Dealing with Market Dynamism

Fang Wu () and Linda H. Shi
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Fang Wu: University of Texas at Dallas
Linda H. Shi: University of Victoria

Management International Review, 2011, vol. 51, issue 5, No 3, 635-663

Abstract: Abstract Following a dynamic capabilities approach, this study offers a contingency view of global account management in a highly dynamic market. Specifically, the paper proposes that among the three processes of global account management—i.e., intelligence acquisition, global integration, and reconfiguration—reconfiguration plays a central role for supplier firms in achieving global account competitiveness when market dynamism is high. Based on survey data collected from global account executives in a diverse set of industries, the findings support the above proposition and further suggest that intelligence acquisition and global integration can facilitate a firm’s reconfiguration processes in global account management.

Keywords: Global account management; Global market dynamism; Dynamic capabilities approach; Global marketing strategy (search for similar items in EconPapers)
Date: 2011
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DOI: 10.1007/s11575-011-0090-3

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