper traces the issue of key account management performance which has regarded as a pressing concern of many supplier companies’ sales efforts. Based on the social exchange theory, researcher theorized and hypothesized the conditions under which relational factors including supplier rel...
| Main Authors: | , |
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| Format: | Article |
| Language: | English |
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School of Business Innovation and Technopreneurship of Universiti Malaysia Perlis (UniMAP)
2014
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| Online Access: | https://repo.uum.edu.my/id/eprint/12466/1/ijbt_vol_4_feb_2014_2.pdf |
| _version_ | 1825803012960944128 |
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| author | Ahmmed, Kawsar Mohd Noor, Nor Azila |
| author_facet | Ahmmed, Kawsar Mohd Noor, Nor Azila |
| author_sort | Ahmmed, Kawsar |
| collection | UUM |
| description | The present paper traces the issue of key account management performance which has regarded as a pressing concern of many supplier companies’ sales efforts. Based on the social exchange theory, researcher theorized and hypothesized the conditions under which relational factors including supplier relational investment, perceived buyer relational investment and relational intimacy influence key account management performance and its resulting impact on repeat order. Researcher also theorized the moderating role of length of relationship on key account management performance-repeat order relationship. Several theoretical and practical implications are provided along with suggestions and limitations to isolate a platform for future research directions. Additionally, an improved understanding from this framework will help developing policies for effective key account management in Business-to-business relationship. |
| first_indexed | 2024-07-04T05:49:59Z |
| format | Article |
| id | uum-12466 |
| institution | Universiti Utara Malaysia |
| language | English |
| last_indexed | 2024-07-04T05:49:59Z |
| publishDate | 2014 |
| publisher | School of Business Innovation and Technopreneurship of Universiti Malaysia Perlis (UniMAP) |
| record_format | eprints |
| spelling | uum-124662016-04-17T06:16:27Z https://repo.uum.edu.my/id/eprint/12466/ Relational antecedents an consequence of key account management performance: A review, framework and research agenda Ahmmed, Kawsar Mohd Noor, Nor Azila HD28 Management. Industrial Management The present paper traces the issue of key account management performance which has regarded as a pressing concern of many supplier companies’ sales efforts. Based on the social exchange theory, researcher theorized and hypothesized the conditions under which relational factors including supplier relational investment, perceived buyer relational investment and relational intimacy influence key account management performance and its resulting impact on repeat order. Researcher also theorized the moderating role of length of relationship on key account management performance-repeat order relationship. Several theoretical and practical implications are provided along with suggestions and limitations to isolate a platform for future research directions. Additionally, an improved understanding from this framework will help developing policies for effective key account management in Business-to-business relationship. School of Business Innovation and Technopreneurship of Universiti Malaysia Perlis (UniMAP) 2014-02 Article PeerReviewed application/pdf en https://repo.uum.edu.my/id/eprint/12466/1/ijbt_vol_4_feb_2014_2.pdf Ahmmed, Kawsar and Mohd Noor, Nor Azila (2014) Relational antecedents an consequence of key account management performance: A review, framework and research agenda. The International Journal of Business and Technopreneurship (IJBT), 4 (1). pp. 21-45. ISSN 2231-7090 http://ijbt.unimap.edu.my/ |
| spellingShingle | HD28 Management. Industrial Management Ahmmed, Kawsar Mohd Noor, Nor Azila Relational antecedents an consequence of key account management performance: A review, framework and research agenda |
| title | Relational antecedents an consequence of key account management performance: A review, framework and research agenda |
| title_full | Relational antecedents an consequence of key account management performance: A review, framework and research agenda |
| title_fullStr | Relational antecedents an consequence of key account management performance: A review, framework and research agenda |
| title_full_unstemmed | Relational antecedents an consequence of key account management performance: A review, framework and research agenda |
| title_short | Relational antecedents an consequence of key account management performance: A review, framework and research agenda |
| title_sort | relational antecedents an consequence of key account management performance a review framework and research agenda |
| topic | HD28 Management. Industrial Management |
| url | https://repo.uum.edu.my/id/eprint/12466/1/ijbt_vol_4_feb_2014_2.pdf |
| work_keys_str_mv | AT ahmmedkawsar relationalantecedentsanconsequenceofkeyaccountmanagementperformanceareviewframeworkandresearchagenda AT mohdnoornorazila relationalantecedentsanconsequenceofkeyaccountmanagementperformanceareviewframeworkandresearchagenda |