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Unleashing inter-organizational capabilities in global supplier–buyer relationships for competitive advantage

abstract Global account management (GAM) has become a critical issue for multinationals competing in a dynamic global market environment. Approaching GAM from a dynamic capability perspective, we introduce a framework of intra- and inter-organizational capabilities through which we recognize that a supplier’s dynamic GAM capability extends beyond operational sales routines to customer-linked strategic, organizational, and functional dimensions. Such a dynamic GAM capability reconfigures, integrates, and replicates the firms’ skills, resources, and competences to form inter-organizational value co-creation capabilities, which in turn determine joint profit performance and competitive advantage. We develop propositions for each construct on the basis of results from a five-year GAM research consortium. The framework can serve as a base for further empirical research that investigates the implications of a dynamic capability approach to GAM. From a practical viewpoint, the framework underlines the importance of attributing strategic weight to GAM and acknowledging it as a collaborative, value-generating supplier–buyer process that can yield superior dyadic outcomes that neither firm could generate by itself.
   
type conference paper (English)
   
keywords global account management; supplier-buyer relationships; value creation; dynamic capabilities
   
name of conference Academy of International Business, Annual Meeting (Beijing)
date of conference 23-6-2006
review double-blind review
   
citation Thoma, A., Atanasova, Y., & Senn, C. (2006). Unleashing inter-organizational capabilities in global supplier–buyer relationships for competitive advantage. In .