CEOS.PP researcher joins the Academic Advisory Board of the Association for Key Account Management

Pedro Mendonça da Silva, a lecturer at FCEP and researcher at CEOS.PP, has been invited to join the Academic Advisory Board (AAB) of the Association for Key Account Management (AKAM), an international network bringing together researchers and representatives from the business world in the field of Key Account Management. The invitation followed an article published in 2025 in Industrial Marketing Management, which examined the impact of technologies and information systems on the financial performance of Key Account Managers in a B2B context.

The article, entitled “Challenges of the digital landscape: An investigation into the influence of technology and information systems on the financial performance of B2B key account managers”, analyses the relationship between the use of sales technologies and information systems and the financial performance of professionals responsible for managing strategic clients.

Participation in the AAB began with the body’s first meeting, which was attended by international researchers and representatives from companies and organisations. Among the participants were leading researchers in the field, as well as representatives from companies and organisations in the business sector.

AKAM promotes the link between academic research and business practice in the field of Key Account Management, seeking to bridge the gap between the problems and challenges identified within organisations and the expertise available at universities. In this context, the AAB’s activities include discussing trends and challenges in the field and identifying opportunities to develop research of scientific relevance and practical application in a business context.

Membership of the Academic Advisory Board thus represents an opportunity to expand CEOS.PP’s participation in international research networks and to establish new contacts with researchers and organisations linked to the field of Key Account Management. The researcher has already been invited to attend the next AAB meeting, scheduled for 11 December.

The article that led to the invitation was published in Industrial Marketing Management, an international journal specialising in industrial and B2B marketing. The publication and the subsequent recognition through membership of an international network also highlight the various forms of visibility that can result from the scientific work carried out by CEOS.PP researchers.

Participation in the AAB may, in the future, contribute to the development of new scientific collaborations and closer ties with the business community, thereby strengthening the international dimension of the research carried out at CEOS.PP.