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Cited by 459

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A Configurational Perspective on Key Account Management

Homburg, Christian, Workman, John P., Jensen, Ove·2002·Journal of Marketing
DOI 10.1509/jmkg.66.2.38.18471
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Abstract

Most firms struggle with the challenge of managing their key customer accounts. There is a significant gap between the importance of this organizational design problem in practice and the research attention paid to it. Sound academic research on key account management (KAM) is limited and fragmented. Drawing on research on KAM and team selling, the authors develop an integrative conceptualization of KAM and define key constructs in four areas: (1) activities, (2) actors, (3) resources, and (4) approach formalization. Adopting a configurational perspective to organizational research, the authors then use numerical taxonomy to empirically identify eight prototypical KAM approaches on the basis of a cross-industry, cross-national study. The results show significant performance differences among the approaches. Overall, the article builds a bridge between marketing organization research and relationship marketing research.

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Metadata

Authors
Homburg, C., Workman, J. P., & Jensen, O.
Venue
Journal of Marketing
Publisher
SAGE Publications
Published
2002-04
Volume
66
Issue
2
Pages
38-60
ISSN
  • 0022-2429 (ISSN-L)
  • 1547-7185
DOI
10.1509/jmkg.66.2.38.18471
OpenAlex
W2145443603
Cited by
459
References
8
FWCI
24.78
Type
journal article
Language
en
Open access
closed
Licence
journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)

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CoChat. (2026). Citation check: A Configurational Perspective on Key Account Management. https://app.cochat.ai/papers/10.1509/jmkg.66.2.38.18471
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Homburg, C., Workman, J. P., & Jensen, O. (2002). A Configurational Perspective on Key Account Management. Journal of Marketing. https://doi.org/10.1509/jmkg.66.2.38.18471

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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).

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