HCBE Faculty Articles
Title
Customer–Supplier Partnerships: Perceptions of a Successful Key Account Management Program
Document Type
Article
Publication Date
8-2002
Publication Title
Industrial Marketing Management
ISSN or ISBN
0019-8501
Volume
31
Issue/Number
5
First Page
467
Last Page
476
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
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
