TITLE

Switching Costs in Key Account Relationships

AUTHOR(S)
Sengupta, Sanjit; Krapfel, Robert E.
PUB. DATE
September 1997
SOURCE
Journal of Personal Selling & Sales Management;Fall97, Vol. 17 Issue 4, p9
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Examines factors leading to switching costs so that key account managers may influence the outcome of key account relationships. Implementation of key account management for important business customers by companies; Information on relationships between key account managers and their customers.
ACCESSION #
9711160290

 

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