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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
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.