EconStor >
Freie Universität Berlin >
jbm - Journal of Business Market Management >
jbm - Journal of Business Market Management >

Please use this identifier to cite or link to this item:

Full metadata record

DC FieldValueLanguage
dc.contributor.authorGounaris, Spirosen_US
dc.contributor.authorTzempelikos, Nektariosen_US
dc.identifier.citationjbm - Journal of Business Market Management 5 2012 3 173-194en_US
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.publisherFreie Universität Berlin, Marketing-Department Berlinen_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.titleConceptualization and measurement of key account management orientationen_US
Appears in Collections:jbm - Journal of Business Market Management

Files in This Item:
File Description SizeFormat
727081160.pdf969.29 kBAdobe PDF
No. of Downloads: Counter Stats
Show simple item record
Download bibliographical data as: BibTeX

Items in EconStor are protected by copyright, with all rights reserved, unless otherwise indicated.