Working Papers

Implementing Global Account Management in Multinational Corporations

David Arnold, Julian Birkinshaw, and Omar Toulan

Jan 1, 2000

Examines global account management using information-processing theory; investigates which account structures result in improved account performance, based on a survey of 106 managers in 16 multinational companies.

By using MSI.org you agree to our use of cookies as identifiers and for other features of the site as described in our Privacy Policy.