Relational key account management: Building key account management effectiveness through structural reformations and relationship management skills

Key Account Management: Performance, Measurement and Rewards

A framework for key account management and revenue management integration

a r t i c l e i n f o Keywords: Key account management Revenue management Customer relationship management Customer value Service industries Key Account Management (KAM) and Revenue Management (RevM) have been widely practiced in the service industries for more than three decades, but the effects of RevM on KAM remain largely unknown. This paper addresses this neglected area of study in the mar...

Key Account Management in information-intensive services

Key Account Management (KAM) is surprisingly little known marketing approach in retailing and consumer services context, however it has much to offer to companies in these industries. It provides an effective, practical and rather simple method for companies interested in increasing their profits by right customer and relationship management. Indeed, KAM is a business-tobusiness marketing appro...

Using trade fairs in key account management

Trade fairs play an important role in marketing. In many cases, exhibitors view trade fairs as an opportunity for transactional selling, and thus may overlook opportunities that exist for initiating and building relationships with key accounts. This paper maps exhibitors’ and visitors’ exhibition objectives against key account management (KAM) activities, and in particular examines the role tra...

Key account management in China: Insights from a Chinese supplier

Available online 17 December 2014