IDEAS home Printed from https://ideas.repec.org/a/ids/ijbexc/v24y2021i3p384-407.html
   My bibliography  Save this article

The missing element in implementing key account management

Author

Listed:
  • Ruby Hermanto
  • Utomo Sarjono Putro
  • Santi Novani

Abstract

With the proliferation of key account management (KAM) for the past three decades, starting late 1970s and early 1980s, academics attention on business-to-business (B2B) sales and marketing has shifted to KAM. Plenty of company efforts to adopt KAM are failing. On the contrary, some scholars highlighted that research on KAM implementation remains lacking. This paper intends to investigate all research on KAM implementation using the framework of organisational change elements of content, context, and process (CCP). All KAM implementation research is classified based on CCP to investigate the sufficiency number of research on securing the success of KAM implementation. Through a systematic literature review, this paper found a research gap in the process element of implementing KAM. This paper then proposes to conduct further study of using Kotter eight-step change process as the framework to process the implementation of KAM.

Suggested Citation

  • Ruby Hermanto & Utomo Sarjono Putro & Santi Novani, 2021. "The missing element in implementing key account management," International Journal of Business Excellence, Inderscience Enterprises Ltd, vol. 24(3), pages 384-407.
    • Handle: RePEc:ids:ijbexc:v:24:y:2021:i:3:p:384-407
    as

    Download full text from publisher

    File URL: http://www.inderscience.com/link.php?id=115845
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ids:ijbexc:v:24:y:2021:i:3:p:384-407. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sarah Parker (email available below). General contact details of provider: http://www.inderscience.com/browse/index.php?journalID=291 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.