Cited by
Cited by
Are key account relationships different? Empirical results on supplier strategies and customer reactions
BS Ivens, C Pardo
Industrial Marketing Management 36 (4), 470-482, 2007
Relational selling strategy and key account managers' relational behaviors: An exploratory study
P Guenzi, C Pardo, L Georges
Industrial Marketing Management 36 (1), 121-133, 2007
The impact of digital technology on relationships in a business network
M Pagani, C Pardo
Industrial Marketing Management 67, 185-192, 2017
Unpicking the meaning of value in key account management
C Pardo, SC Henneberg, S Mouzas, P Naudč
European Journal of Marketing, 2006
Key account management in the business to business field: the key account's point of view
C Pardo
Journal of Personal Selling & Sales Management 17 (4), 17-26, 1997
The impact of strategic account managers' behaviors on relational outcomes: An empirical study
P Guenzi, L Georges, C Pardo
Industrial marketing management 38 (3), 300-311, 2009
Key account management in the business‐to‐business field: a French overview
C Pardo
Journal of Business & Industrial Marketing, 1999
The key accountization of the firm: A case study
C Pardo, R Salle, R Spencer
Industrial Marketing Management 24 (2), 123-134, 1995
Relationship keyness: The underlying concept for different forms of key relationship management
BS Ivens, C Pardo, R Salle, B Cova
Industrial Marketing Management 38 (5), 513-519, 2009
Key‐account‐management in business markets: an empirical test of common assumptions
BS Ivens, C Pardo
Journal of Business & Industrial Marketing, 2008
Value dimensions and relationship postures in dyadic'Key Relationship Programmes'
SC Henneberg, C Pardo, S Mouzas, P Naudé
Journal of Marketing Management 25 (5-6), 535-550, 2009
Organizing and integrating marketing and purchasing in business markets: An introduction to the special issue, issues and implications
BS Ivens, C Pardo, A Tunisini
Industrial Marketing Management 38 (8), 851-856, 2009
Barriers to the “key supplierization” of the firm
C Pardo, O Missirilian, P Portier, R Salle
Industrial Marketing Management 40 (6), 853-861, 2011
Firm-internal key account management networks: Framework, case study, avenues for future research
BS Ivens, C Pardo, B Niersbach, A Leischnig
Industrial Marketing Management 58, 102-113, 2016
BIM in Europe: Innovation networks in the construction sectors of Sweden, France and the UK
R Davies, F Crespin-Mazet, A Linne, C Pardo, MI Havenvid, C Harty, ...
Assessing and strengthening internal alignment of new marketing units: An interpretative tool
C Pardo, BS Ivens, K Wilson
Industrial Marketing Management 42 (7), 1074-1082, 2013
Differentiation and alignment in KAM implementation
C Pardo, BS Ivens, K Wilson
Industrial Marketing Management 43 (7), 1136-1145, 2014
Value dimensions and strategies in dyadic ‘key relationship programmes’
S Henneberg, C Pardo, S Mouzas, P Naudé
Proceedings on the 21st IMP Conference, 2005
Key account management in the industrial field. the account team for an efficient reconfiguration of the supplier-customer relationship
C Pardo
Proceedings of the 17th annual IMP conference, Oslo 9 (11), 2001
Key account management as a firm capability
BS Ivens, A Leischnig, C Pardo, B Niersbach
Industrial Marketing Management 74, 39-49, 2018
The system can't perform the operation now. Try again later.
Articles 1–20