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Global account management: a supply-side managerial view |
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| Authors: | Michael G. Harvey Milorad M. Novicevic Matthew Myers |
| Affiliation: | a School of Business Administration, University of Mississippi, University, MS 38766, USA b University of Wisconsin, La Crosse, WI, USA c University of Tennessee, Knoxville, TN, USA |
| Abstract: | The purpose of this paper is to provide a theory-based explanation for the adaptive variations in a supply manager's role within a global account management (GAM) relationship. The variations in a supply-side manager's role are explained using a combined knowledge-based view and relational contracting theoretical perspective. The demands of the global customer, which constrain the supply managers' role adaptation, present a unique set of challenges to organizations supplying in global accounts. The new managerial competencies, required for effective global account supply management under global customer's constraints, are described. In conclusion, specific managerial actions are recommended for effective global account supply management, which are intended to engender the development of trust and social capital in the global customer-supplier relationship. |
| Keywords: | Customer-supplier interdependence Global account management Supply manager |
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