Customer–Supplier Partnerships: Perceptions of a Successful Key Account Management Program

Author(s)

Russell Abratt, Nova Southeastern UniversityFollow
Phillip Michael Kelly, University of the Witwatersrand, Johannesburg

Document Type

Article

Publication Title

Industrial Marketing Management

ISSN

0019-8501

Publication Date

8-2002

Abstract/Excerpt

Key account management (KAM) is regarded as one of the significant marketing trends over the last few years. This study investigated the perceptions of suppliers and key account customers regarding the success factors of customer–supplier partnerships. The results are reported from a survey of 92 suppliers and 98 key account customers. Analysis of the results indicates that suppliers and their key account customers have similar perceptions of the key success factors in the customer–supplier partnership. Finally, recommendations for the development or improvement of a KAM program are presented.

DOI

10.1016/S0019-8501(01)00174-2

Volume

31

Issue

5

First Page

467

Last Page

476

NSUWorks Citation

Abratt, Russell and Kelly, Phillip Michael, "Customer–Supplier Partnerships: Perceptions of a Successful Key Account Management Program" (2002). HCBE Faculty Articles. 983.
https://nsuworks.nova.edu/hcbe_facarticles/983