Key account management: towards a multidimensional definition
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...
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| Format: | Article |
| Language: | English |
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KODISA
2012
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| Online Access: | https://repo.uum.edu.my/id/eprint/20611/1/EAJBM%202%201%202012%205%2013.pdf |
| _version_ | 1825804402544345088 |
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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 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. |
| first_indexed | 2024-07-04T06:13:57Z |
| format | Article |
| id | uum-20611 |
| institution | Universiti Utara Malaysia |
| language | English |
| last_indexed | 2024-07-04T06:13:57Z |
| publishDate | 2012 |
| publisher | KODISA |
| record_format | eprints |
| spelling | uum-206112017-01-26T01:11:00Z https://repo.uum.edu.my/id/eprint/20611/ Key account management: towards a multidimensional definition Ahmmed, Kawsar Mohd Noor, Nor Azila HD28 Management. Industrial Management 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. KODISA 2012 Article PeerReviewed application/pdf en https://repo.uum.edu.my/id/eprint/20611/1/EAJBM%202%201%202012%205%2013.pdf Ahmmed, Kawsar and Mohd Noor, Nor Azila (2012) Key account management: towards a multidimensional definition. The East Asian Journal of Business Management, 2 (1). pp. 5-13. ISSN 2234-3040 http://www.eajbm.org/journal/article.php?code=2660 |
| spellingShingle | HD28 Management. Industrial Management Ahmmed, Kawsar Mohd Noor, Nor Azila Key account management: towards a multidimensional definition |
| title | Key account management: towards a multidimensional definition |
| title_full | Key account management: towards a multidimensional definition |
| title_fullStr | Key account management: towards a multidimensional definition |
| title_full_unstemmed | Key account management: towards a multidimensional definition |
| title_short | Key account management: towards a multidimensional definition |
| title_sort | key account management towards a multidimensional definition |
| topic | HD28 Management. Industrial Management |
| url | https://repo.uum.edu.my/id/eprint/20611/1/EAJBM%202%201%202012%205%2013.pdf |
| work_keys_str_mv | AT ahmmedkawsar keyaccountmanagementtowardsamultidimensionaldefinition AT mohdnoornorazila keyaccountmanagementtowardsamultidimensionaldefinition |