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...
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| Format: | Article |
| Language: | en |
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Asian Academy of Management (AAM)
2014
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| Subjects: | |
| Online Access: | http://eprints.usm.my/36621/1/Art_2%2823-42%29.pdf http://eprints.usm.my/36621/ http://web.usm.my/aamj/19022014/Art%202(23-42).pdf |
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| _version_ | 1834501011734003712 |
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| author | Mohd. Noor, Nor Azila Ahmad, Kawsar |
| author_facet | Mohd. Noor, Nor Azila Ahmad, Kawsar |
| author_sort | Mohd. Noor, Nor Azila |
| building | Hamzah Sendut Library |
| collection | Institutional Repository |
| content_provider | Universiti Sains Malaysia |
| content_source | USM Institutional Repository |
| continent | Asia |
| country | Malaysia |
| 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 behaviour. 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 |
| id | my.usm.eprints.36621 |
| institution | Universiti Sains Malaysia |
| language | en |
| publishDate | 2014 |
| publisher | Asian Academy of Management (AAM) |
| record_format | eprints |
| spelling | my.usm.eprints.36621 http://eprints.usm.my/36621/ Investigating The Relationship Between Key Account Management Performance And Repeat Orders: Does The Length Of The Relationship Matter? Mohd. Noor, Nor Azila Ahmad, Kawsar HD28-70 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 behaviour. 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) 2014 Article PeerReviewed application/pdf en http://eprints.usm.my/36621/1/Art_2%2823-42%29.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 (AAMJ), 19 (2). pp. 1-20. ISSN 1394-2603 http://web.usm.my/aamj/19022014/Art%202(23-42).pdf |
| spellingShingle | HD28-70 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? |
| title | 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_short | 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? |
| topic | HD28-70 Management. Industrial Management |
| url | http://eprints.usm.my/36621/1/Art_2%2823-42%29.pdf http://eprints.usm.my/36621/ http://web.usm.my/aamj/19022014/Art%202(23-42).pdf |
| url_provider | http://eprints.usm.my/ |