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The Evolving Role of the Global Account Manager in Theory and Practice

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abstract Global account management (GAM) is on top of the agenda of multinational firms that compete in global business-to-business markets. While global account managers play a crucial role in the implementation of GAM and the management of particular global accounts, the role of these global account managers is not well understood. Consequently, the inadequate recruiting, appraisal, training, and development of global account managers may undermine GAM implementation as well as individual customer relationships.

First of all, this study helps global account managers to better understand their own role to successfully cope with the challenges of this exciting job. Secondly, directors of GAM programs will learn more about how to successfully identify, recruit, compensate, develop, and train global account managers as assets. Finally, human resources management will learn more about this new position and ways of working together with the GAM program to realize synergies and to develop a possibly new career track for international managers.

The full study is available here: [http://www.hausarbeiten.de/faecher/vorschau/69658.html?partn erid=133520"]
   
type working report (English)
   
keywords global account management, global account manager, human resources management
   
type of report Master Thesis
date of appearance 2002
publisher GRIN (München)
review not reviewed
   
citation Thoma, A. (2002). The Evolving Role of the Global Account Manager in Theory and Practice: Master Thesis. München: GRIN.