Abstract
Building, developing and maintaining supplier-customer relationships is no longer an individual accomplishment — but based on a team effort. Therefore, we regard key account management and other organisational structures that support supplier-customer relationships as being based on tearr accomplishments. However, it is not merely a question of organisational structures if the company is to match the customer’s buying centre — it is also a question of what resources and competencies are required to do so. And how should responsibilities and empowerment be organised in order to support the organisational structure in the creation of a unique supplier-customer relationship?
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© 2009 Springer-Verlag Berlin Heidelberg
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Hougaard, S., Bjerre, M. (2009). The Sales Centre. In: The Relationship Marketer. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-03243-1_9
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DOI: https://doi.org/10.1007/978-3-642-03243-1_9
Publisher Name: Springer, Berlin, Heidelberg
Print ISBN: 978-3-642-03242-4
Online ISBN: 978-3-642-03243-1
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