Jump to ContentJump to Main Navigation
Managing Global CustomersAn Integrated Approach$
Users without a subscription are not able to see the full content.

George S. Yip and Audrey J.M. Bink

Print publication date: 2007

Print ISBN-13: 9780199229833

Published to Oxford Scholarship Online: October 2011

DOI: 10.1093/acprof:oso/9780199229833.001.0001

Show Summary Details
Page of

PRINTED FROM OXFORD SCHOLARSHIP ONLINE (www.oxfordscholarship.com). (c) Copyright Oxford University Press, 2020. All Rights Reserved. An individual user may print out a PDF of a single chapter of a monograph in OSO for personal use. date: 05 June 2020

Winning with Critical Success Factors

Winning with Critical Success Factors

Chapter:
(p.189) 11 Winning with Critical Success Factors
Source:
Managing Global Customers
Author(s):

George S. Yip

Audrey J. M. Bink

Publisher:
Oxford University Press
DOI:10.1093/acprof:oso/9780199229833.003.0011

The previous chapters discussed many different features that affected the success of global account management (GAM). In addition, these covered how to use these features to progress from a GAM programme to a more beneficial global customer management (GCM) programme. This final chapter combines the most important of these features into an overview of the most important critical success factors. They fall into four main areas: the infrastructure of the company and the GCM programme; GCM roles; the relationship with the customer; and an integrated approach.

Keywords:   global accounts, global customer management, global account management, integrated approach, infrastructure, relationship

Oxford Scholarship Online requires a subscription or purchase to access the full text of books within the service. Public users can however freely search the site and view the abstracts and keywords for each book and chapter.

Please, subscribe or login to access full text content.

If you think you should have access to this title, please contact your librarian.

To troubleshoot, please check our FAQs , and if you can't find the answer there, please contact us .