University of St.Gallen
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Global account management teams: Composition and performance

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, this dissertation develops and empirically tests a framework of GAM team design and performance. From a theoretical perspective, this study makes a contribution by examining this new and emerging organizational form and extending existing research in the area of supplier-customer relationships and organizational behavior. From a practical point of view, this project identifies key success factors of GAM teams and helps companies to achieve better performance with their strategic customers.
   
keywords global account management, supplier-customer relationships, teamwork, team performance
   
partner
type dissertation project
status completed
start of project 2003
end of project 2007
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contact Yana Atanasova