According to Richards, the Integrative model for successful KA management what two important theoretical variables are...
According to Richards, the Integrative model for successful KA management what two important theoretical variables are considered.
Homework Answers
According to Richards, the integrative model for successful KA management considers below 2 theoretical variables
1. Relationship Effectiveness - This determines how effective the relationship is between the key account manager and the customer. Higher the relationship effectiveness, the better the account can be managed by the key account manager
2. Account Fit - This is determined by the type of relationship between the service providing firm and the customer. There are three aspects to the same - strategic fit, operational fit and personal fit. Strategic fit is how much of the strategy of the 2 parties are in sync with each other. Operational fit is the amount of match between the operational requirements of the 2 firms while personal fit denotes how good the relationship is between the interacting individuals of the 2 parties.
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According to Richards, the Integrative model for successful KA
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