References

Alejandro, T.B., D.V. Souza, J.S. Boles, A.H.P. Ribeiro and P.R.R. Monteiro, 2011. The outcome of company and account manager relationship quality on loyalty, relationship value and performance. Ind. Marketing Manage., 40: 36-43.
Direct Link  |  

Barney, J.B., 1991. Firm resources and sustained competitive advantage. J. Manage., 17: 99-120.
CrossRef  |  Direct Link  |  

Barney, J.B., 2001. Resource-based theories of competitive advantage: A ten-year retrospective on the resource-based view. J. Manage., 27: 643-650.
CrossRef  |  Direct Link  |  

Birkinshaw, J., O. Toulan and D. Arnold, 2001. Global account management in multinational corporations: Theory and evidence. J. Intl. Bus. Stud., 32: 231-248.
CrossRef  |  Direct Link  |  

Davies, I.A. and L.J. Ryals, 2014. The effectiveness of key account management practices. Ind. Marketing Manage., 43: 1182-1194.
Direct Link  |  

Dobni, C.B. and G. Luffman, 2000. Implementing marketing strategy through a market orientation. J. Marketing Manage., 16: 895-916.
Direct Link  |  

Gounaris, S. and N. Tzempelikos, 2013. Key account management orientation and its implications: A conceptual and empirical examination. J. Bus. Marketing, 20: 33-50.
Direct Link  |  

Guesalaga, R. and W. Johnston, 2010. What's next in key account management research? Building the bridge between the academic literature and the practitioners priorities. Ind. Marketing Manage., 39: 1063-1068.
Direct Link  |  

Gummesson, E., 1994. Making relationship marketing operational. Int. J. Serv., 5: 5-20.
CrossRef  |  

Homburg, C., J.P. Workman and O. Jensen, 2002. A configurational perspective on key account management. J. Market., 66: 38-60.
CrossRef  |  Direct Link  |  

Jaworski, B.J. and A.K. Kohli, 1993. Market orientation: Antecedents and consequences. J. Market., 57: 53-70.
CrossRef  |  Direct Link  |  

Jaworski, B.J. and A.K. Kohli, 1993. Market orientation: Antecedents and consequences. J. Market., 57: 53-70.
CrossRef  |  Direct Link  |  

Johnson, M.D. and F. Selnes, 2004. Customer portfolio management: Toward a dynamic theory of exchange relationships. J. Marketing, 68: 1-17.
Direct Link  |  

Marcos, C.J., S. Natti, T. Palo and L.J. Ryals, 2014. Implementing key account management: Intraorganizational practices and associated dilemmas. Ind. Marketing Manage., 43: 1216-1224.
Direct Link  |  

Montgomery, D.B., G.S. Yip and B. Villalonga, 1998. The use and performance effect of global account management: An empirical analysis using structural equations modeling. MBA Thesis, Graduate School of Business, Stanford University, Stanford, California,

Morgan, R.M. and S.D. Hunt, 1994. The commitment-trust theory of relationship marketing. J. Market., 58: 20-38.
CrossRef  |  Direct Link  |  

Moriarty, R.T. and B.P. Sharpiro, 1984. Organizing the national account force. MSI, Massachusetts, USA., pp: 84-101.

Napolitano, L., 1997. Customer-supplier partnering: A strategy whose time has come. J. Pers. Selling Sales Manage., 17: 1-8.
Direct Link  |  

Pearce, J.A., E.B. Freeman and R.B. Robinson, 1987. The tenuous link between formal strategic planning and financial performance. Acad. Manage. Rev., 12: 658-675.
Direct Link  |  

Platzer, L.C., 1984. Managing national accounts. Conference Board, New York, USA.,.

Salojarvi, H., L.M. Sainio and A. Tarkiainen, 2010. Organizational factors enhancing customer knowledge utilization in the management of key account relationships. Ind. Marketing Manage., 39: 1395-1402.
Direct Link  |  

Sengupta, S., R.E., Krapfel and M.A. Pusateri, 1997. The strategic sales force. Marketing Manage., 6: 28-34.

Slater, S.F. and J.C. Narver, 1994. Does competitive environment moderate the market orientation-performance relationship? J. Market., 58: 46-55.
CrossRef  |  Direct Link  |  

Stevenson, T.H., 1981. Payoffs from national account management. Ind. Marketing Manage., 10: 119-124.
CrossRef  |  Direct Link  |  

Tzempelikos, N. and S. Gounaris, 2015. Linking key account management practices to performance outcomes. Ind. Marketing Manage., 45: 22-34.
Direct Link  |  

Wengler, S., M. Ehret and S. Saab, 2006. Implementation of key account management: Who, why and how?; An exploratory study on the current implementation of key account management programs. Ind. Marketing Manage., 35: 103-112.
Direct Link  |  

Woodburn, D., 2011. Using key account management. Ph.D Thesis, University of Glamorgan, UK.

Workman, J.P., C. Homburg and O. Jensen, 2003. Intraorganizational determinants of key account management effectiveness. J. Acad. Marketing Sci., 31: 3-21.

Wotruba, T.R. and S.B. Castleberry, 1993. Job analysis and hiring practices for national account marketing positions. J. Pers. Selling Sales Manage., 13: 49-65.
Direct Link  |