Key account selection as a political process : Conceptual foundation and exploratory investigation

in Industrial Marketing Management, 90

Feste, Jasmin ; Ivens, Björn Sven ; Pardo, Catherine (19..-....)

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Key account management (KAM) is an approach to sales management in which customers with high strategic importance for a company are identified and receive particular management attention. Selecting KAs is one of the most fundamental processes in KAM. This research aims to provide a detailed understanding of the nature of KA selection. Our qualitative study shows that KA selection is not only a technical process, but has political importance for different actors in a company. Drawing on research ... on organizational politics and the political economy paradigm we discuss the facets of companies' internal and external power-related, political factors as well as economic, ‘rational’ elements in KA selection. We close with a discussion of implications and avenues for future research.

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