CASE: Managing Key Account Disruption in the Logistics Industry

Carolin Wernicke, Samy Saab, Michael Kleinaltenkamp

Abstract


Carl Rogers needs to make up his mind on what to suggest to his boss. There have been major changes in the buying center of the key account customer he is responsible for. He now needs to decide how to continue the existing relationship and how to proceed with the potential new ones.

Keywords


Key Account Management, Buying Center, Logistics Industry

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Since 2012, vol 5(1), this work is licensed under a Creative Commons Attribution-NoDerivs 3.0 Unported License.