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Conceptualization and measurement of Key Account Management Orientation

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posted on 2023-07-26, 12:55 authored by Spiros Gounaris, Nektarios Tzempelikos
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.

History

Refereed

  • Yes

Volume

5

Issue number

3

Page range

173-194

Publication title

Journal of Business Market Management

ISSN

1864-0761

Publisher

Springer

File version

  • Published version

Language

  • eng

Legacy posted date

2013-01-17

Legacy creation date

2022-02-22

Legacy Faculty/School/Department

ARCHIVED Lord Ashcroft International Business School (until September 2018)

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