TY  - JOUR
T1  - The Mediation Role of Key Account Management Effectiveness on Key Account Management Practices and Market Performance
AU - Fei Wong, Han AU - Chin Thoo, Ai AU - Merlinda Muharam, Farrah AU - Sulaiman, Zuraidah 
JO  - The Social Sciences
VL  - 11
IS  - 21
SP  - 5260
EP  - 5264
PY  - 2016
DA  - 2001/08/19
SN  - 1818-5800
DO  - sscience.2016.5260.5264
UR  - https://makhillpublications.co/view-article.php?doi=sscience.2016.5260.5264
KW  - Key account management
KW  -top management involvement
KW  -inter-functional coordination
KW  -formalization
KW  -resource based view of the firm
KW  -market orientation
AB  - The implementation of KAM (KAM) increase market performance of organisations and achieve effectiveness. Nevertheless, the arguments on what determines KAM effectiveness and market performance are unresolved due to inconclusive literature evidences. Thus, this study aims to propose a conceptual framework of the determinants that affect the KAM effectiveness and market performance. It has been confirmed that top management involvement, inter-functional coordination and formalization play an important role. Therefore, this paper extends the existing literature by introducing these dimensions to the framework of KAM. It is recommended that future survey can be conducted to investigate the significance of these factors.
ER  -