A bibliometric analysis of extended key account management literature

Cross-functional involvement, Key account teams, Metrics and measurement, Networks, Relationships, Value creation & co-creation

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This illuminating analysis by internationally renowned Professors Kumar, Sharma and Salo defines the scope of KAM: selection of key or strategic accounts, team structures, coordination with other functions, and a deeper level of relationship within the organization and with the KAM customer’s firm. It also demonstrates how KAM is distinct from traditional sales research, relationship marketing, and sales…

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