Global Account Management in Multinational Corporations: Theory and Evidence

By Julian Birkinshaw, Omar N. Toulan, D. Arnold. 2001

162 citations recorded by the source corpus.

Subfields: Accounting, Safety Research, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/40b5adb633f7a428d92c6ffc08479a0b7b3e14ed

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Accounting

1. Julian Birkinshaw
2. Siri Terjesen
3. P. Braunerhjelm

In Safety Research

1. Julian Birkinshaw

In Strategy and Management

1. Julian Birkinshaw
2. D. Gosselin
3. Siri Terjesen
4. Ulf Holm
5. G. Bauwen
6. Ram Mudambi
7. L. Rabbiosi
8. Jens Gammelgaard

Citations in the corpus

• Strategic account management: customer value creation through customer alignment (2006, background): “Publications in top academic journals, reflecting the interest in account management on the part of prominent academic scholars, only occurred after 2000 (e.g. Birkinshaw et al., 2001; Homburg et al., 2002; Wilson and Millman, 2003; Workman et al., 2003).”
• WHY DO SOME MULTINATIONAL CORPORATIONS RELOCATE THEIR HEADQUARTERS OVERSEAS (2006, background): “…globally-coordinated sourcing from their suppliers (Kotabe, 1992; Kotabe and Omura, 1989), and vendor MNCs are responding with so-called “global account management” programs to integrate their sales and service offerings on a worldwide basis (Birkinshaw et al., 2001; Montgomery and Yip, 2002).”