Advanced search
Publication Cover
Journal of Strategic Marketing Volume 21, 2013 - Issue 2
Submit an article Journal homepage
895
Views
14
CrossRef citations to date
0
Altmetric
Papers

Approaching Key Account Management from a long-term perspective

Nektarios Tzempelikos Lord Ashcroft International Business School, Anglia Ruskin University, East Road, Cambridge, CB1 1PT, UKCorrespondence[email protected]
&
Spiros Gounaris Department of Marketing, University of Strathclyde Business School, Stehnhouse Building, 173 Cathedral Street, Glasgow, G4 0RQ, UK
Pages 179-198 | Received 19 Sep 2011, Accepted 06 Nov 2012, Published online: 22 Feb 2013

Citations (14)

Keep up to date with the latest research on this topic with citation updates for this article.

Subscribe to citation updates

Read on this site (2)

Christian Lautenschlager & Nektarios Tzempelikos. (2021) Innovation in Key Account Management: Identification of Research Trends and Knowledge Gaps. Journal of Business-to-Business Marketing 28:2, pages 149-167.
Read now
Lesley E. Murphy & Joseph P. Coughlan. (2018) Does it pay to be proactive? Testing proactiveness and the joint effect of internal and external collaboration on key account manager performance. Journal of Personal Selling & Sales Management 38:2, pages 205-219.
Read now

Articles from other publishers (12)

Sadasivan Pillai Sandesh, Sreejesh .S & Justin Paul. (2023) Key account management in B2B marketing: A systematic literature review and research agenda. Journal of Business Research 156, pages 113541.
Crossref
Berenika B. Hengstebeck, Roland Kassemeier & Jan Wieseke. (2022) What comprises a successful key account manager? Differences in the drivers of sales performance between key account managers and regular salespeople. Industrial Marketing Management 106, pages 392-404.
Crossref
Giancarlo Pereira, Nektarios Tzempelikos, Luiz Reni Trento, Carlos Renato Trento, Miriam Borchardt & Claudia Viviane Viegas. (2019) Top managers’ role in key account management. Journal of Business & Industrial Marketing 34:5, pages 977-993.
Crossref
Rodrigo Guesalaga, Mika Gabrielsson, Beth Rogers, Lynette Ryals & Javier Marcos Cuevas. (2018) Which resources and capabilities underpin strategic key account management?. Industrial Marketing Management 75, pages 160-172.
Crossref
Fawaz Baddar ALHussan, Faten Baddar AL-Husan & Lulu Alhesan. (2017) The role of senior executives in managing key customers in Arab context. Journal of Business & Industrial Marketing 32:6, pages 825-835.
Crossref
Yong J Wang, Peter LaPlaca, Ying Zhu, Andy Wei Hao, Chiquan Guo & Yongchuan Bao. (2017) Streamlining interfunctional coordination in industrial SMEs. Journal of General Management 42:3, pages 31-40.
Crossref
Björn S. Ivens & Catherine PARDO. (2016) Managerial implications of research on inter-organizational interfaces. IMP Journal 10:1, pages 25-49.
Crossref
Olivier Mamavi, Haithem Nagati, Gilles Pache & Frederick T. Wehrle. (2015) How does performance history impact supplier selection in public sector?. Industrial Management & Data Systems 115:1, pages 107-128.
Crossref
Hefu Liu, Weiling Ke, Kwok Kee Wei & Zhongsheng Hua. (2014) Moderating Role of Ownership Type in the Relationship between Market Orientation and Supply Chain Integration in E-Business in China. Journal of Global Information Management 22:4, pages 34-53.
Crossref
Iain A. Davies & Lynette J. Ryals. (2014) The effectiveness of Key Account Management practices. Industrial Marketing Management 43:7, pages 1182-1194.
Crossref
Rodrigo Guesalaga. (2014) Top management involvement with key accounts: The concept, its dimensions, and strategic outcomes. Industrial Marketing Management 43:7, pages 1146-1156.
Crossref
Fawaz Baddar ALHussan, Faten Baddar AL-Husan & Chavi C.-Y. Fletcher-Chen. (2014) Environmental factors influencing the management of key accounts in an Arab Middle Eastern context. Industrial Marketing Management 43:4, pages 592-602.
Crossref

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Order Reprints Request Corporate Permissions

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

Request Academic Permissions

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.

Related research

People also read lists articles that other readers of this article have read.

Recommended articles lists articles that we recommend and is powered by our AI driven recommendation engine.

Cited by lists all citing articles based on Crossref citations.
Articles with the Crossref icon will open in a new tab.