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Global account management strategies : drivers and outcomes

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The GMS: a broad conceptualization of global marketing strategy and its effect on firm performance

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Global strategy: Review and an integrated conceptual framework

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A conceptual framework of global account management capabilities and firm performance

Hui Shi, Linda; Zou, Shaoming; Cavusgil, S. Tamer - In: International Business Review 13 (2004) 5, pp. 539-553

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...

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