The Use and Performance Effect of Global Account Management: An Empirical Analysis Using Structural Equations Modeling

The Use and Performance Effect of Global Account Management: An Empirical Analysis Using Structural Equations Modeling

By George S. Yip, David Bruce Montgomery, Belen Villalonga
1998Working Paper No. 1481

We develop a model of the extent to which multinational companies use global account management, its determinants, and its effect on performance. A study of 165 companies shows that use and performance effects are positively related to customers' demand for it, which is in turn related to the degree of globalization of customers.