鉴定(生物学)
钥匙(锁)
心态
集合(抽象数据类型)
知识管理
分类
身份(音乐)
模糊集
计算机科学
定性比较分析
过程管理
模糊逻辑
业务
人工智能
生物
机器学习
物理
植物
程序设计语言
计算机安全
声学
作者
Leonore Peters,Björn Sven Ivens,Catherine Pardo
标识
DOI:10.1016/j.indmarman.2022.09.022
摘要
Key account managers handle a supplier's most strategically important customer relationships. The success of a key account relationship essentially depends on the competencies, skills, and mindset of the key account manager. Previous research indicates that mindset and identity have a significant impact on the performance and effectiveness of (sales) employees. The concept of identity and identification, rooted in social identity theory and self-categorization theory, as well as literature on key account management and the unique role of key account managers provide the theoretical framework, proposing four relevant identification foci of key account managers: identification with organization, key account, leader, and occupation. This study uses survey data from 218 respondents and conducts a fuzzy-set qualitative comparative analysis to identify configurations of identification foci that foster key account manager effectiveness. The findings reveal four different configurations, consisting of different identification profiles and contextual factors, which are sufficient for high key account manager effectiveness. The results of the analysis contribute to identity and key account management research and show that high effectiveness of key account managers can be achieved with different identification patterns and depending on different contextual factors.
科研通智能强力驱动
Strongly Powered by AbleSci AI