Insight into KAM culture and authority

By Diana Woodburn | September 18, 2020 | Paper

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 kams between organisations, according to the maturity of the KAM […] Read More
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