Now showing items 1-2 of 2
Drivers of Customer Loyalty in B2B Services: A Firm-level Analysis Over Time
(American University of Sharjah, 2013-09-08)
Identifying the drivers of relationship quality, satisfaction and customer loyalty has been the subject of much marketing research for over twenty years. However, there are a number of gaps in the literature, especially ...
Key Account Management and the Relationship Lifecycle: Towards a Framework for Collaboration
(American University of Sharjah, 2013-06-12)
This paper examines the strategic drivers of effective key account management (KAM) and their integration into the relationship lifecycle. Previous KAM initiatives have tended to be focused on the sellers' perspective, ...