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Global account managers: The linchpins of GAM programmes

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In a global account management (GAM) programme, a multinational supplier manages on a globally integrated basis its relationship with a multinational customer. Most leading companies in most sectors now operate some kind of GAM programme. The linchpin of these programmes is the global account manager (gam), the person who pulls it all together. The gam job is one of the most challenging in modern business. This paper provides detailed guidance on how to perform the role.
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Keywords: global account management; global account manager; multinational customer

Document Type: Research Article

Publication date: September 1, 2017

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  • Journal of Brand Strategy is the essential professional journal publishing in-depth, peer-reviewed articles on all aspects of brands.

    Guided by a senior Editorial Board, consisting of leading branding experts, each quarterly 100-page issue – published in print and online – provides detailed, practical articles from leading branding professionals on innovative strategies, techniques and trends, together with the latest applied research in branding and detailed analysis of how leading brands are managed around the world. It does not publish advertising and all content is peer-reviewed to ensure that it is of direct, practical relevance to those working in the field.

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