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Journal of Personal Selling & Sales Management Volume 17, 1997 - Issue 4: Special Issue on National Account Management
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Original Articles

Switching Costs in Key Account Relationships

Sanjit SenguptaSaryit Sengupta is Associate Professor of Marketing at San Francisco State University. His research on strategic alliances has been published in the Journal of International Marketing, Journal of Marketing, Journal of Product Innovation Management, Marketing Letters, and Marketing Management. He began his business career as a sales representative in the computer industry in India.
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Robert E. KrapfelRobert E. Krapfel is Associate Professor at the Maryland Business School. He studies tools and techniques used to build long-term buyer-seller relationships. Currently, he is focused on examining the role that electronic commerce can play in building those relationships.
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Michael A. PusateriMichael A. Pusateri is Vice President of Interactive Sales and Marketing for Marriott International. His responsibilities include Marriott's Internationals ‘internet and intranet strategies as well as Marriotts’ consumer website. He is also responsible for alliance activities with technology marketing companies and global distribution systems.
Pages 9-16 | Published online: 24 Oct 2013

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