Paper info: Managing Global Networks: The Role of the Global Account Manager
Managing Global Networks: The Role of the Global Account Manager
Malcolm McDonald and Sue Holt
Place of Publication
The paper was published at the 16th IMP-conference in Bath, U.K in 2000.
As the business environment takes on a global perspective for many business-to-businessorganisations, so the area of Global Account Management has become an increasinglyimportant issue for both researchers and practitioners. This working paper outlines a researchproject2 on the role of the Global Account Manager in managing global business-to-businessrelationships. At the buyer-seller interface, the globalisation of business is augmenting thecomplexity of the internal and external networks which those in boundary roles, such asGlobal Account Managers, have to manage. Building on earlier research in the business-tobusinessliterature including the work of the IMP group, a conceptual framework is presentedas a preliminary model for understanding the roles and activities of Global AccountManagers.