Journal of Personal Selling & Sales Management, Volume 17, Issue 4 (1997)

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Journal of Personal Selling & Sales Management, Volume 17, Issue 4 (1997)

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Special Issue on National Account Management

Original Articles

Article
From the Guest Editors
Bob Krapfel & Sanjit Sengupta
Page: iv
Published online: 24 Oct 2013
CitationforFrom the Guest Editors | PDF (53.4 KB)
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Article
Managerial Summaries Fall 1997, Volume XVII, Number 4
Pages: v-xii
Published online: 24 Oct 2013
First Page PreviewforManagerial Summaries Fall 1997, Volume XVII, Number 4 | PDF (669.8 KB)
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Article
Customer-Supplier Partnering: A Strategy Whose Time Has Come
Lisa Napolitano
Pages: 1-8
Published online: 24 Oct 2013
AbstractforCustomer-Supplier Partnering: A Strategy Whose Time Has Come | PDF (4 MB)
  • 301 Views
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Article
Switching Costs in Key Account Relationships
Sanjit Sengupta, Robert E. Krapfel & Michael A. Pusateri
Pages: 9-16
Published online: 24 Oct 2013
AbstractforSwitching Costs in Key Account Relationships | References | PDF (622.2 KB)
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Article
Key Account Management in the Business to Business Field: The Key Account's Point of View
Catherine Pardo
Pages: 17-26
Published online: 24 Oct 2013
AbstractforKey Account Management in the Business to Business Field: The Key Account's Point of View | References | PDF (955.7 KB)
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Article
Who Prefers Key Account Management Programs? An Investigation of Business Buying Behavior and Buying Firm Characteristics
Arun Sharma
Pages: 27-39
Published online: 24 Oct 2013
AbstractforWho Prefers Key Account Management Programs? An Investigation of Business Buying Behavior and Buying Firm Characteristics | References | PDF (847.5 KB)
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Article
Managing Compensation Caps in Key Accounts
Thomas E. Tice
Pages: 41-47
Published online: 24 Oct 2013
AbstractforManaging Compensation Caps in Key Accounts | References | PDF (615.6 KB)
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Article
The Evolution of National Account Management: A Literature Perspective
Dan C. Weilbaker & William A. Weeks
Pages: 49-59
Published online: 24 Oct 2013
AbstractforThe Evolution of National Account Management: A Literature Perspective | References | PDF (1.1 MB)
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Article
National Account Management: Large Account Selling or Buyer-Supplier Alliance?
C. Jay Lambe & Robert E. Spekman
Pages: 61-74
Published online: 24 Oct 2013
AbstractforNational Account Management: Large Account Selling or Buyer-Supplier Alliance? | References | PDF (1.3 MB)
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Article
Broadening the Scope of Relationship Selling
Marvin A. Jolson
Pages: 75-88
Published online: 24 Oct 2013
AbstractforBroadening the Scope of Relationship Selling | References | PDF (1.2 MB)
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Article
Volume XVI, Year in Review
Pages: 89-90
Published online: 24 Oct 2013
CitationforVolume XVI, Year in Review | PDF (84.8 KB)
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