| The impact of digital technology on relationships in a business network M Pagani, C Pardo Industrial Marketing Management 67, 185-192, 2017 | 579 | 2017 |
| 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 | 273 | 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 | 267 | 2007 |
| Unpicking the meaning of value in key account management C Pardo, SC Henneberg, S Mouzas, P Naudè European Journal of Marketing 40 (11/12), 1360-1374, 2006 | 165 | 2006 |
| 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 | 153 | 2009 |
| 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 | 149 | 1997 |
| Key account management in the business‐to‐business field: a French overview C Pardo Journal of Business & Industrial Marketing 14 (4), 276-297, 1999 | 140 | 1999 |
| The key accountization of the firm: A case study C Pardo, R Salle, R Spencer Industrial Marketing Management 24 (2), 123-134, 1995 | 112 | 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 | 103 | 2009 |
| Key account management in business markets: An empirical test of common assumptions BS Ivens, C Pardo Handbook of Strategic Account Management: A Comprehensive Resource, 228-244, 2012 | 100 | 2012 |
| 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 | 72 | 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 | 65 | 2009 |
| 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 | 64 | 2016 |
| Barriers to the “key supplierization” of the firm C Pardo, O Missirilian, P Portier, R Salle Industrial Marketing Management 40 (6), 853-861, 2011 | 60 | 2011 |
| 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, ... | 58 | 2015 |
| Differentiation and alignment in KAM implementation C Pardo, BS Ivens, K Wilson Industrial Marketing Management 43 (7), 1136-1145, 2014 | 53 | 2014 |
| Key account management as a firm capability BS Ivens, A Leischnig, C Pardo, B Niersbach Industrial Marketing Management 74, 39-49, 2018 | 46 | 2018 |
| 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 | 43 | 2013 |
| Are products striking back? The rise of smart products in business markets C Pardo, BS Ivens, M Pagani Industrial Marketing Management 90, 205-220, 2020 | 35 | 2020 |
| Value dimensions and strategies in dyadic ‘key relationship programmes’ S Henneberg, C Pardo, S Mouzas, P Naudé Proceedings on the 21st IMP Conference, 2005 | 34 | 2005 |
Björn Sven IvensChair Professor of Sales & Marketing, Otto-Friedrich-Universität BambergVerified email at uni-bamberg.de
