Environmental factors influencing the management of key accounts in an Arab Middle Eastern context
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Issue Date
2014-02-20Subjects
key account managementrelationship management
emerging economies
contingency theory
network approach
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Within the sales and marketing literature, it is recognised that a range of external factors can influence how companies in the business-to-business field manage business relationships within national and across international borders. However, there have been very few studies that explore the influence of the external environment on key account relationships, especially within the context of emerging economies. This study draws on the network approach and contingency theory to identify and highlight the influence of external environmental factors on the management of inter-organisational relationships with key customers in emerging economies in the Arab Middle East region. It is based on an extensive qualitative enquiry that utilises 50 in-depth semi-structured interviews conducted in Jordan with endogenous and Western firms. It concludes that key account practices within an Arab context are shaped by a number of contingencies that are embedded in broader institutional contexts and the business environment, which may challenge the adoption of company-wide universal key account management policies across borders. © 2014 Elsevier Inc.Citation
ALHussan F, AL-Husan F, Fletcher-Chen C (2014) 'Environmental factors influencing the management of key accounts in an Arab Middle Eastern context', Industrial Marketing Management, 43 (4), pp.592-602.Publisher
Elsevier Inc.Journal
Industrial Marketing ManagementAdditional Links
https://www.sciencedirect.com/science/article/pii/S0019850114000194Type
ArticleLanguage
enISSN
0019-8501ae974a485f413a2113503eed53cd6c53
10.1016/j.indmarman.2014.02.008