Journal of the Academy of Marketing Science

, Volume 31, Issue 1, pp 3–21 | Cite as

Intraorganizational determinants of key account management effectiveness

  • John P. Workman
  • Christian Homburg
  • Ove Jensen


While there is a significant amount of research on determinants of selling effectiveness for individual salespeople, there is a surprising lack of study offactors that affect selling effectiveness in team-selling situations. The authors focus on the context of key account management (KAM) and develop a conceptual model offactors that affect KAM effectiveness. They test hypotheses with data from 385 firms using structural equation modeling and find that firms should seek to build esprit de corps among those involved in KAM, should proactively initiate activities with key accounts and do these activities more intensively, should ensure that key account managers have access to key resources within the marketing and sales organization, and should involve top managers of the firm.


Market Orientation Sales Management Relationship Marketing Personal Selling Competitive Intensity 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


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Copyright information

© Academy of Marketing Science 2003

Authors and Affiliations

  • John P. Workman
    • 1
  • Christian Homburg
    • 2
  • Ove Jensen
    • 3
  1. 1.Creighton UniversityOmahaUSA
  2. 2.University of MannheimGermany
  3. 3.Prof. Homburg & PartnersGermany

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