The capabilities for implementing key account management: a systematic review
| dc.contributor.author | Sun, Liang | |
| dc.contributor.author | Marcos Cuevas, Javier | |
| dc.contributor.author | Prior, Daniel | |
| dc.date.accessioned | 2022-08-08T08:37:27Z | |
| dc.date.available | 2022-08-08T08:37:27Z | |
| dc.date.issued | 2022-06-11 | |
| dc.description.abstract | Purpose – To identify the capabilities that facilitate KAM Implementation Design/methodology/approach –A systematic review of 90 studies published from 1990 through to 2021 is conducted. A descriptive analysis and a thematic synthesis are presented. Findings – The paper draws a distinction between KAM formulation and implementation. A framework is developed that classifies the resources and capabilities as tangible and intangible resources, operational, relational, and dynamic capabilities. Originality/value –This study refines previous classifications of tangible and intangible KAM resources and identifies relational capabilities as uniquely related to KAM implementation. | en_UK |
| dc.identifier.citation | Sun L, Marcos-Cuevas J, Prior D. (2022) The capabilities for implementing key account management: a systematic review. In: GSSI 2022; Creating Value for Customers and Companies in a Changing World, 8-11 June 2022, Franfurt, Germany | en_UK |
| dc.identifier.issn | 2510-733X | |
| dc.identifier.uri | https://gssi.world/wp-content/uploads/2022/06/Proceedings-GSSI-2022.pdf | |
| dc.identifier.uri | https://dspace.lib.cranfield.ac.uk/handle/1826/18287 | |
| dc.language.iso | en | en_UK |
| dc.publisher | American Marketing Association | |
| dc.rights | Attribution-NonCommercial 4.0 International | * |
| dc.rights.uri | http://creativecommons.org/licenses/by-nc/4.0/ | * |
| dc.subject | Key account management | en_UK |
| dc.subject | Resource-based view | en_UK |
| dc.subject | Dynamic capabilities | en_UK |
| dc.title | The capabilities for implementing key account management: a systematic review | en_UK |
| dc.type | Conference paper | en_UK |