Global account management (GAM), a collaborative process between a multinational customer and a multinational supplier by which the worldwide buying-selling activities are centrally coordinated between the two organizations, has become a critical task for many multinational corporations. A...

Global account management (GAM) has become a vital part of many multinational enterprises’ global marketing. Yet little is known about successful GAM strategies. In this study, we conceptualize GAM strategies, and develop and empirically test an integrated theoretical model that links GAM...

Brands have become increasingly important as a foundation for competitive strategy. Unfortunately, although brand managers are responsible for brand strategy development and execution, little is known about what makes a brand manager effective. A model is developed to understand what intangible...

Pay-what-you-want pricing mechanisms increasingly are popular among practitioners and interesting to marketing researchers. Prior research only examines strategies in which consumers choose any price without guidance from the firm. Firms currently use several external reference price strategies...