Classifying a customer as a national account

Stevenson, Thomas H.

doi:10.1016/0019-8501(80)90019-x

Cited by 42 publications

(39 citation statements)

References 2 publications

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“…It is frequently stressed that key account managers need special compensation arrangements and skills, which has implications for their selection, training, and career paths (Colletti and Tubridy 1987;Tice 1997 (Shapiro and Moriarty 1984b). Fourth, the formation of key account programs is influenced by characteristics of buyers and of the market environment such as purchasing centralization, purchasing complexity, demand concentration, and competitive intensity (Boles, Johnston, and Gardner 1999;Stevenson 1980). …”

Section: Key Account Management Researchmentioning

confidence: 99%

“…The literature has claimed that the formation of key account programs is influenced by characteristics of buyers and of the market environment, such as purchasing centralization, purchasing complexity, demand concentration, and competitive intensity (Boles, Johnston, and Gardner 1999;Stevenson 1980). …”

Section: Avenues For Future Researchmentioning

confidence: 99%

“…Second, conceptual and empirical work on KAM has primarily been based on observations of formalized key account programs in Fortune 500 companies and has hardly been extended to non-formalized KAM approaches. Third, broad-based empirical research on KAM is still scarce as noted by Kempeners and van der Hart 1999 (p. 311): "Although Stevenson (1980) noted almost 20 years ago that:…”

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

A Configurational Perspective on Key Account Management

Homburg

Workman

Jensen³

2002

Journal of Marketing

357

380

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Section: Key Account Management Researchmentioning

confidence: 99%

Section: Avenues For Future Researchmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

See 1 more Smart Citation

A Configurational Perspective on Key Account Management

Homburg

Workman

Jensen³

2002

Journal of Marketing

357

380

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show abstract

“…Most of the KAM literature deals with industrial relationships (Diller, 1989;McDonald, Millman, & Rogers, 1997;Millman, 1996;Millman & Wilson, 1999;Ojasalo, 2001aOjasalo, , 2001bOjasalo, , 2001cPardo, Salle, & Spencer, 1995;Stevenson & Page, 1979), although the terms ''national account marketing'' (NAM) (Stevenson, 1980(Stevenson, , 1981Stevenson & Page, 1979) and ''strategic account management'' (SAM) (Storbacka, Sivula, & Kaario, 1999) have also been used in the literature.…”

Section: Key Account Managementmentioning

confidence: 98%

Key network management

Ojasalo¹

2004

Industrial Marketing Management

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“…Diante disso, antes de implementar qualquer decisão que afete um cliente significativo, como um "cliente-chave", um fornecedor precisa considerar a provável reação desse cliente. Um "cliente-chave" é considerado qualquer cliente que oferece aos fornecedores o potencial de volume de negócios substancial (STEVENSON, 1980) ou são de importância estratégica por outras razões, como os benefícios reputacionais de ser um fornecedor de um grande cliente (MILLMAN, 1994).…”

Section: Palavras-chaveunclassified

Adoção de inovações em tecnologia da informação: Um estudo baseado nas percepções de clientes e fornecedores

Abreu

Faoro

2017

Rev. Elet. Gestão e Serviços

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ResumoO comportamento dos gestores em relação à adoção de inovações em tecnologia da informação (TI) merece estudos mais aprofundados, uma vez que as suas percepções em relação à inovação podem ser um tanto controversas, se considerado o estado da arte da tecnologia. Deste modo, o objetivo principal do estudo é analisar as percepções dos gestores das empresas usuárias de TI e dos seus fornecedores com relação às posturas frente à adoção de inovações em TI. Este trabalho apresenta uma pesquisa de natureza qualitativa, de nível exploratório e a estratégia utilizada é de múltiplos casos. Foi possível observar que os gestores das empresas usuárias se imaginam significativamente mais inovadores do que efetivamente os seus fornecedores os consideram, e que os principais parâmetros de inovação são transmitidos pelos fornecedores aos seus usuários, tendo eles um importante papel de formação de opinião e difusão de inovações. Palavras-chave:Inovação. Tecnologia da informação. Adoção. Percepções.The behavior of mannagers in relation to the adoption of innovations in information technology (IT) deserves further study, since their perceptions in relation to innovation may be somewhat controversial is considered state of the art technology. Thus, the main objective of the study is to analyze the perceptions of managers of IT user companies and their suppliers on the front poses the adoption of innovations in IT. This paper presents a qualitative research, exploratory level and the strategy used is multiple case. It was observed the managers of the business users are considered significantly more innovative than they actually consider them their suppliers and that the main parameters of innovation are provided by suppliers to their users they have an important role opinion formation and diffusion of innovations. Key

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Classifying a customer as a national account

Cited by 42 publications

References 2 publications

A Configurational Perspective on Key Account Management

A Configurational Perspective on Key Account Management

Key network management

Adoção de inovações em tecnologia da informação: Um estudo baseado nas percepções de clientes e fornecedores

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