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Relational antecedents and consequence of key account management performance: a review, framework and research agenda

Link to publisher's homepage at http://ijbt.unimap.edu.my/

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Main Authors: Kawsar, Ahmmed, Nor Azila, Mohd. Noor
Other Authors: kahmed.ba@gmail.com
Format: Article
Language:English
Published: School of Business Innovation and Technopreneurship, Universiti Malaysia Perlis (UniMAP) 2015
Subjects:
Key account management performance
Idiosyncratic investment
Repeat order
Length of relationship
Social exchange theory
Online Access:http://dspace.unimap.edu.my:80/xmlui/handle/123456789/40046
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spelling my.unimap-400462016-07-21T02:15:34Z Relational antecedents and consequence of key account management performance: a review, framework and research agenda Kawsar, Ahmmed Nor Azila, Mohd. Noor kahmed.ba@gmail.com azila@uum.edu.my Key account management performance Idiosyncratic investment Repeat order Length of relationship Social exchange theory Link to publisher's homepage at http://ijbt.unimap.edu.my/ The present paper traces the issue of key account management performance which was has regarded as a pressing concern of many supplier companies. sales efforts. Based on the social exchange theory, researcher theorized and hypothesized the conditions under which relational factors including supplier relational investment, perceived buyer relational investment and relational intimacy influence key account management performance and its resulting impact on repeat order. Researcher also theorized the moderating role of length of relationship on key account management performance-repeat order relationship. Several theoretical and practical implications are provided along with suggestions and limitations to isolate a platform for future research directions. Additionally, an improved understanding from this framework will help developing policies for effective key account management in Business-to-business relationship. 2015-05-29T14:16:11Z 2015-05-29T14:16:11Z 2014-02 Article International Journal of Business and Technopreneurship, vol.4(1), 2014, pages 21-45 2231-7090 http://ijbt.unimap.edu.my/ http://dspace.unimap.edu.my:80/xmlui/handle/123456789/40046 en School of Business Innovation and Technopreneurship, Universiti Malaysia Perlis (UniMAP)
institution Universiti Malaysia Perlis
building UniMAP Library
collection Institutional Repository
continent Asia
country Malaysia
content_provider Universiti Malaysia Perlis
content_source UniMAP Library Digital Repository
url_provider http://dspace.unimap.edu.my/
language English
topic Key account management performance
Idiosyncratic investment
Repeat order
Length of relationship
Social exchange theory
spellingShingle Key account management performance
Idiosyncratic investment
Repeat order
Length of relationship
Social exchange theory
Kawsar, Ahmmed
Nor Azila, Mohd. Noor
Relational antecedents and consequence of key account management performance: a review, framework and research agenda
description Link to publisher's homepage at http://ijbt.unimap.edu.my/
author2 kahmed.ba@gmail.com
author_facet kahmed.ba@gmail.com
Kawsar, Ahmmed
Nor Azila, Mohd. Noor
format Article
author Kawsar, Ahmmed
Nor Azila, Mohd. Noor
author_sort Kawsar, Ahmmed
title Relational antecedents and consequence of key account management performance: a review, framework and research agenda
title_short Relational antecedents and consequence of key account management performance: a review, framework and research agenda
title_full Relational antecedents and consequence of key account management performance: a review, framework and research agenda
title_fullStr Relational antecedents and consequence of key account management performance: a review, framework and research agenda
title_full_unstemmed Relational antecedents and consequence of key account management performance: a review, framework and research agenda
title_sort relational antecedents and consequence of key account management performance: a review, framework and research agenda
publisher School of Business Innovation and Technopreneurship, Universiti Malaysia Perlis (UniMAP)
publishDate 2015
url http://dspace.unimap.edu.my:80/xmlui/handle/123456789/40046
_version_ 1643799247249735680
score 13.214268

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