A conceptual framework of global account management capabilities and firm performance
Tài liệu tham khảo
Amit, 1993, Strategic assets and organizational rent, Strategic Management Journal, 14, 33, 10.1002/smj.4250140105
Anderson, 1984, A model of the distributor’s perspective of distributor–manufacture working relationships, Journal of Marketing, 48, 62, 10.2307/1251511
Arnold, M. P., Belz, C., & Senn, C. (2001). Leveraging knowledge in global key account management-findings from a benchlearning group project in the industry. Unpublished Research Report for Marketing 1/2001, The University of St. Gallen, Switzerland.
Arnold, 2001, Can selling be globalized? The pitfalls of global account management, California Management Review, 44, 8, 10.2307/41166108
Barney, 1991, Firm resources and sustained competitive advantage, Journal of Management, 17, 99, 10.1177/014920639101700108
Birkinshaw, 2001, Global account management in multinational corporations: theory and evidence, Journal of International Business Studies, 32, 231, 10.1057/palgrave.jibs.8490950
Buvik, 2000, When does vertical coordination improve industrial purchasing relationships?, Journal of Marketing, 64, 52, 10.1509/jmkg.64.4.52.18075
Capon, 2001
Cavusgil, 1993, A decision-making framework for global outsourcing, International Business Review, 2, 143, 10.1016/0969-5931(93)90011-K
Cavusgil, 1994, Marketing strategy-performance relationship: an investigation of the empirical link in export market ventures, Journal of Marketing, 58, 1, 10.2307/1252247
Cohen, 1990, Absorptive capacity: a new perspective on learning and innovation, Administrative Science Quarterly, 35, 128, 10.2307/2393553
Day, 1994, The capabilities of market-driven organizations, Journal of Marketing, 58, 37, 10.2307/1251915
Day, G. S., & Van den Bulte, C. (2002). Superiority in customer relationship management: consequences for competitive advantage and performance. Unpublished working paper, The Wharton School.
Deshpande, 1993, Corporate culture, customer orientation and innovativeness, Journal of Marketing, 57, 23, 10.2307/1252055
Dierckx, 1989, Asset stock accumulation and sustainability of competitive advantage, Management Science, 35, 1504, 10.1287/mnsc.35.12.1504
Dyer, 1996, Specialized supplier networks as a source of competitive advantage: evidence from the auto industry, Strategic Management Journal, 17, 271, 10.1002/(SICI)1097-0266(199604)17:4<271::AID-SMJ807>3.0.CO;2-Y
Dyer, 1997, Effective interfirm collaboration: how firms minimize transaction costs and maximize transaction value, Strategic Management Journal, 18, 535, 10.1002/(SICI)1097-0266(199708)18:7<535::AID-SMJ885>3.0.CO;2-Z
Dyer, 1998, The relational view: cooperative strategy and sources of interorganizational competitive advantage, Academy of Management Review, 23, 660, 10.5465/amr.1998.1255632
Harvey, 2002, The managerial issues associated with global account management, Thunderbird International Business Review, 44, 625, 10.1002/tie.10037
Harvey, 2003, Global account management: a supply-side managerial view, Industrial Marketing Management, 32, 563, 10.1016/S0019-8501(02)00280-8
Hedaa, 1993, Distrust, uncertainties and disconfirmed expectations in supplier–customer relationships, International Business Review, 2, 191, 10.1016/0969-5931(93)90014-N
Heide, 1990, Alliances in industrial purchasing: the determinants of joint action in buyer–supplier relationships, Journal of Marketing Research, 27, 24, 10.2307/3172548
Heide, 1992, Do relational norms matter in marketing relationships?, Journal of Marketing, 56, 32, 10.2307/1252040
Homburg, 2002, A configurational perspective on key account management, Journal of Marketing, 66, 38, 10.1509/jmkg.66.2.38.18471
Jain, 1989, Standardization of international marketing strategy: some research hypotheses, Journal of Marketing, 53, 70, 10.2307/1251525
Jap, 1999, Pie-expansion efforts: collaboration processes in buyer–supplier relationships, Journal of Marketing Research, 36, 439
Jap, 2000, Control mechanisms and relationship life cycle: implications for safeguarding specific investments and developing commitment, Journal of Marketing Research, 37, 227, 10.1509/jmkr.37.2.227.18735
Jeannet, 2003
Johansson, 1994, Exploiting globalization potential: US and Japanese strategies, Strategic Management Journal, 15, 579, 10.1002/smj.4250150802
John, 1982, The reliability and validity of key informant data from dyadic relationships in marketing channels, Journal of Marketing Research, 19, 517, 10.2307/3151724
Marshall, 2003, Building trust early: the influence of first and second order expectations on trust in international channels of distribution, International Business Review, 12, 421, 10.1016/S0969-5931(03)00037-4
Millman, 1996, Global key account management and systems selling, International Business Review, 5, 631, 10.1016/S0969-5931(96)00031-5
Millman, 1996, Developing key account management competences, Journal of Marketing Practice, 2, 7, 10.1108/EUM0000000000018
Montgomery, 1999, Statistical evidence on global account management programs, Thexis, 4, 10
Montgomery, D. B., & Yip, G. S. (2000). The challenge of global customer management. Marketing Management, 9(4), 22–29.
Murry, 1998, Managing promotion program participation within manufacturer–retailer relationships, Journal of Marketing, 62, 58, 10.2307/1251803
Narver, 1990, The effect of a market orientation on business profitability, Journal of Marketing, 60, 20, 10.2307/1251757
Pardo, 1995, The key accountization of the firm: a case study, Industrial Marketing Management, 24, 123, 10.1016/0019-8501(94)00039-Y
Porter, 1980
Roath, 2002, A conceptual framework of relational governance in foreign distributor relationships, International Business Review, 11, 1, 10.1016/S0969-5931(01)00044-0
Roth, 1990, An empirical analysis of the integration responsiveness framework in global industries, Journal of International Business Studies, 21, 541, 10.1057/palgrave.jibs.8490341
Rumelt, 1991, How much does industry matter?, Strategic Management Journal, 12, 167, 10.1002/smj.4250120302
Schneider, 1988
Selnes, 2003, Promoting relationship learning, Journal of Marketing, 67, 80, 10.1509/jmkg.67.3.80.18656
Shapiro, B. P., & Moriarty, R. T. (1984). Organizing the National Account Force. Marketing Science Institute Working Paper. Cambridge, MA: Marketing Science Institute, No. 84-101.
Subramani, 2003, Safeguarding investments in asymmetric interorganizational relationships: theory and evidence, Academy of Management Journal, 46, 46, 10.2307/30040675
Toulan, O., Birkinshaw, J., & Arnold, D. (2002). The role of inter-organizational fit in global account management. Unpublished Working Paper, London Business School.
Van de Ven, 1985
Weilbaker, 1997, The evolution of national account management: a literature perspective, Journal of Personal Selling and Sales Management, 17, 49
Weitz, 1995, Relationship marketing and distribution channels, Journal of the Academy of Marketing Science, 23, 305, 10.1177/009207039502300411
Wernerfelt, 1984, A resource-based view of the firm, Strategic Management Journal, 5, 171, 10.1002/smj.4250050207
Williamson, 1985
Wilson, 2003, The global account manager as political entrepreneur, Industrial Marketing Management, 32, 151, 10.1016/S0019-8501(02)00229-8
Wilson, 2002
Yip, 1996, Global account management: the new frontier in relationship management, International Marketing Review, 13, 24, 10.1108/02651339610122982
Zou, 1996, Global strategy: a review and an integrated conceptual framework, European Journal of Marketing, 30, 52, 10.1108/03090569610105799
Zou, 2002, The GMS: a broad conceptualization of global marketing strategy and its effect on firm performance, Journal of Marketing, 44, 40, 10.1509/jmkg.66.4.40.18519