The IRMA Community
Newsletters
Research IRM
Click a keyword to search titles using our InfoSci-OnDemand powered search:
|
Global Account Management (GAM): Creating Companywide and Worldwide Relationships to Global Customers
Abstract
Global account management (GAM) has become a critical issue for many multinational corporations that compete in a fast changing global market environment. In this article, we approach GAM from a benchlearning perspective, synthesize selected literature and examine an award winning case study in order to underline the importance of multilevel relationships in strategic business-to-business relationships. The purpose of this study is to address various issues related to multilevel relationships in strategic partnerships (e.g. the recruitment of the global account manager and his supporting team, turf wars and compensation) and suggest organizational solutions based on best-practice examples.
Related Content
Monia Ben Ltaifa, Walid Chouari, Abdelkader Mohamed Sghaier Derbali.
© 2024.
30 pages.
|
Filiz Mızrak.
© 2024.
21 pages.
|
Aytaç Gökmen.
© 2024.
12 pages.
|
Maria Aweis Mayow, Aytaç Gökmen, Dilek Temiz.
© 2024.
27 pages.
|
Ahlem Baccouche, Houssem Bouzgarrou, Meriem Jouirou, Moufida Ben Saada.
© 2024.
21 pages.
|
Ashwani Panesar, Rohit Sood.
© 2024.
20 pages.
|
Boussairi Slimani, Moufida Ben Saada, Sameh Halaoua.
© 2024.
22 pages.
|
|
|