Although China is the epicenter of global sourcing and has a vastly different context than the West, almost no key account management (KAM) studies have taken the perspective of Chinese suppliers. Our exploratory multiple-method study uses data gathered from a major Chinese apparel supplier and...

When the multinational considers the global strategic sales effort, the temptation is to aggregate practices across seemingly similar countries. While this eases administration, it can lead to subâ€optimal local practice This research focuses on the attitudes of a multinational's sales forces...