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| Author: | Birkinshaw, J. Toulan, O. Arnold, D. |
| Title: | Global account management in multinational corporations: theory and evidence |
| Journal: | Journal of International Business Studies
2001 : VOL. 32:2, p. 231-248 |
| Index terms: | MULTINATIONAL COMPANIES GLOBALIZATION STRATEGIC MANAGEMENT DATA MANAGEMENT |
| Language: | eng |
| Abstract: | Global account management (the co-ordination of activities involved in serving a single customer in multiple countries) is examined through two theoretical perspectives, information processing and resource dependency. It is hypothesized that global account management structures allow the multinational corporation (MNC) to increase its information processing capacity as well as its bargaining power vis-รก-vis the global customer. |
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