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Catherine Pardo – One of the best experts on this subject based on the ideXlab platform.

  • Identification as a challenge in key Account Management : Conceptual foundations and a qualitative study
    Industrial marketing management, 2020
    Co-Authors: Leonore Peters, Björn Sven Ivens, Catherine Pardo

    Abstract:

    Managing business relationships requires that boundary-spanning actors, such as key Account managers, perform their task at the interface between two relational networks, the internal firm network and the network on the side of the key Account. Several streams of research have suggested that similar situations raise questions of identification, but the business-to-business literature has not yet paid much attention to this issue. This study focuses on key Account Management (KAM) as a typical task of inter-organizational interface Management. The conceptual foundations of identification in a sales-related interface context, such as KAM, are first discussed. It then pursues with a qualitative exploratory study that uses data gained through 40 semi-structured interviews with key Account managers to identify their identification anchors. The qualitative data suggest four identification foci, namely organizational identification, key Account identification, leader identification, and occupational identification, which are illustrated in a conceptual model. The study concludes with a discussion and avenues for future research.

  • Key Account Management as a firm capability
    Industrial marketing management, 2018
    Co-Authors: Björn Sven Ivens, Catherine Pardo, Alexander Leischnig, Barbara Niersbach

    Abstract:

    Firms manage numerous inter-organizational relationships. Key Account Management (KAM) is a concept used to manage a specific subset of these relationships, i.e. a supplier firm’s relationships with strategically important customers. Scholars have studied different elements of KAM such as actors, resources, or relationships. Surprisingly few studies discuss the link between KAM and competitive advantage. By adopting a capability perspective on KAM, we seek to develop a theoretical basis to better explain its performance-implications. The capability perspective is compatible with extant approaches and complements them with new arguments concerning the value that a KAM system has in competition. The purpose of our article is to develop a conceptual model of a supplier firm’s KAM capability and to indicate avenues for future research.

  • Mind the gap : A process model for diagnosing barriers to key Account Management implementation
    Industrial marketing management, 2018
    Co-Authors: Alexander Leischnig, Barbara Niersbach, Björn Sven Ivens, Catherine Pardo

    Abstract:

    Today, many firms develop and implement key Account Management (KAM) programs to manage the relationships with strategically important customers. The implementation of KAM programs requires the configuration of special activities, actors, and resources dedicated to key Accounts, which poses major challenges for managerial practice. Firms often underestimate the fundamental organizational change required for a successful implementation of KAM. The objective of this article is to advance extant knowledge on KAM by developing a framework that outlines essential processes to assess and diagnose barriers to KAM implementation. In our article, we integrate extant knowledge on KAM organization and enactment, and we propose a four-step process model that links the concepts of embeddedness, differentiation, integration, and alignment. In addition, we illustrate our model in a case study analysis with a large-scale European industrial company. The findings of our study allow us to derive avenues for further research on KAM implementation as well as implications for Management practice.

William A. Weeks – One of the best experts on this subject based on the ideXlab platform.

  • The Evolution of National Account Management: A Literature Perspective
    Journal of Personal Selling and Sales Management, 2013
    Co-Authors: Dan C. Weilbaker, William A. Weeks

    Abstract:

    While past literature has presented a longitudinal view of how selling jobs have changed or evolved over time and has included national Account Management as part of this phenomenon, an evolutionary investigation has not been undertaken regarding the national Account Management concept. This article uses a content analysis approach to review the relevant literature on national Account Management process. The literature evaluation concludes that the evolution of the national Account Management process closely resembles the product life cycle and/or the adoption curve. Practitioner’s actions to advance national Account Management and implications for future academic research are discussed.

Richard James Osborn – One of the best experts on this subject based on the ideXlab platform.

  • User Account Management & automation across multiple Active Directory domains
    , 2014
    Co-Authors: Richard James Osborn

    Abstract:

    This project consists of a portable information system artefact that is to be administered around multiple Active Directory domains, across multiple sites, supporting multiple user profiles. The system artefact adopts a server-client configuration; with a server side supporting multiple clients. The system provides automated services for admin staff to manage their users across their domain environments. These automation services help manage the creation, deletion, upgrading and resetting of user Accounts. Search facilities for quick referencing and editing of user Account object within Active Directory are also provided by the system.

  • user Account Management automation across multiple active directory domains
    , 2014
    Co-Authors: Richard James Osborn

    Abstract:

    This project consists of a portable information system artefact that is to be administered around multiple Active Directory domains, across multiple sites, supporting multiple user profiles. The system artefact adopts a server-client configuration; with a server side supporting multiple clients. The system provides automated services for admin staff to manage their users across their domain environments. These automation services help manage the creation, deletion, upgrading and resetting of user Accounts. Search facilities for quick referencing and editing of user Account object within Active Directory are also provided by the system.