Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/66011 
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dc.contributor.authorGounaris, Spirosen
dc.contributor.authorTzempelikos, Nektariosen
dc.date.accessioned2012-11-06T15:14:11Z-
dc.date.available2012-11-06T15:14:11Z-
dc.date.issued2012-
dc.identifier.citation|ajbm - Journal of Business Market Management|v5|h3|nFreie Universität Berlin, Marketing-Department|lBerlin|y2012|p173-194en
dc.identifier.piurn:nbn:de:0114-jbm-v5i3.222en
dc.identifier.urihttp://hdl.handle.net/10419/66011-
dc.description.abstractEven though the importance of Key Account Management (KAM) in building long term buyer-seller relationships is widely recognized in literature this long term perspective of KAM lacks appropriate empirical examination. The purpose of this study is to propose a conceptualization of Key Account Management Orientation (KAMO) as well as to derive an empirical based measure of it. In doing so, we first establish the construct through qualitative research and then using quantitative data from 304 personally administrated interviews we examined the psychometric attributes of the proposed construct. A set of attitude-related and behavior-related dimensions emerge from the study which aggregate to KAMO as a higher-order construct.en
dc.language.isoengen
dc.publisher|aFreie Universität Berlin, Marketing-Department |cBerlinen
dc.subject.ddc650en
dc.subject.keywordkey account managementen
dc.subject.keywordempirical studyen
dc.subject.keywordbusiness-to-business marketingen
dc.subject.stwKey-Account Managementen
dc.subject.stwB-to-B-Marketingen
dc.subject.stwFaktorenanalyseen
dc.titleConceptualization and measurement of key account management orientation-
dc.typeArticleen
dc.identifier.ppn727081160en
dc.rights.licensehttp://creativecommons.org/licenses/by-nd/3.0/en
dc.identifier.repecRePEc:zbw:fubjbm:66011en
econstor.citation.journaltitlejbm - Journal of Business Market Managementen
econstor.citation.volume5en
econstor.citation.issue3en
econstor.citation.publisherFreie Universität Berlin, Marketing-Departmenten
econstor.citation.publisherplaceBerlinen
econstor.citation.year2012en
econstor.citation.startpage173en
econstor.citation.endpage194en

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