Strategic account management as a value co-creation selling model in the pharmaceutical industry

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Date: Mar. 2017
Publisher: Emerald Group Publishing, Ltd.
Document Type: Article
Length: 51 words

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Abstract :

The study aims to evaluate the dynamics enabling strategic account management (SAM) to function as a value co-creation selling model in the pharmaceutical industry. The results indicate 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".

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Source Citation   

Gale Document Number: GALE|A490663771