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The Role of Inter-organizational Fit in Global Account Management
| Content Provider | Semantic Scholar |
|---|---|
| Author | Toulan, Omar |
| Copyright Year | 2002 |
| Abstract | SUMMARY In this paper we apply the concept of inter-organizational fit to the use of global account management programs in multinational corporations. It is predicted that greater fit between vendor and customer on a variety of strategic as well as structural aspects will result in higher performance of the relationship. This is contrasted with a bargaining perspective approach to managing customer relationships. Support for the hypotheses is found using a survey of 106 global account managers in 16 multinationals. |
| File Format | PDF HTM / HTML |
| Alternate Webpage(s) | http://www.london.edu/sim/Working_Papers/SIM07.pdf |
| Language | English |
| Access Restriction | Open |
| Subject Keyword | Customer relationship management corporation |
| Content Type | Text |
| Resource Type | Article |