search query: @freeterm KEY ACCOUNT MANAGEMENT / total: 2
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| Author: | Abratt, R. Kelly, P.M. |
| Title: | Customer-supplier partnerships: perceptions of a successful key account management program |
| Journal: | Industrial Marketing Management
2002 : AUG, VOL. 31:5, p. 467-476 |
| Index terms: | CUSTOMER RELATIONS SALES MANAGEMENT SUPPLIERS |
| Freeterms: | KEY ACCOUNT MANAGEMENT |
| Language: | eng |
| Abstract: | Key account management (KAM) is regarded as one of the significant marketing trends over the last few years. This study investigated the percpetions of suppliers and key account customers regarding the success factors of customer-supplier partnership. The results are reported from a survey of 92 suppliers and 98 key account customers. |
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