Show simple item record

dc.contributor.authorKawsar, Ahmmed
dc.contributor.authorNor Azila, Mohd. Noor
dc.date.accessioned2015-05-29T14:16:11Z
dc.date.available2015-05-29T14:16:11Z
dc.date.issued2014-02
dc.identifier.citationInternational Journal of Business and Technopreneurship, vol.4(1), 2014, pages 21-45en_US
dc.identifier.issn2231-7090
dc.identifier.urihttp://ijbt.unimap.edu.my/
dc.identifier.urihttp://dspace.unimap.edu.my:80/xmlui/handle/123456789/40046
dc.descriptionLink to publisher's homepage at http://ijbt.unimap.edu.my/en_US
dc.description.abstractThe 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.isoenen_US
dc.publisherSchool of Business Innovation and Technopreneurship, Universiti Malaysia Perlis (UniMAP)en_US
dc.subjectKey account management performanceen_US
dc.subjectIdiosyncratic investmenten_US
dc.subjectRepeat orderen_US
dc.subjectLength of relationshipen_US
dc.subjectSocial exchange theoryen_US
dc.titleRelational antecedents and consequence of key account management performance: a review, framework and research agendaen_US
dc.typeArticleen_US
dc.contributor.urlkahmed.ba@gmail.comen_US
dc.contributor.urlazila@uum.edu.myen_US


Files in this item

Thumbnail

This item appears in the following Collection(s)

Show simple item record