Global account management capability: insights from leading suppliers

Posted On September 28, 2015
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by Shi, Linda H., J. Chris White, Regina C. McNally, S. Tamer Cavusgil, Shaoming Zou Journal of International Marketing 13, no. 2 (2005): 93-113

Abstract Global account management (GAM) has become a strategic focus among most multinational companies, but there is little empirical research on what type of organizational capability fosters GAM programs. In this… more »

A Taxonomy of Born-global Firms

Posted On September 28, 2015
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by Knight, Gary A., S. Tamer Cavusgil Management International Review 45, no. 3, Aspects of the Internationalization Process in Smaller Firms (2005): 15-35

Abstract This study develops a taxonomy to better understand “born-global” firms, a breed of young companies that begin selling their products in foreign markets at or near the firm’s founding. The study… more »