HCBE Faculty Articles

Title

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

Document Type

Article

Date

8-2002

Publication Title

Industrial Marketing Management

ISSN or ISBN

0019-8501

Volume

31

Issue

5

First Page

467

Last Page

476

Description

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

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