Global account management: The new frontier in relationship marketing

International Marketing Review

Volumn 13, Issue 3, 1996, Pages 24-42

  Yip, George S ^a   Madsen, Tammy L ^b  

^a UNIVERSITY OF CALIFORNIA   (United States)

^b SOUTHERN METHODIST UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0001816362     PISSN: 02651335     EISSN: None     Source Type: Journal    
DOI: 10.1108/02651339610122982     Document Type: Article

References (19)

1. Bartlett, C.A. and Ghoshal, S. (1989), Managing Across Borders: The Transnational Solution, Harvard Business School Press, Boston, MA.
2. Buzzell, R.D. (1985), "Citibank marketing to multinational customers", Harvard Business School case No. 9-584-016, Harvard Case Services, Boston, MA.
3. Corporate Finance (1995), "Citibank's object lesson in relationship banking", July.
4. Gates, S. (1995), "The changing role of the marketing function", The Conference Board, New York, NY.
5. Ives, B., Jarvenpaa, S.L. and Mason, R.O. (1993), "Global business drivers: aligning information technology to global business strategy",IBM Business Systems Journal, Vol. 32 No. 1, pp. 143-61.
6. Jackson, B.B. (1985), Winning and Keeping Industrial Customers, Lexington Books, New York, NY.
7. Johansson, J.K. and Yip, G.S. (1994), "Exploiting globalization potential: U.S. and Japanese strategies", Strategic Management Journal, October, pp. 579-601.
8. Levitt, T. (1983), "The globalization of markets", Harvard Business Review, May-June, pp. 92-102.
9. Mirhan, G. (1993), "Advantage: Hewlett-Packard", Global Executive, March/April, pp. 10-3.
10. Nahapiet, J. (1994), "Servicing the global client towards global account management?", paper presented at the 14th Annual Conference of the Strategic Management Society, Jouy en Josas, Prance, September.
11. Peebles, D.M. (1989), "Don't write off global advertising: a commentary", International Marketing Review, Vol. 6 No. 1, pp. 73-8
12. Porter, M.E. (1986), "Changing patterns of international competition", California Management Review, Vol. 28 No. 2, Winter, pp. 9-40.
13. Prahalad, C.K. and Doz, Y.L. (1987), The Multinational Mission: Balancing Local Demands and Global Vision, Free Press, New York, NY.
14. Shapiro, B.P. (1989), "Close encounters of the four kinds: managing customers in a rapidly changing environment", note no. 9-589-015, Harvard Business School, Boston, MA.
15. Shapiro, B.P. and Moriarty, R.T. (1980), "National account management: emerging insights", Report No. 80-104, Marketing Science Institute, Cambridge, MA.
16. Sloan, P. (1993), "Why Reebok fired Chiat, once and for all", Advertising Age, September 30, pp. 13, 158.
17. Wentz, L. (1993), "Shops flourish in '90s: decade of alignment", Advertising Age, September 30, pp. I1, I10.
18. Yip, G.S. (1992), Total Global Strategy: Managing for Worldwide Competitive Advantage, Prentice-Hall, Englewood Cliffs, NJ
19. Yip, G.S. (1994), "Industry drivers of global strategy and organization", The International Executive, September/October, pp. 529-56.