The Appropriateness of the Key Account Management Organization

Stefan Wengler

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The Appropriateness of the Key Account Management Organization

机译：大客户管理组织的适当性

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摘要

Key account management programs often lack efficiency and effectiveness, as most key account management organizations are inadequately designed for specific customer-supplier relationships. In this paper, a decision model based on transaction cost economics is developed that allows for individualized decision-making on the most appropriate key account management organization: By defining the transaction cost economics determinants uncertainty and frequency more in-depth companies will become able to refine their decision on the key account management organization alternatives with respect to the characteristics of their individual customer-supplier relationship.

机译：关键客户管理程序通常缺乏效率和有效性，因为大多数关键客户管理组织的设计都不适合特定的客户-供应商关系。在本文中，开发了一种基于交易成本经济学的决策模型，该模型允许在最合适的大客户管理组织上进行个性化决策：通过定义交易成本经济学的决定因素，不确定性和频率，更深入的公司将能够细化他们根据主要客户与供应商关系的特征决定主要客户管理组织的替代方案。

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来源
《Journal of Business Market Management》 |2007年第4期|253-272|共20页
作者
Stefan Wengler;
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作者单位

LEHNKERING GmbH, Duisburg, Germany;

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原文格式 PDF
正文语种 eng
中图分类
关键词
key account management; transaction cost economics; key account management; organization; organization; business; to; business marketing; marketing management;

机译：关键客户管理;交易成本经济学;大客户管理;组织;组织;商业;对;商业营销;市场营销管理;

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The Appropriateness of the Key Account Management Organization

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