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Drivers and performance implications of international key account management capability

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  • Jean, Ruey-Jer “Bryan”
  • Sinkovics, Rudolf R.
  • Kim, Daekwan
  • Lew, Yong Kyu

Abstract

Key account management plays a pivotal role for managers and practitioners in the maintenance of successful customer–supplier relationships. Yet, little is known conceptually or empirically about how suppliers can move beyond market scanning and develop international key account management capabilities in international customer–supplier relationships.

Suggested Citation

  • Jean, Ruey-Jer “Bryan” & Sinkovics, Rudolf R. & Kim, Daekwan & Lew, Yong Kyu, 2015. "Drivers and performance implications of international key account management capability," International Business Review, Elsevier, vol. 24(4), pages 543-555.
    • Handle: RePEc:eee:iburev:v:24:y:2015:i:4:p:543-555
    DOI: 10.1016/j.ibusrev.2014.10.011
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    3. Zahoor, Nadia & Khan, Zaheer & Shenkar, Oded, 2023. "International vertical alliances within the international business field: A systematic literature review and future research agenda," Journal of World Business, Elsevier, vol. 58(1).
    4. Sandesh, Sadasivan Pillai & .S, Sreejesh & Paul, Justin, 2023. "Key account management in B2B marketing: A systematic literature review and research agenda," Journal of Business Research, Elsevier, vol. 156(C).
    5. Khan, Zaheer & Lew, Yong Kyu, 2018. "Post-entry survival of developing economy international new ventures: A dynamic capability perspective," International Business Review, Elsevier, vol. 27(1), pages 149-160.
    6. Ahmmed, Kawsar & Baten, Md Azizul & Hossain, Md Kamrul & Mohd Noor, Nor Azila, 2017. "Supplier capacity and key account management performance: a stochastic frontier analysis," Cuadernos de Gestión, Universidad del País Vasco - Instituto de Economía Aplicada a la Empresa (IEAE).

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