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Article Dans Une Revue Industrial marketing management Année : 2020

Key account selection as a political process : Conceptual foundation and exploratory investigation

Björn Sven Ivens
  • Fonction : Auteur
Catherine Pardo

Résumé

Key account management (KAM) is an approach to sales management in which customers with high strategic importance for a company are identified and receive particular management attention. Selecting KAs is one of the most fundamental processes in KAM. This research aims to provide a detailed understanding of the nature of KA selection. Our qualitative study shows that KA selection is not only a technical process, but has political importance for different actors in a company. Drawing on research on organizational politics and the political economy paradigm we discuss the facets of companies' internal and external power-related, political factors as well as economic, ‘rational’ elements in KA selection. We close with a discussion of implications and avenues for future research.
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Dates et versions

hal-02946092 , version 1 (22-09-2020)

Identifiants

  • HAL Id : hal-02946092 , version 1

Citer

Jasmin Feste, Björn Sven Ivens, Catherine Pardo. Key account selection as a political process : Conceptual foundation and exploratory investigation. Industrial marketing management, 2020, 90, 417-434 p. ⟨hal-02946092⟩

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