Projektinformation
Beskrivning
This project examines Key Account Management (KAM) and develops effective practices for it. Key Accounts are customers in a business-to-business market which are of strategic importance to the selling company. Although the earlier research contains descriptive results of the nature of customer relationships, there is a clear knowledge gap concerning effective managerial methods for managing business-to-business relationships, and in particular, how a sustainable competitive advantage can be achieved by both the selling and buying company.
Status | Slutfört |
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Gällande start-/slutdatum | 01.03.1999 → 31.12.2001 |
Fingeravtryck
Utforska forskningsämnen som berörs av detta projekt. Dessa etiketter genereras baserat på underliggande ansökningar/anslag. Tillsammans bildar de ett unikt fingeravtryck.