The determinants of global account management (GAM). A relationship decision-making model

Bartosz Deszczyński


The article presents an analysis of the factors influencing the partnership and cooperation of companies active in the global B2B market. It outlines the benefits that are traditionally associated with joint projects or alliances and discusses to what extent they can be generated in the global customer relationship management programs on the basis of global account management (GAM). The main aim of this paper is to propose a GAM relationship decisionmaking model. Its conceptual framework is based on four assumptions dealing with the formal and informal, external and internal decision-making factors. This model can be of practical importance for globally operating suppliers in managing their relations and choosing the right customers for strategic cooperation.
Author Bartosz Deszczyński (WGM / KMM)
Bartosz Deszczyński,,
- Department of International Marketing
Journal seriesArgumenta Oeconomica, ISSN 1233-5835, (N/A 40 pkt)
Issue year2019
No2 (43)
Publication size in sheets1
Keywords in Polishkooperacja, zarządzanie relacjami, global account management (GAM), partnerstwo
Keywords in Englishcooperation, relationship management, global account management (GAM), partnership
ASJC Classification1408 Strategy and Management; 2002 Economics and Econometrics
Languageen angielski
Score (nominal)40
Score sourcejournalList
ScoreMinisterial score = 40.0, 19-05-2020, ArticleFromJournal
Publication indicators WoS Citations = 0; Scopus SNIP (Source Normalised Impact per Paper): 2018 = 0.191; WoS Impact Factor: 2017 = 0.178 (2) - 2017=0.222 (5)
Citation count*1 (2021-05-09)
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* presented citation count is obtained through Internet information analysis and it is close to the number calculated by the Publish or Perish system.
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