Global Account Management: Fra simpel køber-sælger relation til strategisk relationsopbygning på globalt niveau

Svend Hollensen, Vlad Stefan Wulff

    Publikation: Kapitel i bog/rapport/konference-proceedingKapitel i bogFormidling

    Abstrakt

    Global account management (GAM) has become a critical issue for many multinational corporations that compete in a fast changing global market environment. In this article, we approach GAM from a benchlearning perspective, synthesize selected literature and examine case studies in order to underline the importance of multilevel relationships in strategic business-to-business relationships. The purpose of this study is to address various
    issues related to multilevel relationships in strategic partnerships (e.g. the recruitment of the global account manager and his supporting team, turf wars and compensation) and suggest organisational solutions based on best-practice examples.
    OriginalsprogDansk
    TitelVidenskabelige Artikler fra Campus Sønderborg : Årbog 2011
    RedaktørerHans Martens, Thomas Ottersen
    Antal sider10
    Vol/bind2
    UdgivelsesstedSønderborg
    ForlagSDU - Sønderborg
    Publikationsdatomar. 2012
    Sider14-23
    Kapitel1
    StatusUdgivet - mar. 2012

    Citationsformater