Show simple item record

dc.contributor.authorALHussan, Fawazen
dc.contributor.authorAl-Husan, Faten Z. Baddaren
dc.contributor.authorFletcher-Chen, Chavi C-Y.en
dc.date.accessioned2020-03-02T14:21:37Z
dc.date.available2020-03-02T14:21:37Z
dc.date.issued2014-02-20
dc.identifier.citationALHussan 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.en
dc.identifier.issn0019-8501
dc.identifier.doi10.1016/j.indmarman.2014.02.008
dc.identifier.urihttp://hdl.handle.net/10547/623886
dc.description.abstractWithin 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.
dc.language.isoenen
dc.publisherElsevier Inc.en
dc.relation.urlhttps://www.sciencedirect.com/science/article/pii/S0019850114000194en
dc.rightsGreen - can archive pre-print and post-print or publisher's version/PDF
dc.subjectkey account managementen
dc.subjectrelationship managementen
dc.subjectemerging economiesen
dc.subjectcontingency theoryen
dc.subjectnetwork approachen
dc.titleEnvironmental factors influencing the management of key accounts in an Arab Middle Eastern contexten
dc.typeArticleen
dc.contributor.departmentUniversité Catholique de Lilleen
dc.contributor.departmentUniversity of Bedfordshireen
dc.identifier.journalIndustrial Marketing Managementen
dc.date.updated2020-03-02T14:16:07Z
html.description.abstractWithin 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.


Files in this item

Thumbnail
Name:
Publisher version

This item appears in the following Collection(s)

Show simple item record