Sun, LiangMarcos Cuevas, JavierPrior, Daniel2022-08-082022-08-082022-06-11Sun 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, Germany2510-733Xhttps://gssi.world/wp-content/uploads/2022/06/Proceedings-GSSI-2022.pdfhttps://dspace.lib.cranfield.ac.uk/handle/1826/18287Purpose – 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.enAttribution-NonCommercial 4.0 Internationalhttp://creativecommons.org/licenses/by-nc/4.0/Key account managementResource-based viewDynamic capabilitiesConference paper