Boundary spanner corruption: a potential dark side of multi-level trust in marketing relationships

Key account manager role, Relationships, Senior management involvement, Trust

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What do you know about the ‘dark side’ of KAM relationships? For many years the authors of this research investigated and advocated the importance of trust in key supplier/customer relationships. But it’s not quite as simple as that. They define corruption as the ‘voluntary collaborative behaviour between individuals representing different organisations that violates their organisations’…

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Boundary spanner corruption: a potential dark side of multi-level trust in marketing relationships

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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