The internal Key Account Management activities of supplier firms

The aim of this dissertation is to find several ways to align and integrate KAM, its tasks and activities inside the supplier company, especially in the internal KAM relationship network. Thereby this work identifies approaches to facilitate the internal alignment process of KAM. Given the focus on internal KAM activities, the main research question centers upon how to align and integrate a KA manager’s work with other actors in the supplier company: for being more effective in the internal KAM network as well as finally toward the key account. This research question is investigated using various perspectives in four different studies.