Conceptualization and measurement of Key Account Management Orientation

Gounaris, Spiros and Tzempelikos, Nektarios (2012) Conceptualization and measurement of Key Account Management Orientation. Journal of Business Market Management.

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Abstract

Even though the importance of Key Account Management (KAM) in building long term buyer-seller relationships is widely recognized in literature this long term perspective of KAM lacks appropriate empirical examination. The purpose of this study is to propose a conceptualization of Key Account Management Orientation (KAMO) as well as to derive an empirical based measure of it. In doing so, we first establish the construct through qualitative research and then using quantitative data from 304 personally administrated interviews we examined the psychometric attributes of the proposed construct. A set of attitude-related and behavior-related dimensions emerge from the study which aggregate to KAMO as a higher-order construct.

Item Type: Journal Article
Additional Information: Citation: Gounaris, S. and Tzempelikos, N., 2012. Conceptualization and measurement of Key Account Management Orientation. Journal of Business Market Management, 5(3), pp.173-194..
Faculty: Lord Ashcroft International Business School
Depositing User: Mr I Walker
Date Deposited: 17 Jan 2013 12:25
Last Modified: 07 Jul 2016 12:50
URI: http://arro.anglia.ac.uk/id/eprint/265854

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