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Account Management


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  11. Capon, Noel (2001), Key Account Management and Planning. New York: The Free Press.

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  13. Colletti, J.A. and G.S. Tubridy (1987), "Effective Major Account Sales Management," Journal of Personal Selling and Sales Management, VII (August 1987), 1-10.

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  16. Dekker, D., Willem Verbeke, and F. Stockman (2000), "Account management as prescribed and emergent networks within knowledge-intensive firms: Putting bright sides and dark sides in perspective," Working Paper, Rotterdam, Nederland: Erasmus University, Faculty of Economics, Institute of Sales and Account Management.

  17. Fiocca, Ronald (1982), "Account Portfolio Analysis for Strategy Development," Industrial Marketing Management, 11, 53-62.

  18. Gosselin, Derrick P. (2006), "Intra- and Interorganizational Determinants of Account Management Performance", Working Paper Ghent University, Faculty of Economics & Business Administration, (forthcoming).

  19. Gosselin, Derrick P. and Aimé Heene (2000), "A Competence-Based Analysis of Key account management: Implications for a Customer-Focused Organization", in Proceedings of the Fifth International Conference on Competence Based Management Helsinki University of Technology, Espoo, Finland.

  20. ----------------- (2003), "A Competence-Based Analysis of Account Management: Implications for a Customer-Focused Organization", Journal of Selling and Major Account Management 5 (1): 11-31.

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  22. Gosselin, Derrick P. and Guy A. Bauwen (2006), "Strategic Account Management: Customer Value Creation through Customer Alignment", Journal of Business and Industrial Marketing, 21 (6). (forthcoming)

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  28. Lambe, C. Jay and Robert E. Spekman (1997), "National Account Management: Large Account Selling or Buyer-Supplier Alliance ?," Journal of Personal Selling and Sales Management, 17 (4), 61-74.

  29. Langdon, Ken (1995), Key accounts are different: solution selling for key account managers, London: Pitman.

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  31. Maher, Philip (1984), "National Account Marketing: An Essential Strategy or a Prima Donna Selling?," Business Marketing (December), 34-45.

  32. McDonald, Malcolm, Tony Millman, and Beth Rogers (1997), "Key Account Management: Theory, Practice and Challenges," Journal of Marketing Management, 13, 737-757.

  33. McDonald, Malcolm and Beth Rogers (1999), Key Account Management: Learning from Supplier and Customer perspectives, Oxford, UK: Butterworth-Heinemann.

  34. McDonald, Malcolm and Diana Woodburn (1999), Key Account Management: Building on supplier and buyer perspectives, London: Financial Times Prentice Hall: Cranfield University School of Management.

  35. McMurray, Robert N. (1961), "The Mystique of Super-Salesmanship," Harvard Business Review (March-April), 113-122.

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  37. Miller, Robert B., Stephen E. Heiman, and Tad Tuleja (1994), Successful large account management, London: Kogan Page.

  38. Miller, Robert E. and Stephen E. Heiman (1987), Conceptual Selling, New York: Henry Halt & Co. Inc.

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  40. Millman, Anthony F. (1996), "Global Key Account Management and Systems Selling," International Business Review, 5 (6), 631-645.

  41. ----------------- (1999), "From National Account Management to Global Account Management in Business to Business Markets," Thexis: Fachzeitschrift für Marketing (Universität St. Gallen), 16 (4), 2-9.

  42. Millman, Anthony F. and Kevin J. Wilson (1994), "From Key Account Selling to Key Account Management," in Tenth Annual Conference on Industrial Marketing and Purchasing. (September Ed.) University of Groningen, The Netherlands.

  43. ----------------- (1995), "From Key Account Selling to Key Account Management," Journal of Marketing Practice: Applied Marketing Science, 1 (1), 9 -21.

  44. ----------------- (1999), "Processual issues in key account management: underpinning the customer-facing organisation," Journal of Business and Industrial Marketing, 14 (4), 328-337.

  45. ----------------- (1999), "Developing Global Account Management Competencies," in Fifteenth Annual Industrial Marketing and Purchasing (IMP) Conference Graduate School of Business, University College Dublin, Ireland.

  46. Montgomery, David B., G.S. Yip, and B. Villalonga (1998), "Demand for and use of Global Account Management," Research Papers in Management Studies, Cambridge, UK: University of Cambridge.

  47. Pardo, Catherine (1997), "Key account management in the business-to-business Field: The Key Account's point of view," Journal of Personal Selling and Sales Management, 17 (4), 17-26.

  48. ----------------- (1999), "Key account management in the business-to-business field: a French overview," Journal of Business and Industrial Marketing, 14 (4), 276-290.

  49. Peck, Mark A. (1997), Integrated account management : how business-to-business marketers maximize customer loyalty and profitability, New York: Amacom.

  50. Pegram, Roger M. (1972), "Selling and Servicing the National Account," Conference Board Report, New York: The Conference Board Inc.

  51. Pels, J. (1992), "Identification and Management of Key Clients," European Journal of Marketing, 26 (5), 5-21.

  52. Platzer, Linda Cardillo (1984), "Managing National Accounts," Conference Board Report, New York: The Conference Board Inc.

  53. Rackham, N. (1989), Major Account Sales Strategy, New York: McGraw-Hill.

  54. Rackham, N., L. Friedman, and R. Ruff (1996), Getting Partnering Right, New York: McGraw-Hill.

  55. Rangan, V. Kasturi (1994), "Segmenting customers in mature industrial markets: an application," in Business Marketing Strategy, V. Kasturi Rangan and Benson P. Shapiro and Rowland Thomas Moriarty, eds., Chicago: Irwin Professional Pub.

  56. Robinson, P. J. and Bent Stidsen (1967), Personal selling in a modern perspective, Boston: Allyn and Bacon.

  57. Rottenberger-Murtha, Kerry J. (1991), "Successful Large Account Management," Sales and Marketing Management, 143 (August), 71.

  58. ----------------- (1992), "A "NAM" by any other name...(National Account Management, also known as Key Account Selling and National Account Marketing," Sales and Marketing Management, 144 (December), 40-44.

  59. Salle, R. and C. Rost (1993), "Une méthode de gestion des portefeuilles de clients en milieu industriel," Gestion 2000, 69-87.

  60. Sengupta, Sanjit, R. Krapfel, and M. Pusateri (1997), "The Strategic sales force," Marketing Management, 6 (2), 28-34.

  61. Sengupta, Sanjit, Robert E. Krapfel, and Michael A. Pusateri (1997), "Switching Costs in Key Account Relationships," Journal of Personal Selling and Sales Management, 17 (4), 9-16.

  62. Shapiro, Benson P. and Rowland Thomas Moriarty (1980), "National Account Management," Report, Cambridge, Mass.: Marketing Science Institute.

  63. ----------------- (1982), "National Account Management: emerging insights," Report, Cambridge, Mass.: Marketing Science Institute.

  64. ----------------- (1984), "Support Systems for National Account Management Programs: promises made, promises kept," Report, Cambridge, Mass.: Marketing Science Institute.

  65. ----------------- (1984), "Organizing the National Account Force," Report, Cambridge, Mass.: Marketing Science Institute.

  66. Shapiro, Benson P. and R. Posner (1976), "Making the Major Sale," Harvard Business Review (March-April), 68-78.

  67. Sharama, Arun (1997), "Who prefers key Account Management programs? An investigation of Business Buying behavior and buying firm characteristics," Journal of Personal Selling and Sales Management, 17 (4), 27-39.

  68. Stevenson, Thomas H. (1980), "Classifying a Customer as a National Account," Industrial Marketing Management, 9 (April), 133-136.

  69. ----------------- (1981), "Payoffs from National Account Management," Industrial Marketing Management, 10, 119-124.

  70. Stevenson, Thomas H. and A.L. Page (1979), "The Adaptation of National Account Marketing by Industrial Firms," Industrial Marketing Management (8), 94-100.

  71. Steward, Chris (1996), Managing major accounts : shaping and exploiting your firm's intangible assets, New York: McGraw-Hill Book Company.

  72. Sweerman, S.D. (1990), "Account Management in de industrie: Veelbelovend maar veeleisend," Tijdschrift voor Marketing (November), 18-25.

  73. Tubridy, G.S. (1986), "How to pay National Account Managers," Sales and Marketing Management, 13 (January), 50-53.

  74. Turner, Paul (1990), "Product management for major accounts-an opportunity to differentiate," European Journal of Marketing, 24 (May), 30-40.

  75. Tutton, Merill (1987), "Segmenting a National Account," Business Horizons, 30 (January-February), 61-68.

  76. Verbeke, Willem (2000), "Sales- en Account Management in een tijdperk van E-business, de ontbundeling en herbundeling van de organisatie", [Article Online], Voordracht inauguratie SMA leerstoel in sales- en account management op 13 Januari 2000, Instituut voor Sales en Account Management, Erasmus Universiteit, Rotterdam, Nederland, Available from http://www.erasmusforum.nl/projects/sma2/oratie.html, Internet, Accessed 25 September 2000.

  77. Verbeke, Willem and Jan Nagy (2000), Adaptief en Strategisch Accountmanagement, Alphen aan den Rijn, Nederland: Samsom.

  78. Verra, G.J. (1994), "International Account Management - an organizational dilemma: an explorative study within the field of international business to business marketing," Unpublished Ph.D. dissertation, University of Rotterdam.

  79. ----------------- (1999), Account Management, Filosofie, Instrumenten en Implementatie, (4th. Ed.), Deventer, Nederland: Kluwer.

  80. Weilbaker, Dan C. and William A. Weeks (1997), "The Evolution of National Account Management: A Literature Perspective," Journal of Personal Selling and Sales Management, 17 (4-Fall), 49-59.

  81. Wilson, Kevin J. (1993), "Managing the Industrial Sales Force of the 90's," Journal of Marketing Management, 9 (2), 123-139.

  82. ----------------- (1997), "An interaction approach to key account management," Unpublished Ph.D. dissertation, University of Nottingham.

  83. ----------------- (1998), "Strategic Issues in Global Account Management," in 2nd International Symposium on Selling and Major Account Management Southampton Business School.

  84. ----------------- (1998), "Global Account Management: Theory and Practice," in Strategic Account Management Association Conference Chicago: SAMA.

  85. ----------------- (1999), "Global Account Management: Strategies and Practice," in Strategic Account Management Association Conference Chicago.

  86. ----------------- (1999), "Developing Global Account Management Programmes: Observations from GAM Panel Presentations," Thexis: Fachzeitschrift für Marketing (Universität St. Gallen), 16 (4), 30-35.

  87. Wilson, Kevin J., Simon Croom, Tony Millman, and Dan C. Weilbaker (2000), "The Global Account Management Study Research Report," Southampton: The Sales Research Trust Ltd.

  88. Wilson, Kevin J. and Anthony F. Millman (1998), "Contentious Issues in Key Account Management," Journal of Selling and Major Account Management, 1 (1), 27-37.

  89. ----------------- (2003), "The global account manager as political entrepreneur," Industrial Marketing Management 32 (2): 151-158.

  90. Workman, John P, Christian Homburg, and Ove Jensen (2003), "Intraorganizational Determinants of Key Account Management Effectiveness," Journal of the Academy of Marketing Science, 31 (1), 3-21.

  91. Wotruba, Thomas R. and Stephen Castleberry (1993), "Job Analysis and Hiring Practices for National Account Marketing Positions," Journal of Personal Selling and Sales Management, 13 (Summer), 49-65.

  92. Yip, G.S. and T.L. Madsen (1996), "Global Account Management: The new frontier in relationship marketing," International Marketing Review, 13 (3), 24-42.


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