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Paper info: Managing Global Networks: The Role of the Global Account Manager

Title


Managing Global Networks: The Role of the Global Account Manager

Authors


Malcolm McDonald and Sue Holt

Place of Publication


The paper was published at the 16th IMP-conference in Bath, U.K in 2000.

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Abstract


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.