Developing a Strategic Framework of Key Account Performance

Qingbo Fu; Keith A. Richards; Diane Halstead; Eli Jones

Developing a Strategic Framework of Key Account Performance

Qingbo Fu
, Keith A. Richards
, Diane Halstead
, Eli Jones

University of Missouri-St. Louis

Research output: Contribution to journal › Article › peer-review

Original language	American English
Journal	Journal of Strategic Marketing
Volume	17
State	Published - 2009

Disciplines

Business

Cite this

@article{79b58c82f77d42e2a6b33081ff13527f,

title = "Developing a Strategic Framework of Key Account Performance",

author = "Qingbo Fu and Richards, \{Keith A.\} and Diane Halstead and Eli Jones",

note = "Strategic management of key accounts has become an important component of many companies' sales efforts. This research introduces a strategic framework of key account performance that integrates theory from relationship marketing, key account management, and customer equity.",

year = "2009",

language = "American English",

volume = "17",

journal = "Journal of Strategic Marketing",

}

TY - JOUR

T1 - Developing a Strategic Framework of Key Account Performance

AU - Fu, Qingbo

AU - Richards, Keith A.

AU - Halstead, Diane

AU - Jones, Eli

N1 - Strategic management of key accounts has become an important component of many companies' sales efforts. This research introduces a strategic framework of key account performance that integrates theory from relationship marketing, key account management, and customer equity.

PY - 2009

Y1 - 2009

UR - https://www.tandfonline.com/doi/abs/10.1080/09652540903064704

M3 - Article

VL - 17

JO - Journal of Strategic Marketing

JF - Journal of Strategic Marketing

ER -

Developing a Strategic Framework of Key Account Performance

Disciplines

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