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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

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.

Publication Information

Output type

Research Output: Contribution to journal Article Peer-review

Original language

English

Journal (Volume, Issue Number)

Journal of Business and Industrial Marketing

Publication milestones

  • Published - 01/01/2009

Publication status

Published - 01/01/2009

ISSN

0885-8624

External Publication IDs

  • handle.net: 10547/251005
  • Scopus: 71849114917

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