Article ID | Journal | Published Year | Pages | File Type |
---|---|---|---|---|
7432614 | Industrial Marketing Management | 2015 | 7 Pages |
Abstract
Key account management (KAM) literature over the past forty years has mostly focused on practices in North America and Europe. China-based KAM research will broaden the scope of analysis to one of the most compelling markets in the world. Our work with hundreds of Chinese KAM personnel representing numerous Western suppliers and Chinese suppliers guides our KAM research propositions for China. We offer propositions regarding conditions where Western suppliers are at a competitive advantage or disadvantage relative to Chinese suppliers. We emphasize the roles of government and of guanxi relationships and how these factors affect suppliers and key account (KA) behaviors including information sharing, demands placed by KAs, and KA retention. We further propose that these relationships are affected by the cultural match/mismatch between suppliers and their KAs.
Related Topics
Social Sciences and Humanities
Business, Management and Accounting
Marketing
Authors
William H. Murphy, Ning Li,