Modeling the link between organizational antecedents and consequence of key account management performance in business-to-business context
Key account management, a supplier company initiated approach, targeted at the most important customers to solve their complex requirements with special treatment that eventually ensures both parties’ financial and non financial objectives, is regarded as a vital concern of many companies’ sales eff...
Saved in:
| Main Authors: | , |
|---|---|
| Format: | Article |
| Published: |
Assumption University, Thailand
2014
|
| Subjects: | |
| Online Access: | http://repo.uum.edu.my/20759/ http://www.aujm.au.edu/index.php/AUJM/article/view/156 |
| Tags: |
Add Tag
No Tags, Be the first to tag this record!
|
| Institution: | Universiti Utara Malaysia |
| id |
my.uum.repo.20759 |
|---|---|
| record_format |
eprints |
| spelling |
my.uum.repo.207592017-01-26T02:18:30Z http://repo.uum.edu.my/20759/ Modeling the link between organizational antecedents and consequence of key account management performance in business-to-business context Ahmmed, Kawsar Ahmmed Mohd Noor, Nor Azila HD28 Management. Industrial Management Key account management, a supplier company initiated approach, targeted at the most important customers to solve their complex requirements with special treatment that eventually ensures both parties’ financial and non financial objectives, is regarded as a vital concern of many companies’ sales efforts in business-to-business context. Based on the extant literature s, we introduce a theoretical framework highlighting organizational antecedents and repeat order as the consequence of key account management performance.We theorize the conditions under which organizational factors, including top management emphasis and team effort influence the performance of key account management approach.In addition, moderating effect of length of relationship on the relationship between key account management performance and repeat order is also presented.Theoretical and managerial implications are provided along with several future research directions. Assumption University, Thailand 2014 Article PeerReviewed Ahmmed, Kawsar Ahmmed and Mohd Noor, Nor Azila (2014) Modeling the link between organizational antecedents and consequence of key account management performance in business-to-business context. AU Journal of Management, 12 (1). pp. 14-24. ISSN 1686-0039 http://www.aujm.au.edu/index.php/AUJM/article/view/156 |
| institution |
Universiti Utara Malaysia |
| building |
UUM Library |
| collection |
Institutional Repository |
| continent |
Asia |
| country |
Malaysia |
| content_provider |
Universiti Utara Malaysia |
| content_source |
UUM Institutionali Repository |
| url_provider |
http://repo.uum.edu.my/ |
| topic |
HD28 Management. Industrial Management |
| spellingShingle |
HD28 Management. Industrial Management Ahmmed, Kawsar Ahmmed Mohd Noor, Nor Azila Modeling the link between organizational antecedents and consequence of key account management performance in business-to-business context |
| description |
Key account management, a supplier company initiated approach, targeted at the most important customers to solve their complex requirements with special treatment that eventually ensures both parties’ financial and non financial objectives, is regarded as a vital concern of many companies’ sales efforts in business-to-business context. Based on the extant literature s, we introduce a theoretical framework highlighting organizational antecedents and repeat order as the consequence of key account management performance.We theorize the conditions under which organizational factors, including top management emphasis and team effort influence the performance of key account management approach.In addition, moderating effect of length of relationship on the relationship between key account management performance and repeat order is also presented.Theoretical and managerial implications are provided along with several future research directions. |
| format |
Article |
| author |
Ahmmed, Kawsar Ahmmed Mohd Noor, Nor Azila |
| author_facet |
Ahmmed, Kawsar Ahmmed Mohd Noor, Nor Azila |
| author_sort |
Ahmmed, Kawsar Ahmmed |
| title |
Modeling the link between organizational antecedents and consequence of key account management performance in business-to-business context |
| title_short |
Modeling the link between organizational antecedents and consequence of key account management performance in business-to-business context |
| title_full |
Modeling the link between organizational antecedents and consequence of key account management performance in business-to-business context |
| title_fullStr |
Modeling the link between organizational antecedents and consequence of key account management performance in business-to-business context |
| title_full_unstemmed |
Modeling the link between organizational antecedents and consequence of key account management performance in business-to-business context |
| title_sort |
modeling the link between organizational antecedents and consequence of key account management performance in business-to-business context |
| publisher |
Assumption University, Thailand |
| publishDate |
2014 |
| url |
http://repo.uum.edu.my/20759/ http://www.aujm.au.edu/index.php/AUJM/article/view/156 |
| _version_ |
1644283048011759616 |