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An Industry Explanation of Global Account Management


Strategy and Entrepreneurship

Publishing details

Centre for the Networked Economy Working Paper

Publication Year



Using globalization and contingency theory, this paper develops a 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 for GAM services, the supplier's response in terms of using various aspects of GAM, and resulting possible improvement in the supplier's performance. The paper develops six hypotheses linking these variables. Data on various aspects of these variables were collected in a survey of 191 executives in multinational companies. Two related models are estimated from these data using a structural equations method. The results support the argument that the supplier's industry globalization drivers play a key role in affecting customers' demand for GAM services, and that supplier's implementation of GAM leads to significant performance improvements.

Publication Research Centre

Centre for the Networked Economy (closed)

Series Number

CNE WP09/2002


Centre for the Networked Economy Working Paper

Available on ECCH


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