Influence tactics, relational conditions, and key account managers' performance

2018 ◽  
Vol 73 ◽  
pp. 220-231 ◽  
Author(s):  
Yi Liu ◽  
Ying Huang ◽  
Hua Fan
Keyword(s):  
Influence Tactics ◽  
Key Account ◽  
Account Managers

Trust and commitment as mediators between economic and non-economic satisfaction in business relationships: a sales perspective

2020 ◽  
Vol 35 (11) ◽  
pp. 1685-1700 ◽  
Author(s):  
Nils Høgevold ◽  
Goran Svensson ◽  
Carmen Otero-Neira
Keyword(s):  
Design Methodology ◽  
Business Relationships ◽  
Research Model ◽  
Content Type ◽  
Marketing Managers ◽  
Economic Satisfaction ◽  
Key Account ◽  
Customer Perspective ◽  
Account Managers ◽  
Practical Implications

Purpose This paper aims to test trust and commitment as mediators between economic and non-economic satisfaction in seller business relationships in contrast to previous studies on buyer business relationships. Design/methodology/approach Based on a cross-industry sample of Norwegian companies with sales or marketing managers/directors or key account managers. Key informants were selected to participate who adhered to specific criteria, such as their designations should be sales or marketing managers/directors or key account managers. Findings Trust and commitment mediate between economic and non-economic satisfaction in seller business relationships in line with what has been previously tested and retested across contexts and through time in buyer business relationships. Research limitations/implications This study helps in establishing an extended foundation to assess the structural properties between economic and non-economic satisfaction, as well as trust and commitment, in business relationships based on seller and or buyer perspectives. Practical implications The tested seller business relationship research model provides a corporate foundation for assessing the seller perspective of business relationships. It also provides a corporate foundation for combining the seller perspective with that of the customer perspective. Originality/value To the best of the authors’ knowledge, it is the first study based on seller business relationships that validates the research model reported in multiple previous studies based on buyer business relationships.

scholarly journals Efektifitas Executive Coaching Pada Tipe Kepemimpinan Transformasional Dan Transaksional

2019 ◽  
Vol 8 (2) ◽  
pp. 101-110
Author(s):  
Rauly Sijabat ◽  
Pramudianto Pramudianto
Keyword(s):  
Transformational Leadership ◽  
Organizational Performance ◽  
Executive Coaching ◽  
Sales Performance ◽  
Influence Tactics ◽  
Rational Persuasion ◽  
Change Behavior ◽  
Key Account ◽  
Mixed Factorial Design ◽  
Leadership Types

Executive coaching that considers leadership types has the potential to change behavior that can improve individual and organizational performance. This is what prompted a study to determine the effectiveness of giving executive coaching on the types of transformational and transactional leadership.The design of the study designed in this study is mixed-factorial design 2x2 between-within subject. The first factor is executive coaching which consists of two levels, namely executive coaching and no executive coaching and the second factor is the type of leadership which consists of two levels, namely transformational and transactional on proactive influence tactics rational persuasion, inspirational appeals, consultation, collaboration. The data measured or observed in this study is the sales performance of the experimental participants consisting of sales heads and key account heads in automotive multinational companies.The findings of this study indicate that this type of transformational leadership with executive coaching has proven to be more effective in improving sales head and key account head sales performance. Furthermore, this study also shows that in the type of transformational leadership, the proactive collaboration and consultation influence tactics proved to be more effective while the transactional leadership type will be more effective in proactive rational and inspirational tactics.

An identity perspective of key account managers as paradoxical relationship managers

2020 ◽  
Vol 89 ◽  
pp. 355-372 ◽  
Author(s):  
Catherine Pardo ◽  
Björn Sven Ivens ◽  
Barbara Niersbach
Keyword(s):  
Key Account ◽  
Account Managers
Sign in / Sign up

Export Citation Format

Share Document