The present research study focuses on the efficacy of the marketing management organization in business relationships. With respect to the most important customers, the decision on the implementation and the design of the key account management organization are of prime interest. Based on transaction cost economics a comprehensive decision-model on the implementation of key account management has been developed which allows companies to base their future marketing organization decisions on objective criteria.


Transaction Cost Decision Model Management Organization Business Relationship Transaction Cost Economic 


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© Deutscher Universitäts-Verlag | GWV Fachverlage GmbH, Wiesbaden 2006

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