Organizational factors enhancing customer knowledge utilization in the management of key account relationships

@inproceedings{Salojrvi2015OrganizationalFE,
  title={Organizational factors enhancing customer knowledge utilization in the management of key account relationships},
  author={Hanna Saloj{\"a}rvi and Liisa-Maija Sainio and Anssi Tarkiainen},
  year={2015}
}
a r t i c l e i n f o Customer knowledge has become an important topic for both academicians and practitioners in recent years. However, there has been little academic research on the utilization of customer-specific knowledge. This study adds to our understanding in focusing on the relationships between various intra-organizational factors and customer knowledge utilization in the context of key account management. The results of the study show, that the use of teams, top management… CONTINUE READING