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...

There is a well-established line of thinking on strategy and structure in the MNE, beginning with John Stopford's doctoral thesis work (Stopford and Wells, 1972) and moving through the work of Egelhoff (1982), Daniels Pitts and Tretter (1984) and others to Ghoshal and Nohria (1993). However,...

How does the Internet affect globalization and global strategy within firms? How should multinational companies re-evaluate their global strategies to best take advantage of the Internet? Both managers and researchers have assumed that a correct and appropriate use of Internet technologies by...

The authors posit the question of whether companies should formulate their strategies according to a global or regional corporate mindset. In this study, they explore the strategic responses of multinational automotive companies embedded in a simple framework of interdependent industry forces,...

This article discusses two concepts in an emerging theory of knowledge development in globalizing firms. The concept of "language games" is developed to shed light on the role of language in globalizing organizations. The concept of "self-similarity" enables discussions of changes in routines,...

In this paper we address an empirical and theoretical issue which is under researched. Does history, i.e. a company’s organizational traditions, hamper strategic renewal and cause drift, as the management literature suggests? Or can traditions help companies to systematically and successfully...