An explorative study on the impact of it capabilities on international key account management capabilities and firm performance in international customer-supplier relationships
Journal
Advances in International Marketing
Journal Volume
24
Pages
25-41
Date Issued
2013
Author(s)
Abstract
Key account management plays a pivotal role for managers and practitioners in maintaining successful customer-supplier relationships. Yet, little is known conceptually and empirically as to how suppliers can develop international key account management capabilities in international customer-supplier relationships. Drawing from resource-based view and dynamic capability literature, we develop and test a model of the impact of IT capabilities on international key account management capabilities and firm performance. An explorative case study of Taiwanese electronics suppliers reveals that IT capabilities are critical to develop supplier international key account management capabilities. Moreover, IT capabilities can enhance supplier performance through improving international KAM capabilities. Copyright ? 2013 by Emerald Group Publishing Limited All rights of reproduction in any form reserved.
Subjects
Information technology; International exchange relationships; International key account management capabilities
SDGs
Publisher
Emerald Group Publishing Ltd.
Type
journal article