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Managing Global CustomersAn Integrated Approach$
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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

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Rewarding and Motivating the Team

Rewarding and Motivating the Team

(p.155) 9 Rewarding and Motivating the Team
Managing Global Customers

George S. Yip

Audrey J. M. Bink

Oxford University Press

The success of the global customer management (GCM) programme depends mostly on the efforts of the employees of the company who deal with the global accounts — in other words, not just the global account manager (gam) but also the global account team (gat) members and any other employees who deal with the global accounts. So it is vital that all employees know about the importance of the GCM programme for the company, and that they have a positive attitude toward it from the start. Incentives and compensation constitute two critical tools for building such a positive attitude that helps implementation of the GCM programme. This chapter discusses the difficulties in constructing a compensation structure that is fair to all involved and that remains effective in achieving the objectives of the GCM programme. This includes remunerating the right people for the right results, and using the right criteria to measure the results.

Keywords:   global customer management programme, global account team, employee incentives, employee compensation

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