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Global account management team design: Dimensions, determinants and performance outcomes

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abstract Designing and implementing global account management (GAM) teams represents a key task for suppliers that are expanding the scope of their relationships with global customers. However, research has not provided an explanation of how these teams function and what determines their performance. Extending concepts from several research streams regarding teams in an organization to the complex GAM context, we propose a framework of GAM team design and performance that recognizes team performance depends on the way the team structural and composition features balance the need for internal collaboration and external activity. The conceptualized design dimensions are primarily determined by the customer characteristics and demands. We thus provide a basis for future empirical studies on GAM teams by developing propositions for each construct. From a practical perspective, the framework emphasizes the importance of assessing the customer and designing teams that match the complexity of its requirements and configuration of activities to avoid the pitfalls of misaligned team arrangements.
   
type conference paper (English)
   
keywords global account management, supplier-customer relationships, team work
   
name of conference International Federation of Scholarly Associations of Management (IFSAM) VIIIth World Congress (Berlin, Germany)
date of conference 28-9-2006
review double-blind review
   
citation Atanasova, Y., & Senn, C. (2006). Global account management team design: Dimensions, determinants and performance outcomes. In .