0 avis
Relational selling strategy and key account managers' relational behaviors: an exploratory study
in Industrial Marketing Management, 36 (1)
ISSN : 0019-8501Voir la revue «Industrial Marketing Management»
Autres numéros de la revue «Industrial Marketing Management»
Many companies see key account management as a potentially successful way to implement a relational strategy. Nevertheless, the literature suggests that strategy implementation at the sales force level is difficult to achieve, mainly because salespeople may not understand – nor accept – what they are requested to do. Despite their relevance, behaviors of key account managers have poorly been investigated. This article defines and tests a model of relational selling behaviors from the part of
...
key account managers. Results show that the perception of the adoption of a relational selling strategy is associated with some specific key account managers' behaviors (customer-oriented selling, adaptive selling and team selling), but not with others (organizational citizenship behaviors). These findings suggest that potential discrepancies can exist between a relational selling strategy and its implementation at the key account manager level. Based on these results, theoretical and managerial implications are discussed.
Lire la suite