KEY ACCOUNT MANAGEMENT Using key accounts as partners to get to the learning organization

This article presents the concept of the “learning organization” as a means to establish and preserve competitive advantage. This concept, relatively new and most familiar to those who specialize in organization studies, is defined and described in practical terms. One of the most difficult aspects...

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Bibliographic Details
Published inInternational marketing review Vol. 15; no. 3; pp. 205 - 214
Main Author Cahill, Dennis J
Format Journal Article
LanguageEnglish
Published London Emerald Group Publishing Limited 01.06.1998
Subjects
Business to business commerce
Communication
Competitive advantage
Consumers
Customers
Innovations
Intimacy
Marketing
Organization development
Organizational learning
Partnering
Publishing
R&D
Research & development
Software
Technology adoption
United States > US
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Summary:This article presents the concept of the “learning organization” as a means to establish and preserve competitive advantage. This concept, relatively new and most familiar to those who specialize in organization studies, is defined and described in practical terms. One of the most difficult aspects of developing a learning organization is maintaining an outward focus, as the marketing concept demands. Maintaining communications with the firm’s key accounts is presented as the method for achieving an easier transition to the learning organization.
Bibliography:ObjectType-Article-2
SourceType-Scholarly Journals-1
ObjectType-Feature-1
content type line 23
ISSN:0265-1335
1758-6763
DOI:10.1108/02651339810221115