Study unveils components of successful key account management
Wednesday, July 11, 2018 - 06:06
in Mathematics & Economics
Dynamic capabilities play a key role in successful key account management, according to a new study by researchers from the University of Eastern Finland, Cranfield University and the University of Portsmouth. The study found that in key account management, companies should invest in market sensing, opportunity creation, continuous improvement of processes and value propositions, as well as capabilities for radical change. The findings were reported in Industrial Marketing Management.