KAM – Procurement personal relationships and the danger of boundary spanner corruption

Behaviour, Conflict management, Procurement & buying behaviour, Relationships, Reputation management

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Corruption is a hard word for some not unusual situations in KAM. But Professor Stephan Henneberg applies it to violations of the employer’s norms and interests, which many will have observed in KAM relationships. You will probably recognise many of the situations in Stephan’s hair-raising collection of quotes. Defining the limits in commercial relationships is…

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