Please use this identifier to cite or link to this item:
https://hdl.handle.net/20.500.14279/14858
DC Field | Value | Language |
---|---|---|
dc.contributor.author | Pilon, Francois | - |
dc.contributor.author | Hadjielias, Elias | - |
dc.date.accessioned | 2019-08-06T12:05:29Z | - |
dc.date.available | 2019-08-06T12:05:29Z | - |
dc.date.issued | 2017 | - |
dc.identifier.citation | Journal of Business and Industrial Marketing, 2017, vol. 32, no. 2, pp. 310-325 | en_US |
dc.identifier.issn | 08858624 | - |
dc.identifier.uri | https://hdl.handle.net/20.500.14279/14858 | - |
dc.description.abstract | Purpose: This study aims to explore the dynamics enabling strategic account management (SAM) to function as a value co-creation selling model in the pharmaceutical industry. Design/methodology/approach: Using an inductive qualitative research design, data are collected within 11 industry customers in Canada. This work focuses on hospitals as strategic accounts of pharmaceutical companies, exploring SAM value co-creation in the “hospital-pharmaceutical company” relationship. Findings: The findings suggest the presence of two key dimensions that can enable a value co-creation SAM model in the hospital-pharmaceutical relationship: “customer-tailored value-added initiatives” and “relationship enhancers”. Customer-tailored value-added initiatives explain the activities that are central to the hospital-pharmaceutical company relationship and can lead to the provision of value added that is unique to the hospital. Relationship enhancers explain the activities that can help strengthen hospital-pharmaceutical company relations in the pursuit of enhanced value-added interactions between the two parties. The research demonstrates a cyclical relationship between “customer-tailored value-added initiatives” and “relationship enhancers”, leading to value co-creation through a SAM model. Practical implications: The study informs pharmaceutical industry practitioners on how to improve their value proposition through new, more sustainable selling practices. It offers information on implementing a value co-creation SAM model, which can enable pharmaceutical companies to sustain long-lasting value-added relationships with key accounts such as hospitals. Originality/value: The study contributes to the field of SAM by conceptualizing SAM as a value co-creation system. It introduces new knowledge in pharmaceutical marketing by offering empirical insight on the applicability and use of SAM in the hospital-pharmaceutical company dyad. | en_US |
dc.language.iso | en | en_US |
dc.relation.ispartof | Journal of Business and Industrial Marketing | en_US |
dc.rights | © Emerald | en_US |
dc.subject | Business-to-Business marketing | en_US |
dc.subject | Buyer-seller relationship | en_US |
dc.subject | Pharmaceutical industry | en_US |
dc.subject | Strategic account management | en_US |
dc.subject | Value co-creation | en_US |
dc.title | Strategic account management as a value co-creation selling model in the pharmaceutical industry | en_US |
dc.type | Article | en_US |
dc.collaboration | University of Central Lancashire (Cyprus) | en_US |
dc.collaboration | Pharmascience | en_US |
dc.collaboration | Cyprus University of Technology | en_US |
dc.subject.category | Economics and Business | en_US |
dc.journals | Subscription | en_US |
dc.country | Cyprus | en_US |
dc.country | Canada | en_US |
dc.subject.field | Social Sciences | en_US |
dc.publication | Peer Reviewed | en_US |
dc.identifier.doi | 10.1108/JBIM-05-2015-0100 | en_US |
dc.identifier.scopus | 2-s2.0-85014622476 | - |
dc.identifier.url | https://api.elsevier.com/content/abstract/scopus_id/85014622476 | - |
dc.relation.issue | 2 | en_US |
dc.relation.volume | 32 | en_US |
cut.common.academicyear | 2016-2017 | en_US |
dc.identifier.spage | 310 | en_US |
dc.identifier.epage | 325 | en_US |
item.fulltext | No Fulltext | - |
item.languageiso639-1 | en | - |
item.grantfulltext | none | - |
item.openairecristype | http://purl.org/coar/resource_type/c_6501 | - |
item.cerifentitytype | Publications | - |
item.openairetype | article | - |
crisitem.journal.journalissn | 0885-8624 | - |
crisitem.journal.publisher | Emerald | - |
crisitem.author.dept | Department of Management, Entrepreneurship and Digital Business | - |
crisitem.author.faculty | Faculty of Tourism Management, Hospitality and Entrepreneurship | - |
crisitem.author.orcid | 0000-0002-3962-6188 | - |
crisitem.author.parentorg | Faculty of Tourism Management, Hospitality and Entrepreneurship | - |
Appears in Collections: | Άρθρα/Articles |
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