Gounaris_Tzempelikos_2012.pdf (1.03 MB)
Conceptualization and measurement of Key Account Management Orientation
journal contribution
posted on 2023-07-26, 12:55 authored by Spiros Gounaris, Nektarios TzempelikosEven 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.
History
Refereed
- Yes
Volume
5Issue number
3Page range
173-194Publication title
Journal of Business Market ManagementISSN
1864-0761Publisher
SpringerFile version
- Published version
Language
- eng
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Legacy posted date
2013-01-17Legacy creation date
2022-02-22Legacy Faculty/School/Department
ARCHIVED Lord Ashcroft International Business School (until September 2018)Usage metrics
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