Key Account Management: Creating Added Value in European Hospitals

Webster F.E. Jr. Wind Y. (1972) Organizational Buying Behaviour. Prentice Hall, Englewood Cliffs, New Jersey.

Gosselin D. Heene A. (2005) ‘Strategic implications of a competence-based management approach to account management’, in: Sanchez R. Freiling J. , (eds). Research in Competence-Based Mangement Series, Vol. 1: The Marketing Process in Organizational Competence. Elsevier Science, Oxford, UK, forthcoming.

Hammer M. (2003) The Agenda. What Every Business Must Do to Dominate the Decade, Three Rivers Press, California.

Millman T. Wilson K. (1999) ‘Developing global account management competencies’, Proceedings of the 15th Annual IMP Conference, University College, Dublin, Republic of Ireland, September.

Ibid..

Waaser E. Dahneke M. Pekkarinen M. Weissel M. (2004) ‘How you slice it: Smarter segmentation for your sales force’, Harvard Business Review, March 82(3), 105–111.

Hammer M. (2003) op. cit..

Waaser (2004) op. cit..

Singh A. Zook C. Hueltenschmidt N. (2004). ‘Healthy convergence’, In Vivo, 22(7), 1–8.

Ibid..

Holt S. McDonald M. (2000). ‘Managing global networks: The role of the global account manager’, IMP Conference Paper, Bath, UK, September 7–9.

Homburg C. Workman J.P. Jensen O. (2002) ‘A configurational perspective on key account management’, Journal of Marketing, 66(2), 38–60.

Millman Wilson (1999) op. cit..