Customer Commitment and Key Account Management

@inproceedings{Ojasalo2000CustomerCA,
  title={Customer Commitment and Key Account Management},
  author={J. Ojasalo},
  year={2000}
}
What is the nature of customer commitment in business-to-business relationships and what are its antecedents? What Key Account Management practices help to build customer commitment? Commitment is an important element of Key Account Management since customer relationships are built upon a the foundation of commitment. Building long-term key account relationships occurs by enhancing and maintaining their commitment. Customer commitment has various antecedents, and managing commitment involves… Expand
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