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Journal articles (2013), Velocity, 15 (2), pp. 25-29

Key vs. Strategic Account: A Strategic Orientation Issue

Introduction of the Key Account Strategic Orientation concept as redefined by the author through a new matrix tool presented in the article. Relationship with the Key Account segmentation and key learning for Key Account strategy making.

FAUCHER, H. (2013). Key vs. Strategic Account: A Strategic Orientation Issue. Velocity, 15(2), pp. 25-29.

Keywords : #B2B, #BtoB, #Clé, #Compte, #Management, #Orientation, #Relation, #Segmentation, #Stratégie