A stage model for transitioning to KAM

Iain A. Davies, Lynette J. Ryals

Research output: Contribution to journalArticle

17 Citations (Scopus)

Abstract

This paper investigates the under-researched area of key account management (KAM) implementation through a systematic review of the literature, syndications with a panel of industry exemplars, and a survey investigating how organisations implement KAM. Through this we identify a stage model that identifies not only how companies currently transition to KAM in practice, but also suggests how they could improve their chances of success in transitioning to KAM. We demonstrate the fundamental elements of a KAM programme and the extent to which companies feel KAM has met their pre-implementation expectations.
LanguageEnglish
Pages1027-1048
Number of pages22
JournalJournal of Marketing Management
Volume25
Issue number9-10
DOIs
StatusPublished - 2009

Fingerprint

Key account management
Stage model
Industry
Syndication
Systematic review

Cite this

A stage model for transitioning to KAM. / Davies, Iain A.; Ryals, Lynette J.

In: Journal of Marketing Management, Vol. 25, No. 9-10, 2009, p. 1027-1048.

Research output: Contribution to journalArticle

Davies, Iain A. ; Ryals, Lynette J. / A stage model for transitioning to KAM. In: Journal of Marketing Management. 2009 ; Vol. 25, No. 9-10. pp. 1027-1048.
@article{fe4c96efbb534b16bd6638e0464d1b7f,
title = "A stage model for transitioning to KAM",
abstract = "This paper investigates the under-researched area of key account management (KAM) implementation through a systematic review of the literature, syndications with a panel of industry exemplars, and a survey investigating how organisations implement KAM. Through this we identify a stage model that identifies not only how companies currently transition to KAM in practice, but also suggests how they could improve their chances of success in transitioning to KAM. We demonstrate the fundamental elements of a KAM programme and the extent to which companies feel KAM has met their pre-implementation expectations.",
author = "Davies, {Iain A.} and Ryals, {Lynette J.}",
year = "2009",
doi = "10.1362/026725709X479354",
language = "English",
volume = "25",
pages = "1027--1048",
journal = "Journal of Marketing Management",
issn = "0267-257X",
publisher = "Taylor and Francis",
number = "9-10",

}

TY - JOUR

T1 - A stage model for transitioning to KAM

AU - Davies, Iain A.

AU - Ryals, Lynette J.

PY - 2009

Y1 - 2009

N2 - This paper investigates the under-researched area of key account management (KAM) implementation through a systematic review of the literature, syndications with a panel of industry exemplars, and a survey investigating how organisations implement KAM. Through this we identify a stage model that identifies not only how companies currently transition to KAM in practice, but also suggests how they could improve their chances of success in transitioning to KAM. We demonstrate the fundamental elements of a KAM programme and the extent to which companies feel KAM has met their pre-implementation expectations.

AB - This paper investigates the under-researched area of key account management (KAM) implementation through a systematic review of the literature, syndications with a panel of industry exemplars, and a survey investigating how organisations implement KAM. Through this we identify a stage model that identifies not only how companies currently transition to KAM in practice, but also suggests how they could improve their chances of success in transitioning to KAM. We demonstrate the fundamental elements of a KAM programme and the extent to which companies feel KAM has met their pre-implementation expectations.

UR - http://dx.doi.org/10.1362/026725709X479354

U2 - 10.1362/026725709X479354

DO - 10.1362/026725709X479354

M3 - Article

VL - 25

SP - 1027

EP - 1048

JO - Journal of Marketing Management

T2 - Journal of Marketing Management

JF - Journal of Marketing Management

SN - 0267-257X

IS - 9-10

ER -