The Selection and Organization of National Accounts: A North American Perspective
- UNCG Author/Contributor (non-UNCG co-authors, if there are any, appear on document)
- James S. Boles, Professor (Creator)
- Institution
- The University of North Carolina at Greensboro (UNCG )
- Web Site: http://library.uncg.edu/
Abstract: Examines possible reasons behind the current rapid growth of national accounts. In particular, it examines how relationship marketing/selling has increased the need for national account programs. The article first provides a review of the national account management literature. Then, findings from the study of national accounts are presented. It provides details concerning how suppliers select customers for national account status. Results suggest that there is considerable overlap among firms in how they select and organize national account management teams. Implications for marketing management are provided and areas for future research are detailed.
The Selection and Organization of National Accounts: A North American Perspective
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Created on 12/28/2021
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Additional Information
- Publication
- Journal of Business and Industrial Marketing 14 (4, 1999), 264-276
- Language: English
- Date: 1999
- Keywords
- business, key accounts, relationship marketing, marketing management, USA