Creating and capturing value in kam relationships dating
creating and capturing value in kam relationships article in journal of strategic marketing 155403420 183 december 2007 with 38 reads doi 10108009652540701726850.
This research examines how suppliers capture value from kam first supplierinfluenceable aspects of the value of the customer are explored through an elucidation of the drivers of customer revenues and costs then value capture in kam relationships is examined through the lens of five research propositions.
Then value capture in kam relationships is examined through the lens of five research propositions the first result of the research contributes to theory with a detailed model of the drivers of customer lifetime value.
creating and capturing value in kam relationships creating and capturing value in kam relationships journal of strategic marketing volume 15 issue 5 december 2007 pages 403420 abstract questions have recently been raised about whether key account management kam pays off for suppliers previous research.
Title xceresauthor paperscreating and capturing value in kam relation author li2106 created date 20090210174427z.
Disproportionately allocate your sales force marketing dollars and rampd investments toward the customers and segments that you can.
7 key habits for building better relationships people whose mood swings from hot to cold have a difficult time creating meaningful relationships regardless of how we are feeling we need to.
One justification for identifying relationship quality as an intangible resource is its role in creating value for relationship partners that is both rare and difficult for competitors to imitate studies have repeatedly linked relationship quality to financial performance eg gounaris amp tzempelikos 2013 gounaris amp tzempelikos 2014 jones et al 2009.
Both create and capture value1 advances in information and communication technologies have driven the recent interest on business model innovation many ebusinesses constitute new business models shafer smith and linder present twelve recent definitions of business model and find that eight are related to ebusiness.