There is a well-established line of thinking on strategy and structure in the MNE, beginning with John Stopford's doctoral thesis work (Stopford and Wells, 1972) and moving through the work of Egelhoff (1982), Daniels Pitts and Tretter (1984) and others to Ghoshal and Nohria (1993). However,...

The measurement of company performance poses several challenges. Three critical ones are: balancing short-term and long-term performance, the need to use multiple measures to capture the broad meaning of performance, and finding the right peer comparators. We argue that truly sustainable long...

Within the context of the international business literature on multinationality and performance we develop new data on the foreign presence and performance of large UK multinational enterprises (MNEs). There are 32 UK MNEs for which we can obtain data on both their degree of multinationality...

In this paper we address an empirical and theoretical issue which is under researched. Does history, i.e. a company’s organizational traditions, hamper strategic renewal and cause drift, as the management literature suggests? Or can traditions help companies to systematically and successfully...

Multinational companies need to manage their relationships with multinational customers in a globally integrated approach. This paper provides a systematic framework for developing and implementing such global customer management programmes. The paper is based on Chapter 1 of George S. Yip and...

Using globalization and contingency theory, this paper develops a supplier-based model of global account management (GAM). The model comprises the multinational supplier's industry globalization drivers, the multinational customers' extent of globally coordinated buying, such customers' demand...

The measurement of performance is critical to nearly all managerial disciplines. Yet, we know little about the aggregation characteristics of the components of performance and how our notion of a quot;good performing firmquot; relates to what it is that we use as a dependent variable. In this...

Multinational companies (MNCs) vary in both their use of global strategy and in the systems of corporate governance in which they operate. In this paper, we develop a theoretical framework and set of propositions to show that differences in national corporate governance systems will influence...

Using globalization and contingency theory, this paper develops a supplier-based model of global account management (GAM). The model comprises the multinational supplier's industry globalization drivers, the multinational customers' extent of globally coordinated buying, such customers' demand...

Global Account Management is a new process by which multinational companies can better manage their relationships with global customers. This article provides a framework and methodology that managers can use to diagnose whether and how to use global account management. We also report on...