Key account management (KAM) supports the profitability and financial sustainability of firms
in business-to-business markets. It also attracts considerable academic research. However …

Key account management (KAM) has played an important role in business, and this study
reviews key account management research using bibliometric techniques. This review …

Social media and digital tools are gradually changing the way firms market themselves.
Understanding how these communication tools are used by sales functions within business …

The paradigm of value co-creation in business markets is now well established in the
marketing literature. However, the practices and capabilities for collaborative value co …

Purpose In industrial markets, different players concur to diffuse the new products and
services. However, in high-regulated industries, firms might find substantial limitations to …

The emergence of various approaches in relationship marketing has transformed business
marketing practices in managing strategic clients. In this direction, firms have embraced Key …

Several studies suggest that accelerating technology, increasing product complexity, and an
expanding volume of information in the marketplace are changing sales roles, necessitating …

This study empirically examines factors that can influence the sustainable corporate
performance of Korean business-to-business (B2B) companies with the help of unique …

Although drivers of the performance of key account management programs have been of
great interest to research and practice, research on drivers of sales performance at the …

Power asymmetry is commonly treated as an inherent feature in relationships between
sellers and buyers within an industrial setting. This study aims to explore suppliers' practices …