Global account management in multinational corporations: Theory and evidence

Citation
J. Birkinshaw et al., Global account management in multinational corporations: Theory and evidence, J INT BUS S, 32(2), 2001, pp. 231-248
Citations number
34
Categorie Soggetti
Economics
Journal title
JOURNAL OF INTERNATIONAL BUSINESS STUDIES
ISSN journal
00472506 → ACNP
Volume
32
Issue
2
Year of publication
2001
Pages
231 - 248
Database
ISI
SICI code
0047-2506(2001)32:2<231:GAMIMC>2.0.ZU;2-Z
Abstract
This paper uses two theoretical perspectives, information processing and re source dependency, to examine global account management (the co-ordination of activities involved in serving a single customer in multiple countries), If is hypothesized that global account management structures allow the mul tinational corporation (MNC) to increase its information processing capacit y as well as its bargaining power vis-a-vis the global customer. Using data on 106 global accounts in 16 MNCs, we find support for both perspectives i ndividually. Furthermore, evidence is presented for an interaction effect i n which the effectiveness of structures for increasing information processi ng is conditional upon the presence of high customer dependence.