Individual acting in customer-focused internal networks

Elina Pernu

Chapter 17 in Handbook on International Alliance and Network Research, 2015, pp 438-458 from Edward Elgar Publishing

Abstract: In this chapter multinational corporations (MNCs) are described as consisting of multiple internal networks, and these networks are formed around most important customer relationships. The everyday operating of a supplier MNC takes place in these networks, which are constantly changing as the customer relationships are developing. This research identifies key account managers as central actors in these networks, guiding the development of customer relationships and internal networks. Here, different network activities of key account managers are identified and it is also shown how key account managers can develop customer-focused internal networks.

Keywords: Business and Management (search for similar items in EconPapers)
Date: 2015
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