Key Account Management in Business-to-Business Markets

An Assessment of Its Economic Value

Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle decision-making model that supports the decision on the most efficient key account management organization for individual companies. In addition, he gives a comprehensive overview on the key account management conception and its controlling tools.

Instead, the focus needs to be on the more advanced organization theory approaches like the systems approaches,” i.e. the resource dependence approach and the network approach,” and the new institutional approaches, i.e. transaction ...