The internal Key Account Management activities of supplier firms: conceptual considerations and empirical analyses
Gespeichert in:
1. Verfasser: | |
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Format: | Abschlussarbeit Buch |
Sprache: | English |
Veröffentlicht: |
München ; Mering
Rainer Hampp Verlag
2016
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Schlagworte: | |
Online-Zugang: | Inhaltsverzeichnis |
Beschreibung: | XV, 360 Seiten Illustrationen, Diagramme |
ISBN: | 9783957100603 3957100607 |
Internformat
MARC
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Datensatz im Suchindex
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adam_text | TABLE OF CONTENTS
VII
TABLE OF CONTENTS
Page
LIST OF ABBREVIATIONS................................................................ IX
LIST OF FIGURES.......................................................................XI
LIST OF TABLES......................................................................XIII
I INTRODUCTION.................................................................. 1
1 General introduction to Key Account Management (KAM)..........................2
2 Defining internal KAM activities............................................ 9
3 Research objective and question..............................................18
4 Structure of the dissertation.............................................. 20
II LITERATURE REVIEW.............................................................. 23
1 Introduction.................................................................24
2 KAM literature overview 1979-2010............................................25
3 KAM literature overview 2010-2015.......................................... 31
4 Avenues for future research..................................................38
5 Summary and limitations..................................................... 41
III STUDY 1:
The Pre-Study - extrinsic and intrinsic variables of motivation and their impact on job satisfaction in Key Account Management (KAM)..........................43
1 Introduction............................................................... 45
2 Personal and human factors in KAM............................................47
3 Theoretical framework for motivation in KAM..................................54
4 Pre-Study design and sample.............................................. 59
5 Results.................................................................. 62
6 Perspective and limitations of the Pre-Study.................................71
IV STUDY 2:
Internal alignment of a Key Account Management (KAM) unit.......................75
1 Introduction.................................................................79
2 Theoretical frameworks...................................................... 88
3 Research approach...........................................................101
4 Findings and interpretation.................................................111
5 Managerial implications.....................................................151
6 Theoretical implications................................................... 159
7 Limitations and avenues for future research................................ 160
VIII
TABLE OF CONTENTS
V STUDY 3:
Commitment and trust in internal Key Account Management (KAM) activities...........163
1 Introduction and definitions.......................................................166
2 Internal KAM activities and competitive advantage..............................169
3 Commitment-Trust (CT) approach in internal KAM activities..........................174
4 Research approach..................................................................188
5 Findings and interpretation........................................................199
6 Managerial discussion..............................................................234
7 Theoretical implication, limitations and further research..........................243
VI STUDY 4:
Key Account Management (KAM) - extending selling into service provision............247
1 Introduction.......................................................................249
2 KAM and the KA manager.............................................................250
3 The KA manager as a service provider...............................................252
4 A Case study analysis..............................................................257
5 Findings and interpretation........................................................262
6 Discussion.........................................................................268
7 Limitations and avenues for further research.......................................270
VII GENERAL DISCUSSION OF THE DISSERTATION.................................................273
VIII REFERENCES............................................................................ 285
IX APPENDICES.............................................................................309
APPENDIX II-A: List of journals’ abbreviations...................................309
APPENDIX II-B: 2010-2015 IMM content analyses....................................312
APPENDIX II-C: 2010-2015 JBIM content analyses...................................324
APPENDIX IV/V/VI-D: Interview guideline............................................... 330
APPENDIX V-E: KA Team 1 - affective, continuance and normative scale items... 348
APPENDIX V-F: KA Team 2 - affective, continuance and normative scale items... 349
APPENDIX V-G: KA Team 3 - affective, continuance and normative scale items... 350
APPENDIX V-H: Interfaces - affective, continuance and normative scale items.351
APPENDIX V-I: CT approach extended to KA Team 1.................................352
APPENDIX V-J: CT approach extended to KA Team 2.................................355
APPENDIX V-K: CT approach extended to KA Team 3.................................358
|
any_adam_object | 1 |
author | Niersbach, Barbara |
author_GND | (DE-588)1096794721 |
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author_sort | Niersbach, Barbara |
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ctrlnum | (OCoLC)951021517 (DE-599)DNB1096189003 |
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dewey-hundreds | 600 - Technology (Applied sciences) |
dewey-ones | 650 - Management and auxiliary services |
dewey-raw | 650 |
dewey-search | 650 |
dewey-sort | 3650 |
dewey-tens | 650 - Management and auxiliary services |
discipline | Wirtschaftswissenschaften |
format | Thesis Book |
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language | English |
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spelling | Niersbach, Barbara Verfasser (DE-588)1096794721 aut The internal Key Account Management activities of supplier firms conceptual considerations and empirical analyses Barbara Niersbach München ; Mering Rainer Hampp Verlag 2016 XV, 360 Seiten Illustrationen, Diagramme txt rdacontent n rdamedia nc rdacarrier Dissertation Universität Bamberg 2016 Kundengruppenmanagement (DE-588)4197319-7 gnd rswk-swf Supply Chain Management (DE-588)4684051-5 gnd rswk-swf Zulieferer (DE-588)4117734-4 gnd rswk-swf Arbeitszufriedenheit Key account management Management Motivation (DE-588)4113937-9 Hochschulschrift gnd-content Zulieferer (DE-588)4117734-4 s Supply Chain Management (DE-588)4684051-5 s Kundengruppenmanagement (DE-588)4197319-7 s DE-604 Dr. Rainer Hampp (Firma) (DE-588)1065293291 pbl Digitalisierung UB Bamberg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=028929632&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
spellingShingle | Niersbach, Barbara The internal Key Account Management activities of supplier firms conceptual considerations and empirical analyses Kundengruppenmanagement (DE-588)4197319-7 gnd Supply Chain Management (DE-588)4684051-5 gnd Zulieferer (DE-588)4117734-4 gnd |
subject_GND | (DE-588)4197319-7 (DE-588)4684051-5 (DE-588)4117734-4 (DE-588)4113937-9 |
title | The internal Key Account Management activities of supplier firms conceptual considerations and empirical analyses |
title_auth | The internal Key Account Management activities of supplier firms conceptual considerations and empirical analyses |
title_exact_search | The internal Key Account Management activities of supplier firms conceptual considerations and empirical analyses |
title_full | The internal Key Account Management activities of supplier firms conceptual considerations and empirical analyses Barbara Niersbach |
title_fullStr | The internal Key Account Management activities of supplier firms conceptual considerations and empirical analyses Barbara Niersbach |
title_full_unstemmed | The internal Key Account Management activities of supplier firms conceptual considerations and empirical analyses Barbara Niersbach |
title_short | The internal Key Account Management activities of supplier firms |
title_sort | the internal key account management activities of supplier firms conceptual considerations and empirical analyses |
title_sub | conceptual considerations and empirical analyses |
topic | Kundengruppenmanagement (DE-588)4197319-7 gnd Supply Chain Management (DE-588)4684051-5 gnd Zulieferer (DE-588)4117734-4 gnd |
topic_facet | Kundengruppenmanagement Supply Chain Management Zulieferer Hochschulschrift |
url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=028929632&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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