Linda H. Shi, J. Chris White, Regina C. McNally, S. Tamer Cavusgil, Shaoming Zou, (2005). Executive Insights: Global Account Management Capability: Insights from Leading Suppliers. Journal of International Marketing: Vol. 13, No. 2, pp. 93-113.
doi: 10.1509/jimk.13.2.93.64858

Executive Insights: Global Account Management Capability: Insights from Leading Suppliers

Linda H. Shi,

1. Doctoral student, Michigan State University.

(e-mail:
)

1J. Chris White,

2. Assistant professor, Eli Broad College of Business, Michigan State University.

(e-mail:
)

2Regina C. McNally,

3. Assistant professor, Department of Marketing and Supply Chain Management, Michigan State University.

(e-mail:
)

3S. Tamer Cavusgil,

4. University Distinguished Faculty and John William Byington Endowed Chair in Global Marketing, Eli Broad College of Business, Michigan State University.

(e-mail:
)

4Shaoming Zou

5. Associate Professor of Marketing, Department of Marketing, College of Business, University of Missouri–Columbia.

(e-mail: zou@ missouri.edu).

5



Abstract

Global account management (GAM) has become a strategic focus among most multinational companies, but there is little empirical research on what type of organizational capability fosters GAM programs. In this article, the authors synthesize selected literature on the topic, examine relevant fieldwork and case studies, and discuss findings from in-depth field interviews with leading global suppliers that have active GAM programs in place. This research clarifies constructs, develops research propositions, and provides an integrated framework that includes GAM processes and performance consequences.

Cited by

Svend Hollensen, Vlad Stefan Wulff. (2012) Global Account Management (GAM). International Journal of Customer Relationship Marketing and Management 1:1, 28-47
Online publication date: 1-Jul-2012.
CrossRef
Svend Hollensen, Vlad Stefan Wulff. 2012. Global Account Management (GAM). , 27-46.
CrossRef
Bernhard Swoboda, Andrea Schlüter, Edith Olejnik, Dirk Morschett. (2012) Does Centralising Global Account Management Activities in Response to International Retailers Pay Off?. Management International Review
Online publication date: 4-Jan-2012.
CrossRef
Arun Sharma. 2012. Chapter 9 Emerging Transformations in the Business-to-Business Global Salesforce. , 219-244.
CrossRef
Tao (Tony) Gao, Linda Hui Shi. (2011) How Do Multinational Suppliers Formulate Mechanisms of Global Account Coordination? An Integrative Framework and Empirical Study. Journal of International Marketing 19:4, 61-87
Online publication date: 1-Dec-2011.
Abstract | PDF (189 KB) | PDF Plus (212 KB) 
Fang Wu, Linda H. Shi. (2011) Dealing with Market Dynamism. Management International Review
Online publication date: 16-Sep-2011.
CrossRef
Nikolaos G. Panagopoulos, Nick Lee, Ellen Bolman Pullins, George J. Avlonitis, Pascal Brassier, Paolo Guenzi, Anna Humenberger, Piotr Kwiatek, Terry W. Loe, Elina Oksanen-Ylikoski, Robert M. Peterson, Beth Rogers, Dan C. Weilbaker. (2011) Internationalizing Sales Research: Current Status, Opportunities, and Challenges. Journal of Personal Selling and Sales Management 31:3, 219-242
Online publication date: 1-Jul-2011.
CrossRef
Svend Hollensen, Vlad Stefan Wulff. 2011. Global Account Management (GAM). , 1838-1857.
CrossRef
Christopher P. Blocker, Daniel J. Flint, Matthew B. Myers, Stanley F. Slater. (2011) Proactive customer orientation and its role for creating customer value in global markets. Journal of the Academy of Marketing Science 39:2, 216-233
Online publication date: 1-Apr-2011.
CrossRef
Linda Hui Shi, J Chris White, Shaoming Zou, S Tamer Cavusgil. (2010) Global account management strategies: Drivers and outcomes. Journal of International Business Studies 41:4, 620-638
Online publication date: 1-May-2010.
CrossRef
Bernd W. Wirtz, Sebastian Lütje, Sebastian Ullrich. (2010) Struktur und Erfolgswirkung der Kundenbeziehungsfähigkeit. der markt 48:4, 147-161
Online publication date: 1-Mar-2010.
CrossRef
Ruey-Jer “Bryan” Jean, Rudolf R. Sinkovics, Daekwan Kim. (2008) Information technology and organizational performance within international business to business relationships: A review and an integrated conceptual framework. International Marketing Review 25:5, 563-583
Online publication date: 1-Jan-2008.
CrossRef
Nigel F. Piercy, Nikala Lane. (2007) Ethical and Moral Dilemmas Associated with Strategic Relationships between Business-to-Business Buyers and Sellers. Journal of Business Ethics 72:1, 87-102
Online publication date: 14-Mar-2007.
CrossRef
Ruey-Jer “Bryan” Jean. (2007) The ambiguous relationship of ICT and organizational performance: a literature review. Critical Perspectives on International Business 3:4, 306-321
Online publication date: 1-Jan-2007.
CrossRef
Arun Sharma. (2007) The shift in sales organizations in business-to-business services markets. Journal of Services Marketing 21:5, 326-333
Online publication date: 1-Jan-2007.
CrossRef
Mo Yamin, Rudolf R. Sinkovics. (2007) ICT and MNE reorganisation: the paradox of control. Critical Perspectives on International Business 3:4, 322-336
Online publication date: 1-Jan-2007.
CrossRef
S. Tamer Cavusgil, Seyda Deligonul, Attila Yaprak . (2005) International Marketing as a Field of Study: A Critical Assessment of Earlier Development and a Look Forward. Journal of International Marketing 13:4, 1-27
Online publication date: 1-Dec-2005.
Abstract | References | PDF (106 KB) | PDF Plus (146 KB)