Skip to content
Back to outputs

Key account management: theory, practice and challenges

Research output: Contribution to journalArticlepeer-review

Standard

Key account management : theory, practice and challenges. / McDonald, Malcolm; Millman, Tony; Rogers, Elizabeth Georgina.

In: Journal of Marketing Management, Vol. 13, No. 8, 1997, p. 737-757.

Research output: Contribution to journalArticlepeer-review

Harvard

McDonald, M, Millman, T & Rogers, EG 1997, 'Key account management: theory, practice and challenges', Journal of Marketing Management, vol. 13, no. 8, pp. 737-757. https://doi.org/10.1080/0267257X.1997.9964509

APA

McDonald, M., Millman, T., & Rogers, E. G. (1997). Key account management: theory, practice and challenges. Journal of Marketing Management, 13(8), 737-757. https://doi.org/10.1080/0267257X.1997.9964509

Vancouver

McDonald M, Millman T, Rogers EG. Key account management: theory, practice and challenges. Journal of Marketing Management. 1997;13(8):737-757. https://doi.org/10.1080/0267257X.1997.9964509

Author

McDonald, Malcolm ; Millman, Tony ; Rogers, Elizabeth Georgina. / Key account management : theory, practice and challenges. In: Journal of Marketing Management. 1997 ; Vol. 13, No. 8. pp. 737-757.

Bibtex

@article{6bc27f184e804d1991de48398202334f,
title = "Key account management: theory, practice and challenges",
abstract = "Key account management is a natural development of customer focus and relationship marketing in business‐to‐business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad.This paper describes a framework for understanding the development of key account relationships. It has also incorporated a comprehensive guide to the current practice of key account management and comments on the challenges for the future of key account management practice. The paper is based on research involving in‐depth interviews with key account managers, their managers and their main contacts in the customer organisation.The scope of key account management is widening and becoming more complex. The skills of professional involved in it at strategic and operational levels need to be constantly updated and developed. This paper demonstrates how key account management can be implemented and points decision‐makers in the right direction for better practice in the long term.",
author = "Malcolm McDonald and Tony Millman and Rogers, {Elizabeth Georgina}",
note = "No post-print available",
year = "1997",
doi = "10.1080/0267257X.1997.9964509",
language = "English",
volume = "13",
pages = "737--757",
journal = "Journal of Marketing Management",
issn = "0267-257X",
publisher = "Taylor & Francis",
number = "8",

}

RIS

TY - JOUR

T1 - Key account management

T2 - theory, practice and challenges

AU - McDonald, Malcolm

AU - Millman, Tony

AU - Rogers, Elizabeth Georgina

N1 - No post-print available

PY - 1997

Y1 - 1997

N2 - Key account management is a natural development of customer focus and relationship marketing in business‐to‐business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad.This paper describes a framework for understanding the development of key account relationships. It has also incorporated a comprehensive guide to the current practice of key account management and comments on the challenges for the future of key account management practice. The paper is based on research involving in‐depth interviews with key account managers, their managers and their main contacts in the customer organisation.The scope of key account management is widening and becoming more complex. The skills of professional involved in it at strategic and operational levels need to be constantly updated and developed. This paper demonstrates how key account management can be implemented and points decision‐makers in the right direction for better practice in the long term.

AB - Key account management is a natural development of customer focus and relationship marketing in business‐to‐business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad.This paper describes a framework for understanding the development of key account relationships. It has also incorporated a comprehensive guide to the current practice of key account management and comments on the challenges for the future of key account management practice. The paper is based on research involving in‐depth interviews with key account managers, their managers and their main contacts in the customer organisation.The scope of key account management is widening and becoming more complex. The skills of professional involved in it at strategic and operational levels need to be constantly updated and developed. This paper demonstrates how key account management can be implemented and points decision‐makers in the right direction for better practice in the long term.

U2 - 10.1080/0267257X.1997.9964509

DO - 10.1080/0267257X.1997.9964509

M3 - Article

VL - 13

SP - 737

EP - 757

JO - Journal of Marketing Management

JF - Journal of Marketing Management

SN - 0267-257X

IS - 8

ER -

ID: 2362511