Global account management : The rationale and motivation

Harvey, Michael and Moeller, Miriam (2011). Global account management : The rationale and motivation. In Jagdish N. Sheth, Naresh K. Malhotra, Daniel C. Bello and David Griffith (Ed.), Wiley international encyclopedia of marketing (pp. x-x) Chichester, West Sussex, United Kingdom: Wiley.

Author Harvey, Michael
Moeller, Miriam
Title of chapter Global account management : The rationale and motivation
Title of book Wiley international encyclopedia of marketing
Place of Publication Chichester, West Sussex, United Kingdom
Publisher Wiley
Publication Year 2011
Sub-type Chapter in reference work, encyclopaedia, manual or handbook
Open Access Status
Series Wiley international encyclopedia of marketing
ISBN 9781444316568
Editor Jagdish N. Sheth
Naresh K. Malhotra
Daniel C. Bello
David Griffith
Start page x
End page x
Total pages 2
Collection year 2012
Language eng
Subjects 0102 Applied Mathematics
Formatted Abstract/Summary
As organizations are entering an increasingly complex global context, rapidly expanding operations overseas demand appropriate responses from multinational/global suppliers. Global account management (GAM) is a mechanism through which organizations are able to provide greater consistency and coordination to their customers, addressing the needs of a single customer in multiple environmental contexts. GAM structures allow the multinational corporation (MNC)/global organization to increase its information-processing capacity as well as its bargaining power with regard to the global customer. Strategically, suppliers have the opportunity to become more global organizations. Both the motivation and responsibilities of GAM teams are explored, including a discussion on the promotion of social capital through trust building. We conclude by acknowledging that GAM allows organizations to cater to their customers efficiently and effectively, thereby gaining viability within the global arena. It is expected, however, that, in the future, newer forms of organizational structure will replace the present GAM configuration.
Keyword Global account management (GAM)
Organizational configuration
Supplier Relations
Q-Index Code BX
Q-Index Status Provisional Code
Institutional Status Unknown
Additional Notes Published Online: 15 DEC 2010

Document type: Book Chapter
Collections: ERA 2012 Admin Only
UQ Business School Publications
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Created: Fri, 21 Oct 2011, 09:32:47 EST by Karen Morgan on behalf of UQ Business School