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Fit for global customers: how ALTANA mastered the journey to a customer-centric organization
Lindner, Detlev; Senn, Christoph - In: Journal of Business Strategy 36 (2015) 4, pp. 3-10
Purpose – The purpose of this paper is to describe the implementation journey of global account management (GAM) programs. ALTANA’s case offers a good example of the challenges a supplier faces when attempting to ascend into the highest supplier league – as well as lessons on how they can...
Persistent link: https://www.econbiz.de/10014847212
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Performance effects of global account coordination mechanisms : an integrative study of boundary conditions
Shi, Linda Hui; Gao, Tao - In: Journal of international marketing 24 (2016) 2, pp. 1-21
Persistent link: https://www.econbiz.de/10011500425
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Sustaining high-performance global account management : a model and test of a global change capability
Thoma, Axel - 2009
Persistent link: https://www.econbiz.de/10003953567
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On the nature of international sales and sales management research : a social network-analytic perspective
Schrock, Wyatt A.; Zhao, Yanhui; Richards, Keith A.; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 1, pp. 56-77
Persistent link: https://www.econbiz.de/10011936237
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Global account management : creating value
Hennessey, H. David; Jeannet, Jean-Pierre - 2003
Persistent link: https://www.econbiz.de/10001759891
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The cultural factors in global account management : the case of Indian buyers and German suppliers
Kadam, Nayan; Niersbach, Barbara; Ivens, Björn Sven - In: The journal of business & industrial marketing 38 (2023) 2, pp. 353-366
Persistent link: https://www.econbiz.de/10013539270
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Dealing with market dynamism : the role of reconfiguration in global account management
Shi, Linda H.; Wu, Fang - In: Management international review : mir ; journal of … 51 (2011) 5, pp. 635-663
Persistent link: https://www.econbiz.de/10009311018
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How do multinational suppliers formulate mechanisms of global account coordination? : an integrative framework and empirical study
Gao, Tao Tony; Shi, Linda Hui - In: Journal of international marketing 19 (2011) 4, pp. 61-87
Persistent link: https://www.econbiz.de/10009412151
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Global account management
Hennessey, H. David - In: Financial times handbook of management, (pp. 716-720). 2004
Persistent link: https://www.econbiz.de/10002756175
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International management : a necessity for Global Account Managers
Cagni, Ilaria Carrara - In: Interkulturelles Management : neue Ansätze - …, (pp. 195-229). 2008
Persistent link: https://www.econbiz.de/10003698117