16 research outputs found
Adaptation to environmental shocks : internationalization responses to market liberalization
No full textThesis (Ph. D.)--Massachusetts Institute of Technology, Sloan School of Management, 1997.Includes bibliographical references.by Omar N. Toulan.Ph.D
Nonlinearities in the impact of industry structure : the case of concentration and intra-industry variability in rates of return
No full text
Global Account Management in Multinational Corporations: Theory and Evidence
No full textThis paper uses two theoretical perspectives, information processing and resource dependency, to examine global account management (the co-ordination of activities involved in serving a single customer in multiple countries). It is hypothesized that global account management structures allow the multinational corporation (MNC) to increase its information processing capacity as well as its bargaining power vis-á-vis the global customer. Using data on 106 global accounts in 16 MNCs, we find support for both perspectives individually. Furthermore, evidence is presented for an interaction effect in which the effectiveness of structures for increasing information processing is conditional upon the presence of high customer dependence.© 2001 JIBS. Journal of International Business Studies (2001) 32, 231–248
