Supplementary Material

Articles

Mathias, P.F. and Capon, N., "Is Your Business Strategy Shaping Your Strategic Account Program,"
Velocity, Strategic Account Management Association, 6 (1st Quarter 2004), 58-62

Mathias, P.F. and Capon, N., "Managing Strategic Customer Relationships as Assets: Developing Customer Relationship Capital,"
Velocity, Strategic Account Management Association, 5 (1st Quarter 2003), 45-49.

Case Studies

Merck A
Merck B
Unipro Inc