Zarządzanie globalnym klientem – wyzwania organizacyjne

• Authors: Bandurowski Piotr

Title variants

EN

Global account management – organizational challenges

• Languages of publication: PL EN

Abstracts

EN

The subject of this article is to draw attention to a relatively new kind of customer management, namely Global Account Management (GAM) and identify the main factors determining success on the global market place. Market players who want to develop and keep on going with main customers are forced to expand globally. The deployment of a new GAM team therefore appears to be an integral part of the evolution of the company. The process of creating GAM is very complex and requires a holistic overview not only for cooperation with clients but also on the organizational structure of the entire company. Cooperation with global customers involves a change in the approach to service, increase of the flexibility level and ability to adapt to the permanently changing environment.

Keywords

EN

Global Account Management (GAM); Key Account Management (KAM); cross-cultural management; cultural differences; muliticultural workshops; transnational corporations

• Publisher: Wydawnictwo Uniwersytetu Ekonomicznego we Wrocławiu
• Journal: Nauki o Zarządzaniu
• Year: 2014
• Issue: 4(21)
• Pages: 9-21

Contributors

author

Bandurowski Piotr

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