Key Account Management Orientation and its Impact on Company’s Performance – An Empirical Study

Abstract

The relationship-oriented perspective of Key Account Management (KAM) lacks appropriate empirical examination. To fill this gap, the present study empirically examines Key Account Management Orientation (KAMO), a set of values that reflect supplier’s attitude and behavior towards KAM, and its impact on supplier’s performance. Findings confirm that KAMO adoption positively influences financial and non-financial performance.