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VGU RESEARCH REPOSITORY


Please use this identifier to cite or link to this item: https://epub.vgu.edu.vn/handle/dlibvgu/2188
DC FieldValueLanguage
dc.contributor.authorFranzisca Joana Götzen_US
dc.date.accessioned2026-03-25T07:54:26Z-
dc.date.accessioned2026-03-25T07:54:30Z-
dc.date.available2026-03-25T07:54:26Z-
dc.date.available2026-03-25T07:54:30Z-
dc.date.issued2024-
dc.identifier.urihttps://epub.vgu.edu.vn/handle/dlibvgu/2188-
dc.description.abstractThe 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 implementatioen_US
dc.language.isoenen_US
dc.rightsAttribution-NonCommercial 4.0 International*
dc.rights.urihttps://creativecommons.org/licenses/by-nc/4.0/*
dc.subjectGlobal account managementen_US
dc.subjectMatrix organization resource allocationen_US
dc.subjectCustomer selection scorecarden_US
dc.titleCustomer centricity – A recommendation for the implementation of global account management using the example of ARNOLD Groupen_US
dc.typeThesisen_US
item.fulltextWith Fulltext-
item.grantfulltextrestricted-
item.languageiso639-1other-
Appears in Collections:MBA
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