Title:

The determinants of Global Account Management (GAM). A relationship decision-making model

Group publication title:

Argumenta Oeconomica

Creator:

Deszczyński, Bartosz

Subject and Keywords:

cooperation ; relationship management ; Global Account Management (GAM) ; partnership

Description:

Argumenta Oeconomica, 2019, Nr 2 (43), s. 233-253

Abstrakt:

The article presents an analysis of the factors influencing the partnership and cooperation of companies active in the global B2B market. It outlines the benefits that are traditionally associated with joint projects or alliances and discusses to what extent they can be generated in the global customer relationship management programs on the basis of global account management (GAM). The main aim of this paper is to propose a GAM relationship decision-making model. Its conceptual framework is based on four assumptions dealing with the formal and informal, external and internal decision-making factors. This model can be of practical importance for globally operating suppliers in managing their relations and choosing the right customers for strategic cooperation

Publisher:

Wydawnictwo Uniwersytetu Ekonomicznego we Wrocławiu

Place of publication:

Wrocław

Date:

2019

Resource Type:

artykuł

Resource Identifier:

doi:10.15611/aoe.2019.2.10

Language:

eng

Relation:

Argumenta Oeconomica, 2019, Nr 2 (43)

Rights:

Wszystkie prawa zastrzeżone (Copyright)

Access Rights:

Dla wszystkich w zakresie dozwolonego użytku

Location:

Uniwersytet Ekonomiczny we Wrocławiu