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Do key account managers focus too much on commercial performance? A cognitive mapping application

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  • Durif, Fabien
  • Geay, Bénédicte
  • Graf, Raoul

Abstract

Key account management programs have priority in the banking sector, conditioned by the drive to achieve competitive advantage while securing customer loyalty. Employees must manage these programs with demonstrated relationship- and ethics‐based attributes, and devote themselves fully to customers of strategic importance. By studying the thoughts of these key account managers, this research seeks to gain an enhanced understanding of how key account management programs operate in the banking sector and where account managers' focus lies. The cognitive mapping technique used makes possible the capture of key account managers' thinking and allows the representation of their ideas in the form of a network of concepts. Data answers to spontaneous, open-ended questions and recording the output in systematic exploration grids. Findings conform worries of managers that key account management focuses mainly on behavioral performance, followed by in-role, extra-role and results-based performance at the cost of return on investment objectives.

Suggested Citation

  • Durif, Fabien & Geay, Bénédicte & Graf, Raoul, 2013. "Do key account managers focus too much on commercial performance? A cognitive mapping application," Journal of Business Research, Elsevier, vol. 66(9), pages 1559-1567.
    • Handle: RePEc:eee:jbrese:v:66:y:2013:i:9:p:1559-1567
    DOI: 10.1016/j.jbusres.2012.09.019
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    References listed on IDEAS

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    Cited by:

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    2. 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).
    3. Roger Marshall & David Bibby & Na WoonBong, 2013. "Making Sense of Complex Marketing Decision Systems: Decision System Analysis," International Journal of Business and Economics, School of Management Development, Feng Chia University, Taichung, Taiwan, vol. 12(2), pages 121-130, December.
    4. Ferreira, Fernando A.F. & Jalali, Marjan S. & Ferreira, João J.M., 2016. "Experience-focused thinking and cognitive mapping in ethical banking practices: From practical intuition to theory," Journal of Business Research, Elsevier, vol. 69(11), pages 4953-4958.

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