VGU RESEARCH REPOSITORY
Please use this identifier to cite or link to this item:
https://epub.vgu.edu.vn/handle/dlibvgu/2188| DC Field | Value | Language |
|---|---|---|
| dc.contributor.author | Franzisca Joana Götz | en_US |
| dc.date.accessioned | 2026-03-25T07:54:26Z | - |
| dc.date.accessioned | 2026-03-25T07:54:30Z | - |
| dc.date.available | 2026-03-25T07:54:26Z | - |
| dc.date.available | 2026-03-25T07:54:30Z | - |
| dc.date.issued | 2024 | - |
| dc.identifier.uri | https://epub.vgu.edu.vn/handle/dlibvgu/2188 | - |
| dc.description.abstract | The implementation of Global Account Management (GAM) provides companies with the opportunity to enhance customer-centricity and secure a competitive advantage by effectively allocating both tangible and intangible resources to their key global clients. However, GAM is a highly complex construct that demands a rigorous evaluation of various success factors prior to execution. This research proposes a strategic recommendation for the ARNOLD Group, derived from a state-of-the-art literature review, internal and external expert interviews, a benchmark analysis, and internal workshops. The findings indicate that thirteen specific requirements must be fulfilled to ensure effective implementatio | en_US |
| dc.language.iso | en | en_US |
| dc.rights | Attribution-NonCommercial 4.0 International | * |
| dc.rights.uri | https://creativecommons.org/licenses/by-nc/4.0/ | * |
| dc.subject | Global account management | en_US |
| dc.subject | Matrix organization resource allocation | en_US |
| dc.subject | Customer selection scorecard | en_US |
| dc.title | Customer centricity – A recommendation for the implementation of global account management using the example of ARNOLD Group | en_US |
| dc.type | Thesis | en_US |
| item.fulltext | With Fulltext | - |
| item.grantfulltext | restricted | - |
| item.languageiso639-1 | other | - |
| Appears in Collections: | MBA MBA | |
Files in This Item:
| File | Description | Size | Format | Existing users please Login |
|---|---|---|---|---|
| Customer centricity – A recommendation for the implementation of global account management using the example of ARNOLD Group.pdf | 10.8 MB | Adobe PDF |
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