Strategic Implications of a Competence-Based Management Approach to Account Management
- Topics:
- Account Management
- Source:
- Reed Business Information
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Overview: Account management has a rich tradition starting in the early 1960's. At the same time, the concept is still ill defined and under-researched. Consequently, some basic research questions remain unanswered. This paper takes a new perspective and examines account management from a (strategic) competence-based point of view. It studies the relationship between account management and competence leverage. The central thesis is that account management is more strategically oriented than sales-oriented or relationship-oriented. Finally, it introduces the concept of strategic account and strategic account management and proposes an agenda for further research in this domain.
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Format: PDF | Size: 118KB | Date: Jul 2005 | Pages: 30
