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    Call for papers




    In the past decades, a series of contributions have positioned “key account management” as an important element in research on managing business relationships. Most of these contributions consider the wide range and variety of customers of a particular firm, and discuss ways to structure relationship management of such a diverse customer portfolio. In other research streams, such as the strategic management and operations management literature, authors have developed models for alliance management

    However, the issue of how buying companies deal with a diverse portfolio of suppliers, with a special focus on the management of key supplier relationships, has so far received little research attention. Meanwhile, this particular topic is becoming increasingly important for companies as illustrated by the launch of dedicated key supplier programs and the integration of supplier relationship management in their organizations. Therefore, the central theme of this special issue is “key supplier management (KSM)”: how it needs to be organized, what the (organizational) implications are, and which benefits can be realized.

    We invite authors to submit papers for the special issue with the following or related topics:

    - Drivers and success factors of KSM introduction

    - Internal and external barriers to KSM introduction

    - Determining the benefits /added value of KSM programs and structures

    - Policies to determine a buying company’s key supplier portfolio

    - Empirical illustrations of successful or unsuccessful management of key supplier relationships

    - Organizational requirements for effective KSM

    - HRM implications of introducing KSM: skills required to become key supplier manager, career paths of key supplier managers, incentive structures etc.

    - Strategic implications of KSM status for selling companies (marketing, sales etc. strategy)

    - Empirical illustrations of supplier reactions to the introduction of KSM programs and structures

    - Learning from other streams of literature dealing with the management of key business relationships, e.g. operations and strategic management

    Papers must be submitted as MSWord documents by August 30th 2011 to AND all three special issue editors.

    Papers must follow the manuscript guidelines of Industrial Marketing Management. Please refer to the latest issue of the journal or its website for the “Guide for Authors.” Please send an electronic copy of the manuscript that includes all tables and appendices in one file to the guest editors Björn Ivens, University of Bamberg,, Mark van de Vijver, Tilburg University,

    Bart Vos, Tilburg University, as well as to the IMM editorial office

    Special issue editors:

    Björn Ivens, University of Bamberg,

    Mark van de Vijver, Tilburg University,

    Bart Vos, Tilburg University,

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