The Role of Interorganizational Fit in Global Account Management

Omar Toulan, Julian Birkinshaw and David Arnold

International Studies of Management & Organization, 2006, vol. 36, issue 4, 61-81

Abstract: In this paper, we apply the concept of interorganizational fit to the use of global account management programs in multinational corporations. It is predicted that greater fit between vendor and customer on a variety of strategic as well as structural aspects will result in higher performance of the relationship. This is contrasted with a bargaining perspective approach to managing customer relationships. Support for the hypotheses is found using a survey of 106 global account managers in 16 multinational corporations.

Date: 2006
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DOI: 10.2753/IMO0020-8825360403

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