Business Intelligence

Explaining Supplier Behavior On Global Account Management

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Executive Summary

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 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.

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