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Key Account Management in Business-to-Business Markets [2006]
- 1
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Introduction
- 12
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State-of-the-art of key account management in academia and science
- 66
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Key account management controlling
- 98
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Analyzing key account management from the perspective of transaction cost economics
- 135
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Challenging the organization: the implementation of key account management
- 166
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Determining the economic value of key account management in business relationships
- 218
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Management implications
- 250
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Conclusion
- 254
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Bibliography
