FRINK Linked Data Fragments server

Matches in SemOpenAlex for { <https://semopenalex.org/work/W2016263735> ?p ?o ?g. }

• W2016263735 endingPage "50" @default.
• W2016263735 startingPage "33" @default.
• W2016263735 abstract "ABSTRACT Purpose: The purpose of this study is to propose a conceptualization and empirical validation of Key Account Management Orientation (KAMO), a multidimensional construct integrating attitude- and behavior-related set of values toward key account management (KAM) and to explore potential influences on different aspects of KAM effectiveness. Design/Methodology/Approach: A series of in-depth interviews were conducted for the development of KAMO. Once this was achieved, the main quantitative study was conducted by collecting data from 304 suppliers from different sectors. Findings: Findings suggest that KAMO influences financial as well as nonfinancial performance. Findings also confirm the mediating role of relationship quality and relational capabilities in this relationship. Research Limitations/Implications: The dimensions that comprise KAMO may not be just antecedents but also consequences of an effective KAM program. Future longitudinal studies will allow deepening our understanding of the relationships between the variables. Practical Implications: Suppliers who adopt KAMO as part of their philosophy are likely to achieve superior business performance both financial and nonfinancial. Suppliers should shift from the traditional sales management approach toward KAM to a more relationship-oriented philosophy if they seek to enjoy full benefits from a KAM relationship. Originality/Value: This is the first study to provide a comprehensive and empirically valid measure of a supplier's KAMO. The study sets the management of KAM relationships within a broader relationship marketing framework." @default.
• W2016263735 created "2016-06-24" @default.
• W2016263735 creator A5015767565 @default.
• W2016263735 creator A5063706172 @default.
• W2016263735 date "2013-01-01" @default.
• W2016263735 modified "2023-09-27" @default.
• W2016263735 title "Key Account Management Orientation and Its Implications: A Conceptual and Empirical Examination" @default.
• W2016263735 cites W1965796209 @default.
• W2016263735 cites W1967968613 @default.
• W2016263735 cites W1971673632 @default.
• W2016263735 cites W1975733460 @default.
• W2016263735 cites W1981015474 @default.
• W2016263735 cites W1984037412 @default.
• W2016263735 cites W1984536024 @default.
• W2016263735 cites W1987258130 @default.
• W2016263735 cites W1995630835 @default.
• W2016263735 cites W1996422327 @default.
• W2016263735 cites W1999467916 @default.
• W2016263735 cites W2001916972 @default.
• W2016263735 cites W2008102327 @default.
• W2016263735 cites W2008544042 @default.
• W2016263735 cites W2010812063 @default.
• W2016263735 cites W2011025286 @default.
• W2016263735 cites W2011624454 @default.
• W2016263735 cites W2012562583 @default.
• W2016263735 cites W2018418427 @default.
• W2016263735 cites W2024522499 @default.
• W2016263735 cites W2028224407 @default.
• W2016263735 cites W2030194122 @default.
• W2016263735 cites W2030483771 @default.
• W2016263735 cites W2041552174 @default.
• W2016263735 cites W2047575389 @default.
• W2016263735 cites W2051592366 @default.
• W2016263735 cites W2053107404 @default.
• W2016263735 cites W2055527393 @default.
• W2016263735 cites W2057291805 @default.
• W2016263735 cites W2058071382 @default.
• W2016263735 cites W2060855982 @default.
• W2016263735 cites W2063171415 @default.
• W2016263735 cites W2064061789 @default.
• W2016263735 cites W2064734368 @default.
• W2016263735 cites W2065145389 @default.
• W2016263735 cites W2068775472 @default.
• W2016263735 cites W2070460210 @default.
• W2016263735 cites W2072987029 @default.
• W2016263735 cites W2073656120 @default.
• W2016263735 cites W2073776912 @default.
• W2016263735 cites W2076517367 @default.
• W2016263735 cites W2078220492 @default.
• W2016263735 cites W2084908477 @default.
• W2016263735 cites W2090266480 @default.
• W2016263735 cites W2102239289 @default.
• W2016263735 cites W2103686707 @default.
• W2016263735 cites W2109174512 @default.
• W2016263735 cites W2116970003 @default.
• W2016263735 cites W2118016181 @default.
• W2016263735 cites W2134591614 @default.
• W2016263735 cites W2137247419 @default.
• W2016263735 cites W2145443603 @default.
• W2016263735 cites W2151396273 @default.
• W2016263735 cites W2153913349 @default.
• W2016263735 cites W2153932359 @default.
• W2016263735 cites W2157742924 @default.
• W2016263735 cites W2187599329 @default.
• W2016263735 cites W2313709257 @default.
• W2016263735 cites W3124536214 @default.
• W2016263735 cites W3125863232 @default.
• W2016263735 cites W4229566590 @default.
• W2016263735 cites W4243031514 @default.
• W2016263735 cites W4248240512 @default.
• W2016263735 cites W4248748513 @default.
• W2016263735 cites W4253217723 @default.
• W2016263735 cites W4254010957 @default.
• W2016263735 cites W4255056622 @default.
• W2016263735 cites W4256346100 @default.
• W2016263735 cites W4292811746 @default.
• W2016263735 doi "https://doi.org/10.1080/1051712x.2012.690173" @default.
• W2016263735 hasPublicationYear "2013" @default.
• W2016263735 type Work @default.
• W2016263735 sameAs 2016263735 @default.
• W2016263735 citedByCount "19" @default.
• W2016263735 countsByYear W20162637352014 @default.
• W2016263735 countsByYear W20162637352015 @default.
• W2016263735 countsByYear W20162637352016 @default.
• W2016263735 countsByYear W20162637352018 @default.
• W2016263735 countsByYear W20162637352019 @default.
• W2016263735 countsByYear W20162637352020 @default.
• W2016263735 countsByYear W20162637352021 @default.
• W2016263735 countsByYear W20162637352023 @default.
• W2016263735 crossrefType "journal-article" @default.
• W2016263735 hasAuthorship W2016263735A5015767565 @default.
• W2016263735 hasAuthorship W2016263735A5063706172 @default.
• W2016263735 hasConcept C11012388 @default.
• W2016263735 hasConcept C111472728 @default.
• W2016263735 hasConcept C119857082 @default.
• W2016263735 hasConcept C120936955 @default.
• W2016263735 hasConcept C138885662 @default.
• W2016263735 hasConcept C144133560 @default.

• next