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Investigating the relationship between key account management performance and repeat orders: Does the length of the relationship matter?

While a significant amount of research has examined the effectiveness of key account management, there is a surprising lack of studies that examine the dyadic outcome of key account management performance.The present research aims to examine the influence of key account management performance on the...

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Main Authors: Mohd Noor, Nor Azila, Ahmad, Kawsar
Format: Article
Language:English
Published: Asian Academy of Management (AAM) and Penerbit Universiti Sains Malaysia 2014
Subjects:
HD28 Management. Industrial Management
Online Access:http://repo.uum.edu.my/18845/1/AAMJ%20%2019%20%202%202014%2023%E2%80%9342%2C.pdf
http://repo.uum.edu.my/18845/
http://web.usm.my/aamj/19022014/Art%202(23-42).pdf
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id my.uum.repo.18845
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spelling my.uum.repo.188452016-10-11T03:45:47Z http://repo.uum.edu.my/18845/ Investigating the relationship between key account management performance and repeat orders: Does the length of the relationship matter? Mohd Noor, Nor Azila Ahmad, Kawsar HD28 Management. Industrial Management While a significant amount of research has examined the effectiveness of key account management, there is a surprising lack of studies that examine the dyadic outcome of key account management performance.The present research aims to examine the influence of key account management performance on the key account repeat orders outcome.The study empirically tests hypotheses with the data collected through a self administered survey from 112 garment companies with a 100% export-oriented business.The results indicate that key account management performance significantly influences the buyer’s repeat order behavior.We failed to prove the moderating effect of the length of the relationship on the relationship between key account management performance and repeat orders.We provide the theoretical, methodological and managerial implications as well as the limitations and directions for future research. Asian Academy of Management (AAM) and Penerbit Universiti Sains Malaysia 2014 Article PeerReviewed application/pdf en http://repo.uum.edu.my/18845/1/AAMJ%20%2019%20%202%202014%2023%E2%80%9342%2C.pdf Mohd Noor, Nor Azila and Ahmad, Kawsar (2014) Investigating the relationship between key account management performance and repeat orders: Does the length of the relationship matter? Asian Academy of Management Journal, 19 (2). pp. 23-42. ISSN 1394-2603 http://web.usm.my/aamj/19022014/Art%202(23-42).pdf
institution Universiti Utara Malaysia
building UUM Library
collection Institutional Repository
continent Asia
country Malaysia
content_provider Universiti Utara Malaysia
content_source UUM Institutionali Repository
url_provider http://repo.uum.edu.my/
language English
topic HD28 Management. Industrial Management
spellingShingle HD28 Management. Industrial Management
Mohd Noor, Nor Azila
Ahmad, Kawsar
Investigating the relationship between key account management performance and repeat orders: Does the length of the relationship matter?
description While a significant amount of research has examined the effectiveness of key account management, there is a surprising lack of studies that examine the dyadic outcome of key account management performance.The present research aims to examine the influence of key account management performance on the key account repeat orders outcome.The study empirically tests hypotheses with the data collected through a self administered survey from 112 garment companies with a 100% export-oriented business.The results indicate that key account management performance significantly influences the buyer’s repeat order behavior.We failed to prove the moderating effect of the length of the relationship on the relationship between key account management performance and repeat orders.We provide the theoretical, methodological and managerial implications as well as the limitations and directions for future research.
format Article
author Mohd Noor, Nor Azila
Ahmad, Kawsar
author_facet Mohd Noor, Nor Azila
Ahmad, Kawsar
author_sort Mohd Noor, Nor Azila
title Investigating the relationship between key account management performance and repeat orders: Does the length of the relationship matter?
title_short Investigating the relationship between key account management performance and repeat orders: Does the length of the relationship matter?
title_full Investigating the relationship between key account management performance and repeat orders: Does the length of the relationship matter?
title_fullStr Investigating the relationship between key account management performance and repeat orders: Does the length of the relationship matter?
title_full_unstemmed Investigating the relationship between key account management performance and repeat orders: Does the length of the relationship matter?
title_sort investigating the relationship between key account management performance and repeat orders: does the length of the relationship matter?
publisher Asian Academy of Management (AAM) and Penerbit Universiti Sains Malaysia
publishDate 2014
url http://repo.uum.edu.my/18845/1/AAMJ%20%2019%20%202%202014%2023%E2%80%9342%2C.pdf
http://repo.uum.edu.my/18845/
http://web.usm.my/aamj/19022014/Art%202(23-42).pdf
_version_ 1644282548792066048
score 13.211869

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