Track 2: Strategic Account Management

Customer Opportunism in a Team Selling Context: The Role of Team Leader’s Attribution Apprehension

Purchase Boost or Demand Excess? Desired and Undesired Consequences of Key Supplier Status

Key Account Profitability in Business Markets: Aligning Seller Intrafirm Network and Buyer-Seller Interfirm Network

A PDF version of this session’s PowerPoint deck is available here.