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Managing Global Networks: The Role of the Global Account Manager

By Sue Holt and Malcolm Mcdonald


As the business environment takes on a global perspective for many business-to-business organisations, so the area of Global Account Management has become an increasingly important issue for both researchers and practitioners. This working paper outlines a research project 2 on the role of the Global Account Manager in managing global business-to-business relationships. At the buyer-seller interface, the globalisation of business is augmenting the complexity of the internal and external networks which those in boundary roles, such as Global Account Managers, have to manage. Building on earlier research in the business-tobusiness literature including the work of the IMP group, a conceptual framework is presented as a preliminary model for understanding the roles and activities of Global Account Managers

Year: 2011
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