![](https://a4kam.org/wp-content/uploads/2023/08/White-300x200.jpeg)
A contingency approach to Key Account Management
Sarah Petrelli’s Masters thesis (USI, Lugano) explores some of the less well-defined areas of KAM, which are, nevertheless, critical to key account managers’ success. This report on 20 interviews with working key account managers finds revealing differences in culture and levels of authority given to key account managers. Not surprisingly, the maturity of the KAM programme is…