Article published by Sylvie Lacoste in the Industrial Marketing Management journal of Elsevier in April 2016. Sylvie Lacoste is the head of Devinci Research Center – Business Group at Pôle Léonard de Vinci
Social media has recently received increased attention from practitioners and academics.
Although social media helps build relationships, no academic study to date has investigated the use of social media by key account managers, although building and developing relationships with key customers are at the core of these managers’ expertise.
This research contributes to building the first level of understanding of how key account managers use social media and the major issues.
To address this topic, we perform a qualitative research study using the grounded theory methodology.
We present a model of key account managers’ use of social media derived from our empirical data and relate it to a key customer engagement model.
Learn more about Sylvie Lacoste
Learn more about the Devinci Research Center – Business Group: www.devinci.fr
Full article: www.sciencedirect.com
