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http://hdl.handle.net/10419/66011
  

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dc.contributor.authorGounaris, Spirosen_US
dc.contributor.authorTzempelikos, Nektariosen_US
dc.date.accessioned2012-11-06T15:14:11Z-
dc.date.available2012-11-06T15:14:11Z-
dc.date.issued2012en_US
dc.identifier.citationjbm - Journal of Business Market Management 5 2012 3 173-194en_US
dc.identifier.piurn:nbn:de:0114-jbm-v5i3.222en_US
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_US
dc.language.isoengen_US
dc.publisherFreie Universität Berlin, Marketing-Department Berlinen_US
dc.subject.ddc650en_US
dc.subject.keywordkey account managementen_US
dc.subject.keywordempirical studyen_US
dc.subject.keywordbusiness-to-business marketingen_US
dc.subject.stwKey-Account Managementen_US
dc.subject.stwB-to-B-Marketingen_US
dc.subject.stwFaktorenanalyseen_US
dc.titleConceptualization and measurement of key account management orientationen_US
dc.typeArticleen_US
dc.identifier.ppn727081160en_US
dc.rights.licensehttp://creativecommons.org/licenses/by-nd/3.0/en_US
dc.identifier.repecRePEc:zbw:fubjbm:66011-
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