Concepedia

Key Account Selection

Key Account Selection is a strategic account management framework that systematically identifies and prioritizes high-value customers based on their potential for long-term revenue, influence, and strategic alignment with the supplier’s objectives.

54

Publications

3.4K

Citations

80

Authors

66

Institutions

Publications per year

2017–2026

8

Parents

Publications

54

A Configurational Perspective on Key Account Management

Christian Homburg, John P. Workman, Ove Jensen · Journal of Marketing · 2002 · 459 citations

, , +12

Intraorganizational Determinants of Key Account Management Effectiveness

John P. Workman, Christian Homburg, Ove Jensen · Journal of the Academy of Marketing Science · 2003 · 311 citations

, , +6

Relational selling strategy and key account managers' relational behaviors: An exploratory study

Paolo Guenzi, Catherine Pardo, Laurent Georges · Industrial Marketing Management · 2006 · 166 citations

, , +12

Using trade fairs in key account management

Jim Blythe · Industrial Marketing Management · 2002 · 134 citations

, , +8

Key account management at company and individual levels in business‐to‐business relationships

Jukka Ojasalo · Journal of Business and Industrial Marketing · 2001 · 133 citations

, , +6

1–5 of 54

Authors

80

  1. CP
    Catherine Pardo

    École de management de Lyon, France

    9 publications · 474 citations

    9

    h-index

  2. LR
    Lynette Ryals

    Cranfield University, United Kingdom

    5 publications · 273 citations

    5

    h-index

  3. BS
    Björn Sven Ivens

    University of Bamberg, Germany

    5 publications · 128 citations

    5

    h-index

  4. BN
    Barbara Niersbach

    University of Bamberg, Germany

    4 publications · 105 citations

    4

    h-index

  5. HS
    Hanna Salojärvi

    Lappeenranta-Lahti University of Technology, Finland

    3 publications · 131 citations

    3

    h-index

1–5 of 80

Institutions

66

  1. École de management de Lyon

    Lyon, France

    7 h-index

    8 publications

    331 citations

  2. University of Bamberg

    Bamberg, Germany

    5 h-index

    9 publications

    246 citations

  3. Cranfield University

    Cranfield, United Kingdom

    5 h-index

    8 publications

    493 citations

  4. Pontificia Universidad Católica de Chile

    Santiago, Chile

    3 h-index

    3 publications

    230 citations

  5. University of Nebraska–Lincoln

    Lincoln, United States

    3 h-index

    3 publications

    153 citations

  6. University of Bath

    Bath, United Kingdom

    3 h-index

    4 publications

    144 citations

  7. University of Warwick

    Coventry, United Kingdom

    2 h-index

    3 publications

    230 citations

  8. Georgia State University

    Atlanta, United States

    2 h-index

    3 publications

    156 citations

1–8 of 66

Venues

  1. Industrial Marketing Management

    26 publications · 1.6K citations

    22

    h-index

  2. Journal of Business and Industrial Marketing

    6 publications · 407 citations

    6

    h-index

  3. Journal of Business Research

    JBR · 2 publications · 34 citations

    2

    h-index

  4. Journal of Marketing

    JM · 2 publications · 534 citations

    2

    h-index

  5. Journal of Strategic Marketing

    2 publications · 73 citations

    2

    h-index

1–5