国外大客户管理研究新进展探析
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外国经济与管理 2014 年 第 36 卷第 07 期, 页码：53 - 62
摘要
参考文献
摘要
大客户管理虽然已经流行了近半个世纪,但是主流的研究方法还是定性研究,实证研究十分有限,而且现有研究主题分散,理论基础单薄,导致大客户管理研究局限于几个特定领域,难以获得突破。本文阐述了大客户管理概念的起源与发展,辨析了大客户管理与几个相近概念的关系,并重点对近十年的文献进行了梳理,展现了国外有关大客户管理的研究前沿,包括针对大客户经理个人的研究、针对供应商与大客户之间关系的研究以及针对大客户管理项目的研究,最后结合现有文献的不足对未来研究方向进行了展望。
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[2]Arnett D B,et al.The role of core selling teams in supplier-buyer relationships[J].Journal of Personal Selling&Sales Management,2005,25(1):27-42.
[3]Bradford K D,et al.Strategic account management:Conceptualizing,integrating,and extending the domain from fluid to dedicated accounts[J].Journal of Personal Selling&Sales Management,2012,32(1):41-56.
[4]Brehmer P O and Rehme J.Proactive and reactive:Drivers for key account management programmes[J].European Journal of Mar-keting,2009,43(7/8):961-984.
[5]Davies I A and Ryals L J.Attitudes and behaviors of key account managers:Are they really any different to senior sales professionals?[J].Industrial Marketing Management,2013,42(6):919-931.
[6]Durif F,et al.Do key account managers focus too much on commercial performance?A cognitive mapping application[J].Journal of Business Research,2013,66(9):1559-1567.
[7]Gosselin D P and Bauwen G A.Strategic account management:Customer value creation through customer alignment[J].Journal of Business&Industrial Marketing,2006,21(6):376-385.
[8]Gounaris S and Tzempelikos N.Key account management orientation and its implications:A conceptual and empirical examination[J].Journal of Business-to-Business Marketing,2013,20(1):33-50.
[9]Guenzi P,et al.The impact of strategic account managers’behaviors on relational outcomes:An empirical study[J].Industrial Marketing Management,2009,38(3):300-311.
[10]Guesalaga G and Johnston W.What’s next in key account management research?Building the bridge between the academic literature and the practitioners’priorities[J].Industrial Marketing Management,2010,39(7):1063-1068.
[11]Homburg C,et al.A configurational perspective on key account management[J].Journal of Marketing,2002,66(2):38-60.
[12]Ivens B S and Pardo C.Are key account relationships different?Empirical results on supplier strategies and customer reactions[J].Industrial Marketing Management,2007,36(4):470-482.
[13]Ivens B S and Pardo C.Key-account-management in business markets:An empirical test of common assumptions[J].Journal of Bu-siness&Industrial Marketing,2008,23(5):301-310.
[14]Jones E,et al.Key accounts and team selling:A review,framework,and research agenda[J].Journal of Personal Selling&Sales Management,2005,25(2):181-198.
[15]Lacoste S.“Vertical coopetition”:The key account perspective[J].Industrial Marketing Management,2012,41(4):649-658.
[16]Lambe C J and Spekman R E.National account management:Large account selling or buyer-supplier alliance?[J].Journal of Personal Selling&Sales Management,1997,17(4):61-74.
[17]McDonald M,et al.Key account management:Theory,practice and challenges[J].Journal of Marketing Management,1997,13(8):737-757.
[18]Millman T and Wilson K J.Developing key account management competences[J].Journal of Marketing Practice:Applied Marketing Science,1995,2(2):7-22.
[19]Ming-Huei H and Wen-Chiung C.Managing key account portfolios across the process of relationship development:A value proposition-desired value alignment perspective[J].Journal of Business-to-Business Marketing,2011,18(1):83-119.
[20]Napolitano L.Customer-supplier partnering:A strategy whose time has come[J].Journal of Personal Selling&Sales Management,1997,17(4):1-8.
[21]Richards K A and Jones E.Key account management:Adding element of account fit to an integrative theoretical framework[J].Journal of Personal Selling&Sales Management,2009,29(4):305-320.
[22]Ryals L J and Davies I A.Where’s the strategic intent in key account relationships?[J].Journal of Business&Industrial Marketing,2013,28(2):111-124.
[23]Salojrvi H,et al.Organizational factors enhancing customer knowledge utilization in the management of key account relationships[J].Industrial Marketing Management,2010,39(8):1395-1402.
[24]Schultz R J and Evans K R.Strategic collaborative communication by key account representatives[J].Journal of Personal Selling&Sales Management,2002,22(1):23-31.
[25]Sengupta S,et al.An empirical investigation of key account salesperson effectiveness[J].Journal of Personal Selling&Sales Management,2000,20(4):253-261.
[26]Speakman J I F and Ryals L.Key account management:The inside selling job[J].Journal of Business&Industrial Marketing,2012,27(5):360-369.
[27]Sullivan U Y,et al.Value creation and firm sales performance:The mediating roles of strategic account management and relationship perception[J].Industrial Marketing Management,2012,41(1):166-173.
[28]Wilson K and Millman T.The global account manager as political entrepreneur[J].Industrial Marketing Management,2003,32(2):151-158.
[29]Workman J P,et al.Intraorganizaitonal determinants of key account management effectiveness[J].Journal of the Academy of Marketing Science,2003,31(1):3-21.
[30]Yip G S and Madsen T L.Global account management:The new frontier in relationship marketing[J].International Marketing Review,1996,13(3):24-42.
引用本文
李文茜, 刘益. 国外大客户管理研究新进展探析[J]. 外国经济与管理, 2014, 36(7): 53–62.
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