Does KAM have a dark side

Conflict management, Key account manager role, Networks, Relationships, Trust

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Are close business relationships always synonymous with superior performance? Does the dark side of a business relationship spread in relationship portfolios? Based on interviews with key account managers, this research uncovers that the emergence of a ‘dark side’ in a business relationship can overshadow its benefits. This research also shows that the dark side can…

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Does KAM have a dark side

Membership Required

To access this resource, please login.

Not a member? Sign up to access this and over 303 other resources, invites to exclusive events, member-only webinars and more!

Want to access this and 303+ other resources?

Access an ever-growing wealth of on-demand KAM materials in our Member Resources Library. Explore nearly 250 items including research papers, practical case studies, diagnostics and tools, podcasts, and videos.

As an AKAM member you'll improve your KAM practices through education and networking. Receive exclusive invites to in-person and online events, have the opportunity to build and certify your skills and access a wealth of knowledge.

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