IDEAS home Printed from https://ideas.repec.org/a/eee/iburev/v13y2004i5p539-553.html
   My bibliography  Save this article

A conceptual framework of global account management capabilities and firm performance

Author

Listed:
  • Hui Shi, Linda
  • Zou, Shaoming
  • Cavusgil, S. Tamer

Abstract

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 framework for determining GAM dyadic strategic performance and joint profits is introduced. In this framework, three GAM-related capabilities determine GAM performance. These capabilities are Collaborative Orientation, GAM Strategic Fit, and GAM Configuration. In an attempt to establish a research agenda on GAM issues, we develop propositions for each construct. This conceptual framework should help improve understanding of GAM as a dyadic phenomenon and provide a platform on which future empirical study can be conducted. At a practical level, this framework serves as the basis for formulating GAM strategies.

Suggested Citation

  • Hui Shi, Linda & Zou, Shaoming & Cavusgil, S. Tamer, 2004. "A conceptual framework of global account management capabilities and firm performance," International Business Review, Elsevier, vol. 13(5), pages 539-553, October.
    • Handle: RePEc:eee:iburev:v:13:y:2004:i:5:p:539-553
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969593104000630
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Marshall, Ronald Scott, 2003. "Building trust early: the influence of first and second order expectations on trust in international channels of distribution," International Business Review, Elsevier, vol. 12(4), pages 421-443, August.
    2. Ingemar Dierickx & Karel Cool, 1989. "Asset Stock Accumulation and Sustainability of Competitive Advantage," Management Science, INFORMS, vol. 35(12), pages 1504-1511, December.
    3. Jeffrey H. Dyer, 1997. "Effective interim collaboration: how firms minimize transaction costs and maximise transaction value," Strategic Management Journal, Wiley Blackwell, vol. 18(7), pages 535-556, August.
    4. Julian Birkinshaw & Omar Toulan & David Arnold, 2001. "Global Account Management in Multinational Corporations: Theory and Evidence," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 32(2), pages 231-248, June.
    5. Catherine Pardo & Robert Salle & Robert Spencer, 1995. "The key accountization of the firm : A case study," Post-Print hal-02311847, HAL.
    6. Johny K. Johansson & George S. Yip, 1994. "Exploiting globalization potential: U.S. and japanese strategies," Strategic Management Journal, Wiley Blackwell, vol. 15(8), pages 579-601, October.
    7. Millman, Tony F., 1996. "Global key account management and systems selling," International Business Review, Elsevier, vol. 5(6), pages 631-645, December.
    8. Ingemar Dierickx & Karel Cool, 1989. "Asset Stock Accumulation and the Sustainability of Competitive Advantage: Reply," Management Science, INFORMS, vol. 35(12), pages 1514-1514, December.
    9. Yip, George S. & Montgomery, David B., 2000. "The Challenge of Global Customer Management," Research Papers 1619, Stanford University, Graduate School of Business.
    10. Kendall Roth & Allen J Morrison, 1990. "An Empirical Analysis of the Integration-Responsiveness Framework in Global Industries," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 21(4), pages 541-564, December.
    11. Richard P. Rumelt, 1991. "How much does industry matter?," Strategic Management Journal, Wiley Blackwell, vol. 12(3), pages 167-185, March.
    12. Roath, A. S. & Miller, S. R. & Cavusgil, S. T., 2002. "A conceptual framework of relational governance in foreign distributor relationships," International Business Review, Elsevier, vol. 11(1), pages 1-16, February.
    13. Hedaa, Laurids, 1993. "Distrust, uncertainties and disconfirmed expectations in supplier-customer relationships," International Business Review, Elsevier, vol. 2(2), pages 191-206.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Fang Wu & Linda H. Shi, 2011. "Dealing with Market Dynamism," Management International Review, Springer, vol. 51(5), pages 635-663, October.
    2. Chang, Kuo-Hsiung & Gotcher, Donald F., 2007. "Safeguarding investments and creation of transaction value in asymmetric international subcontracting relationships: The role of relationship learning and relational capital," Journal of World Business, Elsevier, vol. 42(4), pages 477-488, December.
    3. Walters, Peter G.P. & Whitla, Paul & Davies, Howard, 2008. "Global strategy in the international advertising industry," International Business Review, Elsevier, vol. 17(3), pages 235-249, June.
    4. Yeniyurt, Sengun & Henke, John W. & Cavusgil, Erin, 2013. "Integrating global and local procurement for superior supplier working relations," International Business Review, Elsevier, vol. 22(2), pages 351-362.
    5. Chang, Kuo-Hsiung & Chen, Yung-ray & Huang, Hsu-Feng, 2015. "Information technology and partnership dynamic capabilities in international subcontracting relationships," International Business Review, Elsevier, vol. 24(2), pages 276-286.
    6. Bernhard Swoboda & Andrea Schlüter & Edith Olejnik & Dirk Morschett, 2012. "Does Centralising Global Account Management Activities in Response to International Retailers Pay Off?," Management International Review, Springer, vol. 52(5), pages 727-756, October.
    7. Jean, Ruey-Jer “Bryan” & Sinkovics, Rudolf R. & Kim, Daekwan & Lew, Yong Kyu, 2015. "Drivers and performance implications of international key account management capability," International Business Review, Elsevier, vol. 24(4), pages 543-555.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Beamish, Paul W. & Kachra, Ariff, 2004. "Number of partners and JV performance," Journal of World Business, Elsevier, vol. 39(2), pages 107-120, May.
    2. Pangarkar, Nitin & Wu, Jie, 2012. "Industry globalization and the performance of emerging market firms: Evidence from China," International Business Review, Elsevier, vol. 21(2), pages 196-209.
    3. Jonathan H. Reed, 2022. "Operational and strategic change during temporary turbulence: evidence from the COVID-19 pandemic," Operations Management Research, Springer, vol. 15(1), pages 589-608, June.
    4. Hazhir Rahmandad & Nelson Repenning, 2016. "Capability erosion dynamics," Strategic Management Journal, Wiley Blackwell, vol. 37(4), pages 649-672, April.
    5. Villalonga, Belen, 2004. "Intangible resources, Tobin's q, and sustainability of performance differences," Journal of Economic Behavior & Organization, Elsevier, vol. 54(2), pages 205-230, June.
    6. Phebo D. Wibbens, 2023. "A formal framework for the RBV: Resource dynamics as a Markov process," Strategic Management Journal, Wiley Blackwell, vol. 44(6), pages 1562-1586, June.
    7. Mehmet Ali Köseoglu & John A. Parnell & Melissa Yan Yee Yick, 2021. "Identifying influential studies and maturity level in intellectual structure of fields: evidence from strategic management," Scientometrics, Springer;Akadémiai Kiadó, vol. 126(2), pages 1271-1309, February.
    8. Zhai, Endong & Shi, Yongjiang & Gregory, Mike, 2007. "The growth and capability development of electronics manufacturing service (EMS) companies," International Journal of Production Economics, Elsevier, vol. 107(1), pages 1-19, May.
    9. Jorge Vareda Gomes & Mário José Batista Romão, 2023. "Gaining a Competitive Advantage Through Benefits Management," International Journal of Strategic Decision Sciences (IJSDS), IGI Global, vol. 14(1), pages 1-15, January.
    10. Obloj Krzysztof, 2019. "Footnotes to organizational competitiveness," Economics and Business Review, Sciendo, vol. 5(3), pages 35-49, September.
    11. Giovanni. Gavetti & Daniel A. Levinthal, 2004. "50th Anniversay Article: The Strategy Field from the Perspective of Management Science: Divergent Strands and Possible Integration," Management Science, INFORMS, vol. 50(10), pages 1309-1318, October.
    12. Bertrand Pauget & Mathieu Cabrol & Jérome Lartigau, 2012. "L'externalisation dans le système de santé français : éléments d'explication d'un tabou," Post-Print hal-00951617, HAL.
    13. Deeds, David L. & Decarolis, DONA & Coombs, Joseph, 2000. "Dynamic capabilities and new product development in high technology ventures: An empirical analysis of new biotechnology firms," Journal of Business Venturing, Elsevier, vol. 15(3), pages 211-229, May.
    14. Stoelhorst, J. W. & van Raaij, Erik M., 2004. "On explaining performance differentials: Marketing and the managerial theory of the firm," Journal of Business Research, Elsevier, vol. 57(5), pages 462-477, May.
    15. Elaine Mosakowski, 1998. "Entrepreneurial Resources, Organizational Choices, and Competitive Outcomes," Organization Science, INFORMS, vol. 9(6), pages 625-643, December.
    16. Alp Eren Yurtseven & Mehmet Teoman Pamukçu, 2022. "Innovation patterns in firms and intra-industry heterogeneity empirical evidence from Turkey," Evolutionary and Institutional Economics Review, Springer, vol. 19(2), pages 645-679, September.
    17. Fred Strønen & Thomas Hoholm & Kari Kværner & Linn Nathalie Støme, 2017. "Dynamic capabilities and innovation capabilities: The case of the ‘Innovation Clinic’," Journal of Entrepreneurship, Management and Innovation, Fundacja Upowszechniająca Wiedzę i Naukę "Cognitione", vol. 13(1), pages 89-116.
    18. Galbreath, Jeremy & Galvin, Peter, 2008. "Firm factors, industry structure and performance variation: New empirical evidence to a classic debate," Journal of Business Research, Elsevier, vol. 61(2), pages 109-117, February.
    19. Mavroudi, Eva & Kesidou, Effie & Pandza, Krsto, 2023. "Effects of ambidextrous and specialized R&D strategies on firm performance: The contingent role of industry orientation," Journal of Business Research, Elsevier, vol. 154(C).
    20. Paul-Valentin Ngobo & Eric Stéphany, 2001. "Les différences de performance financière entre les entreprises: résultats du marché français," Revue Finance Contrôle Stratégie, revues.org, vol. 4(1), pages 89-121, March.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:iburev:v:13:y:2004:i:5:p:539-553. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/description#description .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.