바로가기메뉴

본문 바로가기 주메뉴 바로가기

logo

ISSN : 1738-3110

Article Contents

Next
Early Access e-Submission

Vol.12 No.11

Citation Share

Determinants of Key Account Management Performance in Business-to-Business Relationship: The Garments Industry in Bangladesh

The Journal of Distribution Science / The Journal of Distribution Science, (P)1738-3110; (E)2093-7717
2014, v.12 no.11, pp.5-13
https://doi.org/https://doi.org/10.15722/jds.12.11.201411.5
Ahmmed, Kawsar
Noor, Nor Azila Mohd
Ahmmed,, K. , & Noor,, N. A. M. (2014). Determinants of Key Account Management Performance in Business-to-Business Relationship: The Garments Industry in Bangladesh. The Journal of Distribution Science, 12(11), 5-13, https://doi.org/https://doi.org/10.15722/jds.12.11.201411.5

Abstract

Purpose - This study traces the determinants of key account management performance in the garments industry in Bangladesh. The key account management approach involves significant challenges for marketers to manage their strategically important customers and use this approach as a strategic weapon in their selling efforts. This study examines three categories of determinants of key account management performance including operational variables, organizational variables, and relational variables by exploring data from 100% export oriented readymade garments companies in Bangladesh. Research design, data, and methodology - Data were collected from 30 readymade garments manufacturers, considering a company as a unit of analysis. Using the data, instrument validity and reliability and, subsequently, data normality were examined using the Statistical Package for the Social Sciences (SPSS) software to isolate the important determinants of key account management performance. Results - The instruments are reliable and the data are reasonably normal. Conclusion - The study explored and validated the adapted instruments of various operational, organizational, and relational antecedent factors of key account management performance, most of which were thus far ignored.

keywords
Key Account Management Performance, Business-to-Business Relationship, Readymade Garments Industry, Bangladesh

Reference

1.

Abratt, R., & Kelly, P. M. (2002). Customer-supplier partnerships:perceptions of a successful key account management program. Industrial Marketing Management, 31(5), 467-476.

2.

Ahmmed, K., & Noor, N. A. M. (2012). Key account management:towards a multidimensional definition. East Asian Journal of Business Management, 2(1), 5-13.

3.

Ahmmed, K., & Noor, N. A. M. (2014). Theorizing Length of Relationship as Moderator of Key Account Management Performance- Repeat Order Link. Journal of Economics, Marketing & Management, 2(1), 1-17.

4.

Al-Husan, F. B., & Brennan, R. (2009). Strategic account management in an emerging economy. Journal of Business & Industrial Marketing, 24(8), 611-620.

5.

Alreck, P.L., & Settle, R.B. (1995). The survey research handbook (Second edition). Boston: Irwin.

6.

Atanasova, Y., & Senn, C. (2011). Global customer team design:Dimensions, determinants, and performance outcomes. Industrial Marketing Management, 40(2), 278–289. doi: 10.1016/j.indmarman.2010.08.011

7.

Barrett, J. (1986). Why major account selling works. Industrial Marketing Management, 15(1), 63-73.

8.

BGMEA (2013). Trade Information . Downloaded on January 2012 from http://bgmea.com.bd/home/pages/TradeInformation.

9.

Birkinshaw, J., Toulan, O., & Arnold, D. (2001). Global account management in multinational corporations: theory and evidence. Journal of International Business Studies, 32(2), 231-248.

10.

Boles, J., Johnston, W., & Gardner, A. (1999). The selection and organization of national accounts: a North American perspective. Journal of Business & Industrial Marketing, 14(4), 264-282.

11.

Breed, A. G. (2012). Why Asian Garment Factories Remain Dangerous. The Irrawaddy Magazine. Downloaded on 15 December 2012 from http://www.irrawaddy.org/archives/21108.

12.

Callaghan, M., Mcphail, J. & Yau, O. H. M. (1995). Dimensions of a relationship marketing orientation. Proceedings of the Seventh Biannual World Marketing Congress. Melbourn, Australia: WMC.

13.

Coletti, J.A. and Tubrity, G.S. (1987). Effective major account sales management. Journal of Personal Selling and Sales Management, 7(2), 1-10.

14.

Cooper, M. C., & Gardner, J. T. (1993). Building good business relationships: more than just partnering or strategic alliances? International Journal of Physical Distribution &Logistics Management, 23(6), 14-26.

15.

Gay, L. R., Mills, G. E., & Airasian, P. (2006). Educational research:Competencies for analysis and applications (8th ed.). Uppersaddle River, New Jersey: Pearson Education International, Inc.

16.

Ganesan, S. (1994). Determinants of long-term orientation in buyer-seller relationships. The Journal of Marketing, 58(2), 1-19.

17.

Hair, J. F. Jr., Black, W. C., Babin, B. J., & Anderson, R. E. (2010). Multivariate Data Analysis with Readings (7th Ed.). Englewood, New Jersey, USA: Prentice Hall Inc.

18.

Hammersley, M. (1987). Some notes on the terms 'validity' and 'reliability. British Educational Research Journal, 13(1), 73-81.

19.

Hansen, M. H., & Hurwitz, W. N. (1946). The Problem of Non-Response in Sample Surveys. Journal of the American Statistical Association, 41, 517-529.

20.

Haque, S.A. (2010, October). The Road to Recovery. Forum, 3(9). Retrieved from http://www.thedailystar.net/forum/2010/October/road.htm

21.

Hofstede, G. (2001), Culture’s Consequences (2nd ed.). Thousand Oaks (CA): Sage Publications.

22.

Homburg, C., Giering, A., & Menon, A. (2003). Relationship Characteristics as Moderators of the Satisfaction-Loyalty Link: Findings in a Business-to-Business Context. Journal of Business-to-Business Marketing, 10(3), 35-62. doi:10.1300/J033v10n03_02

23.

Huq, A. (2006, February, 4). Success one stitch at a time. The daily Star. Retrieved from http://www.thedailystar.net/suppliments/2006/15thanniv/celebrating_bd/celeb_bd10.htm

24.

Jaworski, B. J., & Kohli, A. K. (1993). Market orientation: antecedents and consequences. The Journal of Marketing, 57(3), 53-70.

25.

Kempeners, M. A., & van der Hart, H. W. (1999). Designing account management organizations. Journal of Business &Industrial Marketing, 14(4), 310-335.

26.

Krosnick, J.A., & Fabrigar, L.R. (1997). Designing rating scales for effective measurement in surveys. In L. Lyberg, P. Biemer, M. Collins, E. De Leeuw, C. Dippo, N. Schwarz and D.Trewin (Eds.), Survey measurement and process quality. New York: John Wiley & Sons, Inc.

27.

Litwin, M.S. (1995). How to measure survey reliability and validity. Thousand Oaks, California: Sage Publication.

28.

Malhotra, N.K. (2008). Essentials of marketing: An applied orientation (2nd ed.). Australia: Pearson Education.

29.

Meyvis, T., & Janiszewski, C. (2004). When are broader brands stronger brands? An accessibility perspective on the success of brand extensions. Journal of Consumer Research, 31(2),346-357.

30.

Miller, C.D. (1991). Handbook of research design and social measurement. Newbury Park, California: Sage publications

31.

Millman, T., & Wilson, K. (1999). Processual issues in key account management: underpinning the customer-facing organisation. Journal of Business & Industrial Marketing, 14(4), 328-344.

32.

Millman, T. F. (1996). Global key account management and systems selling. International Business Review, 5(6), 631-645.

33.

Molinari, L. K., Abratt, R., & Dion, P. (2008). Satisfaction, quality and value and effects on repurchase and positive word-of-mouth behavioral intentions in a B2B services context. Journal of Services Marketing, 22(5), 363–373. doi: 10.1108/08876040810889139

34.

Montgomery, D.B., Yip, G.S. and Villalonga, B. (1998). The use and performance effect of global account management:an empirical analysis using structural equations modeling. (Research paper No. 1481). Stanford, CA:Stanford University.

35.

Murshid, K. A. S., Zohir, S. C., Ahmed, M., Zabid, I., & Mehdi, A. (2009). The global financial crisis implications for Bangladesh (BIDS-PRP Working Paper Series No. 1). Dhaka: The Bangladesh Institute of Development Studies.

36.

Nunnally, J. (1978). Psychometric theory. New York: McGraw-Hill.

37.

Ofek, E., & Sarvary, M. (2003). R&D, marketing, and the success of next-generation products. Marketing Science, 22, 355-370.

38.

Ojasalo, J. (2001). Key account management at company and individual levels in business-to-business relationships. Journal of Business & Industrial Marketing, 16(3), 199-220.

39.

Pallant, J. F. (2007). SPSS survival manual: A step by step guide to data analysis using SPSS :Version 15 (3rd edition). Crows Nest: Open University Press.

40.

Pardo, C. (1999). Key account management in the business-to-business field: a French overview. Journal of Business & Industrial Marketing, 14(4), 276-297.

41.

Platzer, L. C., (1984). Managing national accounts. Report No. 850, The Conference Board, New York, NY: CB.

42.

Rahman M. M. (2010, October). Living wage is not just wages. Forum, 3(9). Retrieved from http://www.thedailystar.net/forum/2010/October/living.htm

43.

Rahman, N., & Mirdha, R.U. (2009, April 10). The Garments of Recession. Star Weekend Magazine, 8(64). Retrieved from http://www.thedailystar.net/magazine/2009/04/ 02/cover.htm

44.

Rusbult, C. E. (1980). Commitment and satisfaction in romantic associations- a test of the investment model. Journal of Experimental Psychology, 16(2), 172-186.

45.

Salojärvi, H., Sainio, L. M., & Tarkiainen, A. (2010). Organizational factors enhancing customer knowledge utilization in the management of key account relationships. Industrial Marketing Management, 39(8), 1395-1402.

46.

Schuman, H., & Presser, S. (1981). Questions and answers in attitude surveys. New York: Academic Press.

47.

Sekaran, U., & Bougie, R. (2010). Research methods for busi ness: A skill building approach (5th ed.). Chichester:John Willey & Sons Ltd.

48.

Shapiro, B. P., & Posner, R. S. (2006). Making the major sale. Harvard Business Review, 84(7/8), 140.

49.

Sharma, A. (2006). Success factors in key accounts. The Journal of Business and Industrial Marketing, 21(3), 141-150.

50.

Sherman, S., Sperry, J., Reese, S., & Reese, S. J. (2003). The seven keys to managing strategic accounts. New York:McGraw-Hill Inc.

51.

Shi, L. H., White, J. C., Zou, S., & Cavusgil, S. T. (2010). Global account management strategies: drivers and outcomes. Journal of International Business Studies, 41(4) 620-638. doi:10.1057/jibs.2009.26.

52.

Sin, L. Y. M., Tse, A. C. B., Yau, O. H. M., Lee, J. S. Y., & Chow, R. P. M. (2002). The effect of relationship marketing orientation on business performance in a service-oriented economy. Journal of Services Marketing, 16(7), 656-676.

53.

Smith, B. D. (2009). Myth, reality and requirements in pharmaceutical Key Account Management. Journal of Medical Marketing, 9(2), 89-95.

54.

Spencer, R. (1999). Key accounts: effectively managing strategic complexity. Journal of Business & Industrial Marketing, 14(4), 291-310.

55.

Tabachnick, B.G., & Fidell, L.S. (2007). Using multivariate statistics (5th ed.). Boston: Pearson Education Inc.

56.

Thabane, M., Giangregorio L., & Goldsmith C.H. (2010). A tutorial on pilot studies: the what, why and how. BMC Medical Research Methodology, 10(1), 1-10. doi:10.1186/1471-2288-10-1

57.

Tsai, Y. S., & Chen, J. Y. (2008). The dimensions of key account management in taiwanit industry: viewpoints of supplier and its key account. Paper presented at the Oxford Business &Economics Conference Program (pp. 1-17). UK: Oxford.

58.

Wengler, S., Ehret, M., & Saab, S. (2006). Implementation of key account management: who, why, and how? An exploratory study on the current implementation of key account management programs. Industrial Marketing Management, 35(1), 103-112.

59.

Workman, J. P., Homburg, C., & Jensen, O. (2003). Intraorganizational determinants of key account management effectiveness. Journal of the Academy of Marketing Science, 31(1), 3-21.

60.

Wuyts, S., & Geyskens, I. (2005). The formation of buyer–supplier relationships: detailed contract drafting and close partner selection. Journal of Marketing, 69(4), 103–117.

61.

Zupancic, D. (2008). Towards an integrated framework of key account management. Journal of Business & Industrial Marketing, 23(5), 323-331.

The Journal of Distribution Science

Early Access e-Submission OA Policy