Executive insights: Global account management capability: Insights from leading suppliers

Journal of International Marketing

Volumn 13, Issue 2, 2005, Pages 93-113

  Shi, Linda H ^c   Zou, Shaoming ^d   White, J Chris ^a   McNally, Regina C ^b   Cavusgil, S Tamer ^a  

^a MICHIGAN STATE UNIVERSITY   (United States)

^b Department of Marketing and Supply Chain Management ^*  (United States)

^c MICHIGAN STATE UNIVERSITY   (United States)

^d UNIVERSITY OF MISSOURI   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 22144451492     PISSN: 1069031X     EISSN: None     Source Type: Journal    
DOI: 10.1509/jimk.13.2.93.64858     Document Type: Article

References (51)

1. Abery, Leslie, Colleen Christen, and Erin Kriessmann (2002), "Customers Talk, BT listens: U.K. Telecom Leader Integrates Channels to Cover Major Accounts," Focus: Europe, 1 (2), 14-20.
2. Arnold, Martin P., Christian Belz, and Christoph Senn (2001), "Leveraging Knowledge in Global Key Account Management-Findings from a Benchlearning Group Project in the Industry," research report, Institute of Marketing and Retailing, University of St. Gallen, Switzerland.
3. Bartlett, Christopher A. and Sumantra Ghoshal (1988), "Organizing for Worldwide Effectiveness: The Transnational Solution," California Management Review, 31 (1), 54-74.
4. Birkinshaw, Julian, Allen J. Morrison, and John Hulland (1995), "Structural and Competitive Determinants of a Global Integration Strategy," Strategic Management Journal, 16 (March), 637-55.
5. _, Omar Toulan, and David Arnold (2001), "Global Account Management in Multinational Corporations: Theory and Evidence," Journal of International Business Studies, 32 (2), 231-48.
6. Bradford, Edmund and Francois Lagae (2003), "Winning Strategic Accounts at SN Brussels Airlines," Focus: Europe, 3 (4), 1-5.
7. _ and Leif Schwan (2001), "Don't Gamble with GAM: How BC Components Reduced the Risk of Their GAM Programme," Focus: Europe, 1 (2), 9-11.
8. Buvik, Arnt and George John (2000), "When Does Vertical Coordination Improve Industrial Purchasing Relationships?" Journal of Marketing, 64 (July), 52-64.
9. Cavusgil, S. Tamer and Shaoming Zou (1994), "Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link in Export Market Ventures," Journal of Marketing, 58 (January), 1-21.
10. Cook, Maureen, Nathalie Sabourin, and Kathy Tipre (2000), "Building Customer Value and Loyalty at Nortel Networks," Velocity, 2 (2), 17-20.
11. Cornell, Elisabeth (2002), "Inside a SAM Program: Evolving GAM at Lanier Worldwide, Inc.: Part I," Velocity, 4 (1), 10-12.
12. Day, George S. (1994), "The Capabilities of Market-Driven Organizations," Journal of Marketing, 58 (October), 37-52.
13. Deavenport, Earnest W., Jr. (1999), "The Formula for Global Account Management Success: The CEO Must Champion Strategic Accounts to Build a Firm's Global Business," Velocity, 1 (3), 14-17.
14. Eisenhardt, Kathleen M. (1989), "Building Theories from Case Study Research," Academy of Management Review, 14 (4), 532-50.
15. Graen, Mike (1999), "Technology in Manufacturer/Retailer Integration: Wal-Mart and Procter & Gamble," Velocity, 1 (2), 12-17.
16. Grewal, Rajdeep and Patriya Tansuhaj (2001), "Building Organizational Capabilities for Managing Economic Crisis: The Role of Market Orientation and Strategic Flexibility," Journal of Marketing, 65 (April), 67-81.
17. Harvey, Michael, Milorad M. Novicevic, Thomas Hench, and Matthew B. Myers (2003), "Global Account Management: A Supply-Side Managerial View," Industrial Marketing Management, 32 (7), 563-71.
18. Heide, Jan B. (1994), "Interorganizational Governance in Marketing Channels," Journal of Marketing, 58 (January), 71-85.
19. _ and George John (1990), "Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships," Journal of Marketing Research, 27 (February), 24-36.
20. Homburg, Christian and Christian Pflesser (2000), "A Multiple-Layer Model of Market-Oriented Organizational Culture: Measurement Issues and Performance Outcomes," Journal of Marketing Research, 37 (November), 449-63.
21. _, John P. Workman Jr., and Ove Jensen (2000), "Fundamental Changes in Marketing Organization: The Movement Toward a Customer-Focused Organizational Structure," Journal of the Academy of Marketing Science, 28 (4), 459-78.
22. _, _, and _ (2002), "A Configurational Perspective on Key Account Management," Journal of Marketing, 66 (April), 38-60.
23. Jaworski, Bernard J. and Ajay K. Kohli (1993), "Market Orientation: Antecedents and Consequences, "Journal of Marketing, 57 (July), 53-71.
24. Jeannet, Jean-Pierre and David H. Hennessey (2003), Cases in Global Marketing Strategies, 5th ed. Boston: Houghton Mifflin.
25. Johnson, Tom, Larry Killinsworth, and Amy K. Miller (2001), "Guinness United Distillers and Vintners' Strategic Accounts Program: Success Is a Marathon, Not a Sprint!" Velocity, 3 (4), 32-36.
26. Kohli, Ajay K. and Bernard J. Jaworski (1990), "Market Orientation: The Construct, Research Propositions, and Managerial Implications," Journal of Marketing, 54 (April), 1-18.
27. Macaulay, David (2000), "Consistency in Global Accounts: Fulfilling Your Commitments," Velocity, 2 (2), 21-22.
28. McNaughton, Bob and Scott Beckett (2001), "Mettler Toledo's Strategic Account Program: Defining Strategic Accounts and Building a Value-Based Program," Velocity, 3 (1), 25-30.
29. Menon, Anil, Sundar G. Bharadwaj, Phani Tej Adidam, and Steven W. Edison (1999), "Antecedents and Consequences of Marketing Strategy Making: A Model and a Test," Journal of Marketing, 63 (April), 18-41.
30. Mohr, Jakki and Robert Spekman (1994), "Characteristics of Partnership Success: Partnership Attributes, Communication Behavior, and Conflict Resolution," Strategic Management Journal, 15 (2), 135-52.
31. Montgomery, David B. and George S. Yip (2000), "The Challenge of Global Customer Management," Marketing Management, 9 (4), 22-29.
32. _, _, and Belen Villalonga (2002), "Explaining Supplier Behavior on Global Account Management," Working Paper No. 1767, Stanford Business School, Stanford University.
33. Narayanan, V.K., Benedict Kemmerer, Frank L. Douglas, and Brock Guernsey (2003), "The Social Construction of Organizational Capabilities: A Multilevel Analysis," in Strategy Process Shaping the Contours of the Field, Bala Chakravarthy, Guenter Mueller-Sewens, Peter Lorange, and Christoph Lechner, eds. Malden, MA: Blackwell Publishing.
34. Parr, Jay (2001), "Strategic Account Management Best Practices: Cisco Discovers All That's Possible," Velocity, 3 (2), 35-38.
35. Roth, Kendall and Allen J. Morrison (1990), "An Empirical Analysis of the Integration Responsiveness Framework in Global Industries," Journal of International Business Studies, 21 (4), 541-65.
36. SAMA and S4 Consulting (2001), "SAMA Performance Award 2001-2001 Nominated Best Practices," in Strategic Account Management Association 2001. Chicago: S4 Consulting.
37. _ (2002), "SAMA Performance Award 2002 Nominated Best Practices," in Strategic Account Management Association 2002. Chicago: S4 Consulting.
38. Sengupta, Sanjit, Robert E. Krapfel, and Michael A. Pusateri (1997), "Switching Costs in Key Account Relationships," Journal of Personal Selling & Sales Management, 17 (4), 9-16.
39. Shi, Linda H., Shaoming Zou, and S. Tamer Cavusgil (2004), "A Conceptual Framework of Global Account Management Capabilities and Firms' Performances," International Business Review, 13 (5), 539-53.
40. Sperry, Joseph P. (2000a), "2000 SAMA Performance Award Nominated Best Practices," in Strategic Account Management Association 2002. Chicago: S4 Consulting.
41. _ (2000b), "Centralizing the Corporate Account Function: Honeywell Industrial Automation & Control Takes the Leap and Reaps the Rewards," Velocity, 2 (3), 23-24.
42. _ (2000c), "Giant Companies, Small Details: 3M and IBM Co-Creating Value at All Levels," Velocity, 2 (3), 16-17.
43. _ (2001a), "2001 SAMA Account Performance Award Winner: ONDEO Nalco," Velocity, 3 (3), 23-25.
44. _ (2001b), "Williams Company Alliance Development Group," Velocity, 3 (3), 30-32.
45. _ (2003), "Turning Innovative Account Management into Dollars: The Satyam-Caterpillar Story," Velocity, 5 (4), 31-34.
46. Teece, David J., Gary Pisano, and Amy Shuen (1997), "Dynamic Capabilities and Strategic Management," Strategic Management Journal, 18 (7), 509-533.
47. Venkatraman, N. and John E. Prescott (1990), "Environment-Strategy Coalignment: An Empirical Test of Its Performance Implications," Strategic Management Journal, 11 (1), 1-23.
48. Wilson, Kevin (2003), "BBV and SAM: No Longer Enough for P&G," Focus: Europe, 3 (1), 1-5.
49. Yin, Robert K. (2003), Case Study Research, Design and Methods. Thousand Oaks, CA: Sage Publications.
50. Yip, George S. and Tammy L. Madsen (1996), "Global Account Management: The New Frontier in Relationship Management," International Marketing Review, 13 (3), 24-42.
51. Zou, Shaoming and S. Tamer Cavusgil (2002), "The CMS: A Broad Conceptualization of Global Marketing Strategy and Its Effect on Firm Performance," Journal of Marketing, 44 (October), 40-56.