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The influence of culture on key account management practices. The case of Sweden and Portugal
António Robalo (Robalo, A.); Stefane Garrido (Garrido, S.);
Event Title
FOBE
Year (definitive publication)
2018
Language
English
Country
India
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Abstract
The objective of this paper is to study the impact of cultural differences in key account management practices in Sweden and Portugal. The findings regarding the power distance dimension show some cultural differences when it comes to the way key account managers work with their customers, but also that the organizational culture can sometimes be stronger than the effect of national cultural.
Acknowledgements
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Keywords
Fields of Science and Technology Classification
  • Economics and Business - Social Sciences
Publication Identifiers
ci-pub-52721
Other Publication Details
Yes
Printed
Nova Delhi
Conference
International
Oral Presentation