TITLE

National Account Management: Large Account Selling or Buyer-Supplier Alliance?

AUTHOR(S)
Lambe, C. Jay; Spekman, Robert E.
PUB. DATE
September 1997
SOURCE
Journal of Personal Selling & Sales Management;Fall97, Vol. 17 Issue 4, p61
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Investigates the differences between National Account Management (NAM) relationships. Delineation of NAM relationships; Exploratory data analysis of NAM alliances.
ACCESSION #
9711160295

 

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