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022			_a0969-5931
022			_a1873-6149
040			_aTBS _bEN _cTBS
041			_aeng
100			_aJean, Ruey-Jer _qBryan _927014 _eauthor
245			_aDrivers and performance implications of international key account management capability _c/ Ruey-Jer “Bryan” Jean, Rudolf R. Sinkovics, Daekwan Kim, Yong Kyu Lew.
260			_bInternational Business Review, _c2015
300			_a543-555 pages.
362			_aInternational business review, 2015-08, Vol.24 (4), p.543-555
520			_aKey account management plays a pivotal role for managers and practitioners in the maintenance of successful customer–supplier relationships. Yet, little is known conceptually or empirically about how suppliers can move beyond market scanning and develop international key account management capabilities in international customer–supplier relationships. Drawing from the dynamic capability literature, we develop and test a model of antecedents and performance implications of suppliers’ international key account management capabilities. In addition, the moderating effects of cultural distance and supplier information technology advancement are examined. An analysis of 246 Taiwanese electronics suppliers reveals that market scanning and trust are recognized as critical to the development of suppliers’ international key account management capabilities. Moreover, these key account management capabilities can facilitate suppliers’ market performance. Importantly, cultural distance and suppliers’ IT advancement moderate the impact of market scanning on the development of key account management in international exchange relationships.
630		0	_aMSc International Business _926977
650		0	_aBusiness logistics _92448
650		0	_aBusiness management _9707
650		0	_aIndustrial management _920469
650		0	_aInformation technology _93592
700			_aSinkovics, Rudolf R. _927015 _eauthor
700			_aKim, Daekwan _927016 _eauthor
700			_aLew, Yong Kyu _927017 _eauthor
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