Key Account Management (KAM) has been described as a relationship oriented marketing approach to deal with major customers in business-to-business (B2) markets. Increasing emphasis on KAM is one of the most fundamental changes in marketing organizations, yet is under-researched and not fully understood. The objectives of this study is to explore the relationships between top management involvement, use of teams, esprit de corps, access to sales and marketing resources and KAM effectiveness.

The implementation of Electronic Data Interchange (EDI) has been the focus of scholars for the past few decades. The tool is viewed as vital for transmission of business data electronically. Despite the substantial benefits, only a fraction of companies Worldwide have implemented EDI. Thus, this research is intended to examine the actual scenario of EDI implementation by focusing on manufacturers in Malaysia. The key objectives of this research are to identify EDI barriers, benefits, determinants and present integration levels; to discover the differences existed in EDI barriers, benefits,...

This study examined the capabilities and collaborations in the new product development (NPD) between manufacturer and suppliers/vendors of automotive products. Studies highlighted in the literature did not only support the proposition that firms could secure competitive advantage from the capabilities of their suppliers but some technological and economic benefits had been shown to have resulted from the manufacturer-suppliers collaborations in the NPD.

The philosophy of leadership concept has been argued in business. There are two basic functions in any business enterprise: marketing and innovation. Generally, leadership pertains to an organizational culture that emphasizes aspects such as leadership as keys to organizational success. Supply chain management has drawn significant attention in the manufacturing sector because of its noteworthy impact on organizational performance. Since supply chain management is a complex system that interfaces with many different dimensions within manufacturing companies, distributors and suppliers,...