Key Account Managers are from Mars, Purchasers are from Venus

Customer centricity, Customer understanding, Metrics and measurement, Procurement & buying behaviour

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Purchasers/Procurement have grown increasingly important for customers, but supplier key account managers continue to fail to understand how its strategic concerns, requirements and acquisition processes differ from traditional buying. Innovation, risk, dependency, compliance, cost savings and responsiveness are as – or even more – important than price. Dr. Bert Paesbrugghe of IESEG School of Management…

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Key Account Managers are from Mars, Purchasers are from Venus

Membership Required

To access this resource, please login.

Not a member? Sign up to access this and over 294 other resources, invites to exclusive events, member-only webinars and more!

Want to access this and 294+ 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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