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A Conceptual Framework of Global Account Management Capabilities and Firm Performance by Linda Hui Shi; Shaoming Zou; S.Tamer Cavusgil is a Business, Management and Accounting article available to read on EtoBox.

What is A Conceptual Framework of Global Account Management Capabilities and Firm Performance about?

Global account management (GAM), a collaborative process between a multinational customer and a multinational supplier by which the worldwide buying-selling activities are centrally coordinated between the two organizations, has become a critical task for many multinational corporations. A framework for determining GAM dyadic strategic performance and joint profits is introduced. In this framework, three GAM-related capabilities determine GAM performance. These capabilities are Collaborative Orientation, GAM Strategic Fit, and GAM Configuration. In an attempt to establish a research agenda on GAM issues, we develop propositions for each construct. This conceptual framework should help improve understanding of GAM as a dyadic phenomenon and provide a platform on which future empirical study can be conducted. At a practical level, this framework serves as the basis for formulating GAM strategies.

Who reads A Conceptual Framework of Global Account Management Capabilities and Firm Performance?

Author

Linda Hui Shi; Shaoming Zou; S.Tamer Cavusgil

Publisher

Elsevier Science; Elsevier ; Elsevier Ltd.; Elsevier BV (ISSN 0969-5931)

Published

2004

Language

EN

Field

Business, Management and Accounting (Social Sciences)