Key Account Management (KAM) as a distinct field of research dates back to the early 1990s. Several authors, researchers and academia have contributed with further investigation about the theme. Key Account Management (KAM) aims to identify, develop, improve, keep and transform the existing relationship with the customers that are of strategic importance to the company into long-term and profitable relationships. The business market requested for a different approach to deal with long and complex process that requires deep knowledge to create more than an individualized product or service. Despite existing arguments and studies regarding KAM, still there is much to be researched as it is a considerably new concept. However, the concept of KAM is still misunderstood by many companies and for them, especially in the Brazilian market, where the competition has become fierce in recent years, its implementation is a challenge because KAM brings a revolution to the organisational structure and changes the way that all divisions of the company deals with its key customers. This research study sought to analyse how the selection of the Key Accounts is made in the Brazilian context and to define a set of elements to help managerial decisions when selecting an account. This study is the first to analyse this topic in the Brazilian industry; therefore, the outcomes would be a novelty. The main elements identified in this work were culture, KA manager profile, value-preposition, competitive intelligence and strategic direction. The study had a qualitative research paradigm with a case-study strategy to investigate the issue in deeply details in a particular context. The data collection approach was based on in-depth interviews and the collected data were analysed by thematic analysis originating major themes.

background

/pdf/selection-of-key-account-by-value-approach-a-proposal-to-the-5b4agep3c5.pdf

Introduction to Logic.

SELECTION OF KEY ACCOUNT BY VALUE APPROACH: A PROPOSAL TO THE BRAZILIAN CONTEXT Abbud, Lucillia Communicare 360

https://muse.jhu.edu/journals/language/v056/56.2.gazdar.pdf

Foundations of logico-linguistics: A unified theory of information, language, and logic By William S. Cooper (review)

A scheme is described in which semantic nets are adapted to assist secure data acquisition. The nets are stored in a deductive database. They are normally used for system specification.

Controlling Database Integrity

Konsistenzerhaltung durch Methoden.

/pdf/differential-attributions-of-the-causes-of-subordinate-5eg5liyxsf.pdf

Introduction to Logic.

Citations

SELECTION OF KEY ACCOUNT BY VALUE APPROACH: A PROPOSAL TO THE BRAZILIAN CONTEXT Abbud, Lucillia Communicare 360

Foundations of logico-linguistics: A unified theory of information, language, and logic By William S. Cooper (review)

Controlling Database Integrity

Konsistenzerhaltung durch Methoden.

Differential Attributions of the Causes of Subordinate Success and Failure by Aggressive and Non-Aggressive Individuals