Key account management in business-to-business relationship: identifying top K persuaders using singular value decomposition

• Main Authors: Ahmmed, Kawsar, Mohd Noor, Nor Azila
• 格式: Article
• 语言: English
• 出版: Korea Distribution Science Association 2016
• 主题: HD28 Management. Industrial Management
• 在线阅读: http://repo.uum.edu.my/20735/1/JDS%2014%209%202016%2015%2024.pdf; http://repo.uum.edu.my/20735/; http://doi.org/10.15722/jds.14.9.201609.15

Purpose - Key account management is a supplier company initiated relational approach that has received great attention from both academics and practitioners manifested in the business-to-business relationship literatures. However, there is widespread debate and contention on what should be the under...