| dc.creator |
Guesalaga, Rodrigo |
|
| dc.creator |
Gabrielsson, Mika |
|
| dc.creator |
Rogers, Beth |
|
| dc.creator |
Ryals, Lynette |
|
| dc.creator |
Marcos Cuevas, Javier |
|
| dc.date |
2018-09-10T13:33:36Z |
|
| dc.date |
2018-09-10T13:33:36Z |
|
| dc.date |
2018-05-25 |
|
| dc.date.accessioned |
2022-05-25T16:38:22Z |
|
| dc.date.available |
2022-05-25T16:38:22Z |
|
| dc.identifier |
Rodrigo Guesalaga, Mika Gabrielsson, Beth Rogers., et al., Which resources and capabilities underpin strategic key account management? Industrial Marketing Management, Volume 75, November 2018, Pages 160-172 |
|
| dc.identifier |
0019-8501 |
|
| dc.identifier |
https://doi.org/10.1016/j.indmarman.2018.05.006 |
|
| dc.identifier |
http://dspace.lib.cranfield.ac.uk/handle/1826/13468 |
|
| dc.identifier |
21249596 |
|
| dc.identifier.uri |
http://localhost:8080/xmlui/handle/CUHPOERS/182325 |
|
| dc.description |
Key account management (KAM) supports the profitability and financial sustainability of firms in business-to-business markets. It also attracts considerable academic research. However, KAM research remains largely atheoretical and lacking in conceptual foundations. This paper argues for an organizational-level, resource-based view of KAM. Using a systematic approach, the authors review the KAM literature to identify the critical resources and capabilities that underpin strategic KAM. The analysis synthesizes and integrates previous research on KAM applying a resource-based lens to reveal that strategic KAM comprises complex portfolios of resources and capabilities that constitute a source of competitive advantage. The authors discuss the theoretical and practical implications of this unique view of KAM and identify directions for further research. |
|
| dc.language |
en |
|
| dc.publisher |
Elsevier |
|
| dc.rights |
Attribution 4.0 International |
|
| dc.rights |
http://creativecommons.org/licenses/by/4.0/ |
|
| dc.subject |
Key account management |
|
| dc.subject |
Strategic account management |
|
| dc.subject |
Resource-based theory |
|
| dc.title |
Which resources and capabilities underpin strategic key account management? |
|
| dc.type |
Article |
|