Identification as a challenge in key account management: Conceptual foundations and a qualitative study
暂无分享,去创建一个
[1] H. Kragh,et al. The praxis of studying interorganizational practices in B2B marketing and purchasing – A critical literature review , 2020 .
[2] Moustafa Battor,et al. Do social capital and relationship quality matter to the key account management effectiveness? , 2020 .
[3] T. Rintamäki,et al. The role of personality and motivation on key account manager job performance , 2019, Industrial Marketing Management.
[4] Jari Salo,et al. A bibliometric analysis of extended key account management literature , 2019, Industrial Marketing Management.
[5] J. Wieseke,et al. When do customers perceive customer centricity? The role of a firm’s and salespeople’s customer orientation , 2019, Journal of Personal Selling & Sales Management.
[6] G. Pereira,et al. Top managers’ role in key account management , 2019, Journal of Business & Industrial Marketing.
[7] Gregory A. Rich,et al. A qualitative study of leader behaviors perceived to enable salesperson performance , 2019, Journal of Personal Selling & Sales Management.
[8] C. Mothe,et al. Boundary spanner relational behavior and inter-organizational control in supply chain relationships , 2019, Industrial Marketing Management.
[9] G. Lilien,et al. Within-Seller and Buyer–Seller Network Structures and Key Account Profitability , 2018, Journal of Marketing.
[10] Javier Marcos Cuevas,et al. Which resources and capabilities underpin strategic key account management? , 2018, Industrial Marketing Management.
[11] B. Ivens,et al. Key account management as a firm capability , 2017, Industrial Marketing Management.
[12] V. Siahtiri,et al. Driving service innovativeness via collaboration with customers and suppliers: Evidence from business-to-business services , 2017, Industrial Marketing Management.
[13] M. Pratt,et al. Becoming Who We Serve: A Model of Multi-Layered Employee–Customer Identification , 2017, Academy of Management Journal.
[14] B. Ivens,et al. Mind the gap: A process model for diagnosing barriers to key account management implementation , 2017 .
[15] Ajai S. Gaur,et al. Boundary Spanning in Global Organizations , 2017 .
[16] B. Ivens,et al. Firm-internal key account management networks: Framework, case study, avenues for future research , 2016 .
[17] Alexander Leischnig,et al. Net versus combinatory effects of firm and industry antecedents of sales growth , 2016 .
[18] Björn Sven Ivens,et al. Managerial implications of research on inter-organizational interfaces: The case of key account management , 2016 .
[19] Daniel Korschun. Boundary-Spanning Employees and Relationships with External Stakeholders: A Social Identity Approach , 2015 .
[20] Y. Lew,et al. Drivers and performance implications of international key account management capability , 2015 .
[21] S. Gounaris,et al. Linking key account management practices to performance outcomes , 2015 .
[22] K. Storbacka,et al. The organizational implications of implementing key account management: A case-based examination , 2015 .
[23] Nektarios Tzempelikos. Top management commitment and involvement and their link to key account management effectiveness , 2015 .
[24] M. Vafeas. Account manager turnover and the influence of context: an exploratory study , 2015 .
[25] Kevin Wilson,et al. Differentiation and alignment in KAM implementation , 2014 .
[26] Rodrigo Guesalaga. Top management involvement with key accounts: The concept, its dimensions, and strategic outcomes , 2014 .
[27] S. Gounaris,et al. Relational key account management: Building key account management effectiveness through structural reformations and relationship management skills , 2014 .
[28] Scott B. Friend,et al. Key account relationships: An exploratory inquiry of customer-based evaluations , 2014 .
[29] Mark W. Johnston,et al. Antecedents and Outcomes of Organizational Commitment: A Study of Salespeople , 2013 .
[30] Arun Sharma. Who Prefers Key Account Management Programs? An Investigation of Business Buying Behavior and Buying Firm Characteristics , 2013 .
[31] Kevin Wilson,et al. Assessing and strengthening internal alignment of new marketing units: An interpretative tool Original Research Article , 2013 .
[32] Iain A. Davies,et al. Attitudes and behaviours of key account managers: Are they really any different to senior sales professionals? , 2013 .
[33] Kevin G. Corley,et al. Seeking Qualitative Rigor in Inductive Research , 2013 .
[34] Carsten Q. Schneider,et al. Set-Theoretic Methods for the Social Sciences: A Guide to Qualitative Comparative Analysis , 2012 .
[35] L. Ryals,et al. Key account management: the inside selling job , 2012 .
[36] James G. Maxham,et al. Identification with the retail organization and customer-perceived employee similarity: effects on customer spending. , 2012, The Journal of applied psychology.
[37] M. Ahearne,et al. Multiple Identification Foci and Their Countervailing Effects on Salespeople's Negative Headquarters Stereotypes , 2012 .
[38] K. Storbacka. Strategic account management programs: alignment of design elements and management practices , 2012 .
[39] Lynne J. Millward,et al. The telephone medium and semi‐structured interviews: a complementary fit , 2011 .
[40] A. Parasuraman,et al. Service Innovation Viewed Through a Service-Dominant Logic Lens: A Conceptual Framework and Empirical Analysis , 2011 .
[41] Yana Atanasova,et al. Global Customer Team Design: Dimensions, Determinants and Performance Outcomes , 2011 .
[42] Iain A. Davies,et al. Relationship management:a sales role, or a state of mind? An investigation of functions and attitudes across a business-to-business sales force , 2010 .
[43] W. Johnston,et al. WHAT'S NEXT IN KEY ACCOUNT MANAGEMENT RESEARCH? BUILDING THE BRIDGE BETWEEN THE ACADEMIC LITERATURE AND THE PRACTITIONERS' PRIORITIES , 2010 .
[44] N. Ellis,et al. Marketing Identities: Shifting Circles of Identification in Inter-organizational Relationships , 2010 .
[45] Amanda Holt,et al. Using the telephone for narrative interviewing: a research note , 2010 .
[46] Wu Liu,et al. I warn you because I like you: Voice behavior, employee identifications, and transformational leadership , 2010 .
[47] M. Pratt. Fitting Oval Pegs Into Round Holes , 2008 .
[48] Blake E. Ashforth,et al. Identification in Organizations: An Examination of Four Fundamental Questions , 2008 .
[49] Andrew D. Brown,et al. Saying it with feeling: Analysing speakable emotions , 2008 .
[50] G. Northcraft,et al. Divided Loyalties , 2007 .
[51] Divided Loyalties , 2007, Nursing times.
[52] Peer C. Fiss. A set-theoretic approach to organizational configurations , 2007 .
[53] Björn Sven Ivens,et al. Are key account relationships different? Empirical results on supplier strategies and customer reactions , 2007 .
[54] Giles Hirst,et al. Relationships between leader and follower organizational identification and implications for follower attitudes and behaviour , 2007 .
[55] R. Stock. Interorganizational teams as boundary spanners between supplier and customer companies , 2006 .
[56] D. Knippenberg,et al. Organizational identification versus organizational commitment: self-definition, social exchange, and job attitudes , 2006 .
[57] Daniel R. Ilgen,et al. Multiple professional identities: examining differences in identification across work-related targets. , 2006, The Journal of applied psychology.
[58] Anna Buehring,et al. The role and status of qualitative methods in management research: an empirical account , 2006 .
[59] N. Ellemers,et al. SOCIAL IDENTITY IN INDUSTRIAL AND ORGANIZATIONAL PSYCHOLOGY: CONCEPTS, CONTROVERSIES AND CONTRIBUTIONS , 2006 .
[60] Rolf van Dick,et al. Foci of attachment in organizations: A meta-analytic comparison of the strength and correlates of workgroup versus organizational identification and commitment , 2005 .
[61] S. Mann,et al. The experience of workplace anger , 2005 .
[62] Oliver Christ,et al. Category salience and organizational identification , 2005 .
[63] M. Riketta. Organizational identification: A meta-analysis , 2005 .
[64] Joseph P. Cannon,et al. Key Accounts and Team Selling: A Review, Framework, and Research Agenda , 2005 .
[65] Ulrich Wagner,et al. Organizational identification and organizational commitment: Distinct aspects of two related concepts , 2004 .
[66] Daniel J. Brass,et al. Taking Stock of Networks and Organizations: A Multilevel Perspective , 2004 .
[67] S. Tamer Cavusgil,et al. A conceptual framework of global account management capabilities and firm performance , 2004 .
[68] Oliver Christ,et al. The utility of a broader conceptualization of organizational identification: Which aspects really matter? , 2004 .
[69] Kevin G. Corley,et al. Identity Ambiguity and Change in the Wake of a Corporate Spin-off , 2004 .
[70] I. Wilkinson,et al. Managing in complex business networks , 2004 .
[71] Judith E. Sturges,et al. Comparing Telephone and Face-to-Face Qualitative Interviewing: a Research Note , 2004 .
[72] H. Tajfel,et al. The Social Identity Theory of Intergroup Behavior. , 2004 .
[73] Andreas Eggert,et al. Key Account Managers' Role Within the Value Creation Process of Collaborative Relationships , 2003 .
[74] Gilad Chen,et al. The two faces of transformational leadership: empowerment and dependency. , 2003, The Journal of applied psychology.
[75] T. Millman,et al. The global account manager as political entrepreneur , 2003 .
[76] L. Shore,et al. The Role of Perceived Organizational Support and Supportive Human Resource Practices in the Turnover Process , 2003 .
[77] Janet R. McColl-Kennedy,et al. Impact of leadership style and emotions on subordinate performance , 2002 .
[78] R. Abratt,et al. Customer–supplier partnerships: Perceptions of a successful key account management program , 2002 .
[79] Ulrich Wagner,et al. Social identification among school teachers: Dimensions, foci, and correlates , 2002 .
[80] Christian Homburg,et al. A Configurational Perspective on Key Account Management , 2002 .
[81] Caroline A. Bartel. Social Comparisons in Boundary-Spanning Work: Effects of Community Outreach on Members' Organizational Identity and Identification , 2001 .
[82] Jukka Ojasalo,et al. Key account management at company and individual levels in business‐to‐business relationships , 2001 .
[83] S. Alexander Haslam,et al. Psychology in Organizations: The Social-Identity Approach , 2000 .
[84] Daan van Knippenberg,et al. Work Motivation and Performance: A Social Identity Perspective , 2000 .
[85] E. V. Schie,et al. Foci and correlates of organizational identification , 2000 .
[86] M. Pusateri,et al. An Empirical Investigation of Key Account Salesperson Effectiveness , 2000 .
[87] S. Hunt. A General Theory of Competition: Resources, Competences, Productivity, Economic Growth , 1999 .
[88] Catherine Pardo,et al. Key account management in the business‐to‐business field: a French overview , 1999 .
[89] Robert Drazin,et al. Equifinality: Functional Equivalence in Organization Design , 1997 .
[90] John C. Turner,et al. Self and Collective: Cognition and Social Context , 1994 .
[91] S. Hunt,et al. The Commitment-Trust Theory of Relationship Marketing , 1994 .
[92] John P. Meyer,et al. A three-component conceptualization of organizational commitment , 1991 .
[93] George Cheney. The rhetoric of identification and the study of organizational communication , 1983 .
[94] Sang M. Lee,et al. An Empirical Analysis of Organizational Identification , 1971 .
[95] Benjamin Schneider,et al. Personal factors in organizational identification. , 1970 .
[96] Michael E. Brown. Identification and Some Conditions of Organizational Involvement , 1969 .
[97] H. Kelman. Compliance, identification, and internalization three processes of attitude change , 1958 .
[98] Howard S. Becker,et al. The Elements of Identification with an Occupation , 1956 .
[99] Nelson N. Foote. Identification as the basis for a theory of motivation. , 1951 .
[100] A. Rocca,et al. Practice theory and the study of interaction in business relationships: Some methodological implications , 2017 .
[101] J. Turner,et al. Self-categorization theory , 2012 .
[102] J. Turner. Social categorization and the self-concept: A social cognitive theory of group behavior. , 2010 .
[103] S. Böhm. Organisationale Identifikation als Voraussetzung für eine erfolgreiche Unternehmensentwicklung - Eine wissenschaftliche Analyse mit Ansatzpunkten für das Management , 2008 .
[104] M. Hornsey. Social Identity Theory and Self‐categorization Theory: A Historical Review , 2008 .
[105] Paolo Guenzi,et al. Relational selling strategy and key account managers' relational behaviors: An exploratory study , 2007 .
[106] Christian Homburg,et al. Intraorganizational determinants of key account management effectiveness , 2003 .
[107] M. Hogg,et al. Social Identity and Self-Categorization Processes in Organizational Contexts , 2000 .
[108] H. Håkansson,et al. Developing relationships in business networks , 1995 .
[109] P. Ring,et al. Developmental Processes of Cooperative Interorganizational Relationships , 1994 .
[110] Fred A. Mael,et al. Social identity theory and the organization , 1989 .
[111] H. Tajfel,et al. An integrative theory of intergroup conflict. , 1979 .
[112] Richard M. Steers,et al. Organizational commitment, job satisfaction, and turnover among psychiatric technicians. , 1974 .