24 research outputs found
In search of ‘product-service’: evidence from aerospace, construction, and engineering
Revving the Engines of Online Finance
http://sloanreview.mit.edu/smr/issue/2001/summer/11
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441 tr. ; 24 cm
Managing Key Business-to-Business Relationships
Key account management (KAM) is a rapidly growing area of interest in business-
to-business marketing. However, unnoticed by marketing, a quiet revolution has
taken place in supply chain management (SCM), where the traditional emphasis on
least-cost transactions has given way to a focus on long-term relationships with
a few key suppliers. It is thus apparent that the two disciplines are
converging. This article uses a cross-disciplinary approach to explore whether
these developments from the field of SCM provide insights into key business-to-
business relationships. A detailed case study of a long-term relationship
between a business-to-business services provider and a key customer in the
construction industry suggests there is a definable overlap. The supply chain
model illuminates five important elements of KAM and offers a promising method
for the evaluation of such relationships. As a result of the research, both
supplier and customer companies implemented actions to improve and strengthen
this important relationship