Determining the economic value of key account management in business relationships


In the previous chapters Williamson’s approach on transaction cost economics has been explained in depth and the various challenges have been described which arise within the internal organization due to the implementation of a key account management program. Drawing upon these insights, a comprehensive approach for analyzing and evaluating the correct marketing organization, i.e. in our case the correct key account management organization, needs to be developed.


Transaction Cost Organizational Design Business Relationship Transaction Cost Economic Marketing Management 
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© Deutscher Universitäts-Verlag | GWV Fachverlage GmbH, Wiesbaden 2006

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