Authors: Bjoern Sven Ivens; Catherine Pardo
This paper presents the results of an empirical study conducted among 297 purchasingmanagers in two industries (packaging goods, market research data) in which some coreassumptions about key account management programs ? partially theoretically grounded andpartially ?common wisdom? – are being tested. This study is part of a larger research project.The present paper contains the second set of analyses completing results presented at the 19thIMP conference in Lugano (Ivens and Pardo 2003).
Journal: ( – )
Web Address:
Publish Year: 2004
Conference: Copenhagen, Denmark (2004)