dc.contributor.author | Kawsar, Ahmmed | |
dc.contributor.author | Nor Azila, Mohd. Noor | |
dc.date.accessioned | 2015-05-29T14:16:11Z | |
dc.date.available | 2015-05-29T14:16:11Z | |
dc.date.issued | 2014-02 | |
dc.identifier.citation | International Journal of Business and Technopreneurship, vol.4(1), 2014, pages 21-45 | en_US |
dc.identifier.issn | 2231-7090 | |
dc.identifier.uri | http://ijbt.unimap.edu.my/ | |
dc.identifier.uri | http://dspace.unimap.edu.my:80/xmlui/handle/123456789/40046 | |
dc.description | Link to publisher's homepage at http://ijbt.unimap.edu.my/ | en_US |
dc.description.abstract | The present paper traces the issue of key account management performance which was has regarded as a pressing concern of many supplier companies. sales efforts. Based on the social exchange theory, researcher theorized and hypothesized the conditions under which relational factors including supplier relational investment, perceived buyer relational investment and relational intimacy influence key account management performance and its resulting impact on repeat order. Researcher also theorized the moderating role of length of relationship on key account management performance-repeat order relationship. Several theoretical and practical implications are provided along with suggestions and limitations to isolate a platform for future research directions. Additionally, an improved understanding from this framework will help developing policies for effective key account management in Business-to-business relationship. | en_US |
dc.language.iso | en | en_US |
dc.publisher | School of Business Innovation and Technopreneurship, Universiti Malaysia Perlis (UniMAP) | en_US |
dc.subject | Key account management performance | en_US |
dc.subject | Idiosyncratic investment | en_US |
dc.subject | Repeat order | en_US |
dc.subject | Length of relationship | en_US |
dc.subject | Social exchange theory | en_US |
dc.title | Relational antecedents and consequence of key account management performance: a review, framework and research agenda | en_US |
dc.type | Article | en_US |
dc.contributor.url | kahmed.ba@gmail.com | en_US |
dc.contributor.url | azila@uum.edu.my | en_US |