Search Results - "Niersbach, Barbara"

An identity perspective of key account managers as paradoxical relationship managers by Pardo, Catherine, Ivens, Björn Sven, Niersbach, Barbara

“…Managing business to business (B2B) customer relationships has become an issue of ecosystem orchestration rather than one of managing a dyadic exchange. A…”
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The cultural factors in global account management: the case of Indian buyers and German suppliers by Kadam, Nayan, Niersbach, Barbara, Ivens, Bjoern Sven

“…Purpose This study aims to investigate the cultural factors that influence global account management (GAM) in the context of Indian buyers and German suppliers…”
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Key account management as a firm capability by Ivens, Björn S., Leischnig, Alexander, Pardo, Catherine, Niersbach, Barbara

“…Firms manage numerous inter-organizational relationships. Key account management (KAM) is a concept used to manage a specific subset of these relationships,…”
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Mind the gap: A process model for diagnosing barriers to key account management implementation by Leischnig, Alexander, Ivens, Björn S., Niersbach, Barbara, Pardo, Catherine

“…Today, many firms develop and implement key account management (KAM) programs to manage the relationships with strategically important customers. The…”
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Firm-internal key account management networks: Framework, case study, avenues for future research by Ivens, Björn S., Pardo, Catherine, Niersbach, Barbara, Leischnig, Alexander

“…Key account management (KAM) is used for managing relationships between a supplier and its strategically important customer firms, that is, the key accounts…”
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Exploring gender diversity in key account management: A comparative global perspective on gender-specific roles and competencies for customer success by Niersbach, Barbara, Kadam, Nayan, José Quero, Maria, Török, Judit, Nguyen, Ngoc, Winninger Lemarquis, Geneviève

“…The present research investigates the influence of gender on the roles and competencies in Key Account Management (KAM) across various cultural settings…”
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