Global account management team design: Dimensions, determinants and performance outcomes
Type
conference paper
Date Issued
2006-09-28
Author(s)
Abstract
Designing and implementing global account management (GAM) teams represents a key task for suppliers that are expanding the scope of their relationships with global customers. However, research has not provided an explanation of how these teams function and what determines their performance. Extending concepts from several research streams regarding teams in an organization to the complex GAM context, we propose a framework of GAM team design and performance that recognizes team performance depends on the way the team structural and composition features balance the need for internal collaboration and external activity. The conceptualized design dimensions are primarily determined by the customer characteristics and demands. We thus provide a basis for future empirical studies on GAM teams by developing propositions for each construct. From a practical perspective, the framework emphasizes the importance of assessing the customer and designing teams that match the complexity of its requirements and configuration of activities to avoid the pitfalls of misaligned team arrangements.
Language
English
Keywords
global account management
supplier-customer relationships
team work
HSG Classification
not classified
Refereed
Yes
Event Title
8th International Federation of Scholarly Associations of Management (IFSAM) World Congress
Event Location
Berlin, Germany
Event Date
28.-30.09.2006
Subject(s)
Division(s)
Eprints ID
30906