Global Account Management : The art of managing international key accounts
Weber, Sebastian (2012)
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This bachelor thesis aims at analyzing Global Account Management as an instrument for handling global business-to-business relationships between supplier and buyer. The challenges and critical success factors within Global Account Management should underline the complexity of global deals between global corporations. A deeper inside into the organizational structures identifies the background of the obstacles for Global Account Managers. The most relevant barriers in Global Account Management are examined and their influence on the relationship between global supplier and global buyer are discussed. The findings should provide help in understanding the global mechanisms and emphasize the need for customization towards individual customer requests in Global Account Management.