This document is presented in three parts, i.e. Part 1, ‘The context of ‘Understanding Key Account
Management’, positions the portfolio of work in terms of its contribution to knowledge within the
literature of Key Account Management and its underlying theories, and relative to alternative research
methodologies: Part 2: ‘Understanding Key Account Management’, starting on page 31, gives an account
of the author’s research and knowledge development activities in Key Account Management in
chronological order, to link together the material submitted as the portfolio of work (listed below). Each
part has its own separate list of contents and references. The portfolio of work forms Part 3 of the
document, but only the research reports from 2006-2009 are included here: the other reports, articles and
books are not available electronically or are published with copyright restrictions