The internal Key Account Management activities of supplier firms: conceptual considerations and empirical analyses
Saved in:
| Main Author: | |
|---|---|
| Format: | Thesis Book |
| Language: | English |
| Published: |
München ; Mering
Rainer Hampp Verlag
2016
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XV, 360 Seiten Illustrationen, Diagramme |
| ISBN: | 9783957100603 3957100607 |
Staff View
MARC
| LEADER | 00000nam a22000008c 4500 | ||
|---|---|---|---|
| 001 | BV043513506 | ||
| 003 | DE-604 | ||
| 005 | 20160601 | ||
| 007 | t | ||
| 008 | 160415s2016 gw a||| m||| 00||| eng d | ||
| 015 | |a 16,N16 |2 dnb | ||
| 016 | 7 | |a 1096189003 |2 DE-101 | |
| 020 | |a 9783957100603 |c : EUR 38.90 (AT), sfr 65.00 (freier Preis), EUR 37.80 (DE) |9 978-3-95710-060-3 | ||
| 020 | |a 3957100607 |9 3-95710-060-7 | ||
| 024 | 3 | |a 9783957100603 | |
| 035 | |a (OCoLC)951021517 | ||
| 035 | |a (DE-599)DNB1096189003 | ||
| 040 | |a DE-604 |b ger |e rda | ||
| 041 | 0 | |a eng | |
| 044 | |a gw |c XA-DE-BY | ||
| 049 | |a DE-473 |a DE-12 |a DE-19 | ||
| 082 | 0 | |a 650 |2 23 | |
| 084 | |a QP 621 |0 (DE-625)141912: |2 rvk | ||
| 084 | |a 650 |2 sdnb | ||
| 100 | 1 | |a Niersbach, Barbara |e Verfasser |0 (DE-588)1096794721 |4 aut | |
| 245 | 1 | 0 | |a The internal Key Account Management activities of supplier firms |b conceptual considerations and empirical analyses |c Barbara Niersbach |
| 264 | 1 | |a München ; Mering |b Rainer Hampp Verlag |c 2016 | |
| 300 | |a XV, 360 Seiten |b Illustrationen, Diagramme | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 502 | |b Dissertation |c Universität Bamberg |d 2016 | ||
| 650 | 0 | 7 | |a Kundengruppenmanagement |0 (DE-588)4197319-7 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Supply Chain Management |0 (DE-588)4684051-5 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Zulieferer |0 (DE-588)4117734-4 |2 gnd |9 rswk-swf |
| 653 | |a Arbeitszufriedenheit | ||
| 653 | |a Key account management | ||
| 653 | |a Management | ||
| 653 | |a Motivation | ||
| 655 | 7 | |0 (DE-588)4113937-9 |a Hochschulschrift |2 gnd-content | |
| 689 | 0 | 0 | |a Zulieferer |0 (DE-588)4117734-4 |D s |
| 689 | 0 | 1 | |a Supply Chain Management |0 (DE-588)4684051-5 |D s |
| 689 | 0 | 2 | |a Kundengruppenmanagement |0 (DE-588)4197319-7 |D s |
| 689 | 0 | |5 DE-604 | |
| 710 | 2 | |a Dr. Rainer Hampp (Firma) |0 (DE-588)1065293291 |4 pbl | |
| 856 | 4 | 2 | |m Digitalisierung UB Bamberg - ADAM Catalogue Enrichment |q application/pdf |u 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 |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-028929632 | ||
Record in the Search Index
| _version_ | 1804176155917418496 |
|---|---|
| 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 |
| author_facet | Niersbach, Barbara |
| author_role | aut |
| author_sort | Niersbach, Barbara |
| author_variant | b n bn |
| building | Verbundindex |
| bvnumber | BV043513506 |
| classification_rvk | QP 621 |
| ctrlnum | (OCoLC)951021517 (DE-599)DNB1096189003 |
| dewey-full | 650 |
| 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 |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>02186nam a22005298c 4500</leader><controlfield tag="001">BV043513506</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20160601 </controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">160415s2016 gw a||| m||| 00||| eng d</controlfield><datafield tag="015" ind1=" " ind2=" "><subfield code="a">16,N16</subfield><subfield code="2">dnb</subfield></datafield><datafield tag="016" ind1="7" ind2=" "><subfield code="a">1096189003</subfield><subfield code="2">DE-101</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9783957100603</subfield><subfield code="c">: EUR 38.90 (AT), sfr 65.00 (freier Preis), EUR 37.80 (DE)</subfield><subfield code="9">978-3-95710-060-3</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">3957100607</subfield><subfield code="9">3-95710-060-7</subfield></datafield><datafield tag="024" ind1="3" ind2=" "><subfield code="a">9783957100603</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)951021517</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)DNB1096189003</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">rda</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="044" ind1=" " ind2=" "><subfield code="a">gw</subfield><subfield code="c">XA-DE-BY</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-473</subfield><subfield code="a">DE-12</subfield><subfield code="a">DE-19</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">650</subfield><subfield code="2">23</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 621</subfield><subfield code="0">(DE-625)141912:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">650</subfield><subfield code="2">sdnb</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Niersbach, Barbara</subfield><subfield code="e">Verfasser</subfield><subfield code="0">(DE-588)1096794721</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">The internal Key Account Management activities of supplier firms</subfield><subfield code="b">conceptual considerations and empirical analyses</subfield><subfield code="c">Barbara Niersbach</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">München ; Mering</subfield><subfield code="b">Rainer Hampp Verlag</subfield><subfield code="c">2016</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">XV, 360 Seiten</subfield><subfield code="b">Illustrationen, Diagramme</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="502" ind1=" " ind2=" "><subfield code="b">Dissertation</subfield><subfield code="c">Universität Bamberg</subfield><subfield code="d">2016</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Kundengruppenmanagement</subfield><subfield code="0">(DE-588)4197319-7</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Supply Chain Management</subfield><subfield code="0">(DE-588)4684051-5</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Zulieferer</subfield><subfield code="0">(DE-588)4117734-4</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="653" ind1=" " ind2=" "><subfield code="a">Arbeitszufriedenheit</subfield></datafield><datafield tag="653" ind1=" " ind2=" "><subfield code="a">Key account management</subfield></datafield><datafield tag="653" ind1=" " ind2=" "><subfield code="a">Management</subfield></datafield><datafield tag="653" ind1=" " ind2=" "><subfield code="a">Motivation</subfield></datafield><datafield tag="655" ind1=" " ind2="7"><subfield code="0">(DE-588)4113937-9</subfield><subfield code="a">Hochschulschrift</subfield><subfield code="2">gnd-content</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Zulieferer</subfield><subfield code="0">(DE-588)4117734-4</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Supply Chain Management</subfield><subfield code="0">(DE-588)4684051-5</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="2"><subfield code="a">Kundengruppenmanagement</subfield><subfield code="0">(DE-588)4197319-7</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="710" ind1="2" ind2=" "><subfield code="a">Dr. Rainer Hampp (Firma)</subfield><subfield code="0">(DE-588)1065293291</subfield><subfield code="4">pbl</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">Digitalisierung UB Bamberg - ADAM Catalogue Enrichment</subfield><subfield code="q">application/pdf</subfield><subfield code="u">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</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-028929632</subfield></datafield></record></collection> |
| genre | (DE-588)4113937-9 Hochschulschrift gnd-content |
| genre_facet | Hochschulschrift |
| id | DE-604.BV043513506 |
| illustrated | Illustrated |
| indexdate | 2024-07-10T07:27:42Z |
| institution | BVB |
| institution_GND | (DE-588)1065293291 |
| isbn | 9783957100603 3957100607 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-028929632 |
| oclc_num | 951021517 |
| open_access_boolean | |
| owner | DE-473 DE-BY-UBG DE-12 DE-19 DE-BY-UBM |
| owner_facet | DE-473 DE-BY-UBG DE-12 DE-19 DE-BY-UBM |
| physical | XV, 360 Seiten Illustrationen, Diagramme |
| publishDate | 2016 |
| publishDateSearch | 2016 |
| publishDateSort | 2016 |
| publisher | Rainer Hampp Verlag |
| record_format | marc |
| 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 |
| work_keys_str_mv | AT niersbachbarbara theinternalkeyaccountmanagementactivitiesofsupplierfirmsconceptualconsiderationsandempiricalanalyses AT drrainerhamppfirma theinternalkeyaccountmanagementactivitiesofsupplierfirmsconceptualconsiderationsandempiricalanalyses |