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Unleashing inter-organizational capabilities in global supplier-buyer relationships for competitive advantage
Type
conference paper
Date Issued
2006-06-23
Author(s)
Editor(s)
Von Glinow, Mary Ann
Kiyak, Tunga
Abstract
Global account management (GAM) has become a critical issue for multinationals competing in a dynamic global market environment. Approaching GAM from a dynamic capability perspective, we introduce a framework of intra- and inter-organizational capabilities through which we recognize that a supplier's dynamic GAM capability extends beyond operational sales routines to customer-linked strategic, organizational, and functional dimensions. Such a dynamic GAM capability reconfigures, integrates, and replicates the firms' skills, resources, and competences to form inter-organizational value co-creation capabilities, which in turn determine joint profit performance and competitive advantage. We develop propositions for each construct on the basis of results from a five-year GAM research consortium. The framework can serve as a base for further empirical research that investigates the implications of a dynamic capability approach to GAM. From a practical viewpoint, the framework underlines the importance of attributing strategic weight to GAM and acknowledging it as a collaborative, value-generating supplier-buyer process that can yield superior dyadic outcomes that neither firm could generate by itself.
Language
English
Keywords
global account management
supplier-buyer relationships
value creation
dynamic capabilities
HSG Classification
contribution to scientific community
Refereed
Yes
Book title
Proceedings of the 48th Annual Meeting of the Academy of International Business "From the Silk Road to Global Networks: Harnessing the Power of People in International Business"
Publisher
Academy of International Business
Event Title
48th Academy of International Business (ABI) 2006 Annual Meeting
Event Location
Beijing
Event Date
23.-26.06.2006
Subject(s)
Division(s)
Eprints ID
28601