Key account management and value co-creation in multi-stakeholder ecosystems. A “market access” mix

Purpose The present study aims to contribute to the growing stream of literature about the network perspective of value co-creation via key account management (KAM) by exploring how firms, in complex industrial markets, use key account strategies to create value, not only for buyers and sellers of industrial products/services but also, more widely, for larger ecosystems of stakeholders. The research question this paper seeks to address is how the KAM approach promotes value co-creation in multi-stakeholder ecosystem. Design/methodology/approach To answer this research question, this study uses a qualitative research approach based on data triangulation. This study focuses on the market access (MA) strategies implemented by a multinational UK-based pharmaceutical company within the Italian multi-stakeholder health-care ecosystem over several years. Findings The results show that KAM in complex networks acts as a catalyst for value creation, through multiple interactions with different actors and an ad hoc configuration of five strategic levers: product performance, economic impact, institutional relationships, commercial organization and communication. These levers are able to unlock the appropriate value drivers and form a specific “market access mix” implemented by the firm to both promote the adoption of the firm’s products and generate value for all market stakeholders. Originality/value The study offers an innovative and comprehensive evidence-based model for designing specific MA strategies aimed at co-creating value within multi-stakeholder ecosystems. The proposed MA mix outlines the fact that knowledge, relationships and innovation are not unique factors that can be leveraged by stakeholders to co-create value.

National memory institutions' social media policies and risk management: a content analysis

PurposeAmong the current discourses around social media risk management (SMRM) is whether institutions perceive social media (SM) as more of an opportunity to be embraced and regulated, or a risk to be avoided or mitigated, how this is reflected in their policies and how institutional stance reflects their regulation and management of SM use and practices. There is currently no scholarly literature that addresses these for the memory sector where SM use has proliferated. This research aims to address this gap by putting a focus on national memory institutions (MIs), whose strategies and operations are often governed by a public/civic mandate.Design/methodology/approachThis research involves a comprehensive literature review and a content analysis. The review includes studies that have analysed institutional SM policies in other sectors. The review informs our content analysis both in terms of approaches and in terms of identifying areas for comparisons. Following an initial scoping review and a close inspection, a sample of eight policies of national MIs were included in the content analysis.FindingsThe content analysis led to the identification of 8 core themes and 36 sub-themes. The main themes are concerned with account management, audience management, rules for use, protecting institutional interests, legal considerations, the purpose of the policy, nature of postings and referencing information. Also emerged from the findings are a few gaps that we expect will provide a platform for further discourses with regard to the potentially complex role SM policies have in MIs and the broader cultural heritage sector in relation to their public/civic mandates.Originality/valueThis is the first close SM policy analysis for the memory sector focusing on national MIs. This research contributes insights into how national-level MIs tend to frame the opportunities and the risk of SM use, the ways in which they govern SM usage and their different approaches to SMRM. The findings have implications for SM policy development and implementations, and further iterations of SM policies in the memory sector.Peer reviewThe peer review history for this article is available at: https://publons.com/publon/10.1108/OIR-09-2020-0421

Relational key account management: insights from the Middle Eastern context

Purpose The purpose of this study is to explore relational aspects of key account management (KAM) in terms of social capital and relationship quality. The second objective was to identify the main dimensions that shape social capital and relationship quality within the KAM context. Finally, the third objective was to explore how relational KAM is practiced in the Middle Eastern context. Design/methodology/approach This study used a qualitative methodology and a multiple case design. Semi-structured interviews were carried out with a sample of senior executives from large Saudi firms. Findings The results highlight the importance of relationship quality and social capital to KAM implementation. A multiple case study was used to build a relational framework for KAM in the Middle Eastern context. Practical implications Three strategies were identified for use within the context of KAM in the Saudi market. The first strategy consisted of a means of attracting potential customers. The second strategy involved communication, aimed at maintaining frequent contact with key accounts. Finally, the third strategy was concentrated in maintenance to help sustain the relationship with key accounts. Originality/value This study extends understanding and the application of KAM to the Middle Eastern context, contributing to social capital, relationship quality and the KAM literature.