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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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Organisation des Global-Account-Management im Industriegütersektor
Lockau, Ina - 2000
Persistent link: https://www.econbiz.de/10001513271
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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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Gestaltung des internationalen Key Account Managements : Analyse vor dem Hintergrund der Internationalisierung des Konsumgütereinzelhandels
Schlüter, Andrea - 2011 - 1. Aufl.
Persistent link: https://www.econbiz.de/10009244475
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Gestaltung des internationalen Key Account Managements : Analyse vor dem Hintergrund der Internationalisierung des Konsumgütereinzelhandels
Schlüter, Andrea - 2011
Durch die Handelsinternationalisierung ist das internationale Key Account Management (KAM) in der Konsumgüterbranche von einer hohen Komplexität gekennzeichnet. Andrea Schlüter untersucht die Bedeutung strategischen und strukturellen Designs. Basierend auf umfassenden Literaturrecherchen und...
Persistent link: https://www.econbiz.de/10014015439
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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