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    Environmental factors influencing the management of key accounts in an Arab Middle Eastern context

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    Authors
    ALHussan, Fawaz
    Al-Husan, Faten Z. Baddar
    Fletcher-Chen, Chavi C-Y.
    Affiliation
    Université Catholique de Lille
    University of Bedfordshire
    Issue Date
    2014-02-20
    Subjects
    key account management
    relationship management
    emerging economies
    contingency theory
    network approach
    
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    Abstract
    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 Management
    URI
    http://hdl.handle.net/10547/623886
    DOI
    10.1016/j.indmarman.2014.02.008
    Additional Links
    https://www.sciencedirect.com/science/article/pii/S0019850114000194
    Type
    Article
    Language
    en
    ISSN
    0019-8501
    ae974a485f413a2113503eed53cd6c53
    10.1016/j.indmarman.2014.02.008
    Scopus Count
    Collections
    Business and management

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