The key accountization of the firm: a case study

Article Abstract:

This article focuses on the adaptation process undergone by a company to manage a particular part of its customers' portfolio: the key accounts. It is based on an in-depth study of the evolution of a unit dedicated to the management of key accounts in a company belonging to the telecom sector. Data was gathered on a total of ten interviews with different managers of the key accounts unit using face-to-face interviewing techniques. After describing their theoretical framework grounded on the Interaction Model developed by an European research group (the IMP Group) and the networks perspective, the authors first concentrate on the description of the various stages of the process corresponding to different supplier organizational modes. Then the authors propose a categorization of the possible explanatory factors of this process. Several associated managerial implications are discussed. Particularly, the authors will show that the key accountization process is not uniquely a result of adaptation to changes occurring at the supplier level or at the environment level. This process appearing more as a "muddling through" process than a carefully planned and implemented chain of events. Finally the authors will show that this process sometimes is also creating complexity by its very existence. This is raising the question of the desirable degree of organizational differentiation in key account programs. (Reprinted by permission of the publisher.)

Industrial supplies, Industrial Supplies Whsle, Industrial Supplies Wholesalers, Research, Services, Marketing management, Business-to-business market, Business to business market

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Supplier competence alignment: cases from the buyer perspective in the Brazilian market

Article Abstract:

Co-operation between industrial suppliers in competent markets are analyzed by focusing on Brazilian markets.

Brazil, Cooperation (Economics), Cooperation

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Formal governance mechanisms, relational governance mechanisms, and transaction-specific investments in supplierumanufacturer relationships

Article Abstract:

The effects of organizational administration on industrial supplier relations are analyzed.

United States, Analysis, Management techniques, Vendor relations

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