|fulltext etc.||no fulltext attached|
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)|
global account management, global account manager, human resources management
|type of report||Master Thesis|
|date of appearance||2002|
|citation||Thoma, A. (2002). The Evolving Role of the Global Account Manager in Theory and Practice: Master Thesis. München: GRIN.|