Strategic account management in an emerging economy

Faten Baddar-Alhusan; Faten Z. Baddar Al-Husan; Ross Brennan

doi:10.1108/08858620910999475

Strategic account management in an emerging economy

Faten Baddar-Alhusan
, Faten Z. Baddar Al-Husan
, Ross Brennan

Middlesex University

Research output: Contribution to journal › Article › peer-review

25 Citations (Scopus)

Abstract

The purpose of this paper is to examine “strategic account management” at a large telecommunications operator in a developing country (“Arab Telco”).The paper presents an in-depth single-company case study.The paper examines the direct transfer of a well-known Western management technique – i.e. strategic account management – to a major company in an emerging economy in the Arab world.

Original language	English
Journal	Journal of Business and Industrial Marketing
DOIs	https://doi.org/10.1108/08858620910999475
Publication status	Published - 1 Jan 2009

Keywords

Management

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title = "Strategic account management in an emerging economy",

abstract = "The purpose of this paper is to examine “strategic account management” at a large telecommunications operator in a developing country (“Arab Telco”).The paper presents an in-depth single-company case study.The paper examines the direct transfer of a well-known Western management technique – i.e. strategic account management – to a major company in an emerging economy in the Arab world.",

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AB - The purpose of this paper is to examine “strategic account management” at a large telecommunications operator in a developing country (“Arab Telco”).The paper presents an in-depth single-company case study.The paper examines the direct transfer of a well-known Western management technique – i.e. strategic account management – to a major company in an emerging economy in the Arab world.

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Strategic account management in an emerging economy

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