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The managerial issues associated with global account management
Author(s) -
Harvey Michael,
Myers Mathew B.,
Novicevic Milorad M.
Publication year - 2002
Publication title -
thunderbird international business review
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.553
H-Index - 37
eISSN - 1520-6874
pISSN - 1096-4762
DOI - 10.1002/tie.10037
Subject(s) - business , process management , key (lock) , competitive advantage , process (computing) , global strategy , global marketing , supplier relationship management , marketing , focus (optics) , industrial organization , operations management , economics , computer science , supply chain management , supply chain , physics , computer security , optics , operating system
The increase in cooperative global arrangements between suppliers and customers has grown precipitously in thelast five years. These global account management (GAM) strategies frequently are brought about due tothe initiative of the global customer, requiring the customer's supplier to manage their total global needs.In other cases, suppliers perceive GAM as a means to develop long‐term relationships with key globalcustomers and at the same time hinder competitive inroads. The managerial considerations in implementing andmanaging GAM teams are the focus of this article. A step‐by‐step process for management to followwhen implementing a GAM program is also discussed. © 2002 Wiley Periodicals, Inc.