Wilson, Kevin; Weilbaker, Dan - In: American Journal of Business 19 (2004) 1, pp. 15-22
Global Account Management (GAM) is not a recent phenomenon. Xerox first appointed global account managers in 1988 and Citicorp has a history of using GAM processes that go back over twenty‐five years. What is new is that GAM has emerged as one of the major strategic issues facing multinational...