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dc.contributor.advisor Ahearne, Michael J.
dc.creator Bolander, William
dc.date.accessioned 2012-04-19T13:32:11Z
dc.date.accessioned 2012-04-19T13:32:12Z
dc.date.available 2012-04-19T13:32:11Z
dc.date.available 2012-04-19T13:32:12Z
dc.date.created 2011-12
dc.date.issued 2012-04-19
dc.date.submitted December 2011
dc.identifier.uri http://hdl.handle.net/10657/229
dc.description.abstract This dissertation examines how key account (KA) managers from an organization’s marketing department (i.e., KA marketing managers) implement a new KA program by simultaneously influencing sales managers and frontline salespeople, despite not having the authority to direct individuals in the sales department. Specifically, this dissertation focuses on the effectiveness of different KA marketing manager influence tactics over time and considers how sales managers’ KA implementation commitment (KAIC) moderates the relationship between KA marketing manager’s salesperson-directed influence behaviors and salespeople’s KA product sales performance (KASP). Findings show that KA marketing managers’ use of inspirational influence tactics have no impact on KAIC or KASP initially, but that this impact grows and levels off over time. On the other hand, KA marketing managers’ use of pressure influence tactics has a positive initial impact on KAIC and KASP, but this impact diminishes and bottoms out over time. The results for KA marketing managers’ use of consultative influence tactics are mixed: exhibiting an effect on KAIC that grows over time, but showing no effect on KASP. Furthermore, I demonstrate how KAIC moderates the effectiveness of KA marketing managers’ salesperson-directed influence tactics in a way that may not be intuitively obvious to managers.
dc.format.mimetype application/pdf
dc.language.iso eng
dc.subject key accounts
dc.subject marketing
dc.subject strategy implementation
dc.subject sales
dc.subject longitudinal
dc.title Implementing Key Account Strategy Implementation in the Sales Force
dc.date.updated 2012-04-19T13:32:12Z
dc.type.material text *
dc.type.genre thesis *
thesis.degree.name Business
thesis.degree.level Doctoral
thesis.degree.discipline Marketing
thesis.degree.grantor University of Houston
thesis.degree.department Marketing and Entrepreneurship
dc.contributor.committeeMember Du, Rex
dc.contributor.committeeMember Hu, Ye
dc.contributor.committeeMember Phillips, James

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