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Dealing with Market Dynamism

Author

Listed:
  • Fang Wu

    (University of Texas at Dallas)

  • Linda H. Shi

    (University of Victoria)

Abstract

Following a dynamic capabilities approach, this study offers a contingency view of global account management in a highly dynamic market. Specifically, the paper proposes that among the three processes of global account management—i.e., intelligence acquisition, global integration, and reconfiguration—reconfiguration plays a central role for supplier firms in achieving global account competitiveness when market dynamism is high. Based on survey data collected from global account executives in a diverse set of industries, the findings support the above proposition and further suggest that intelligence acquisition and global integration can facilitate a firm’s reconfiguration processes in global account management.

Suggested Citation

  • Fang Wu & Linda H. Shi, 2011. "Dealing with Market Dynamism," Management International Review, Springer, vol. 51(5), pages 635-663, October.
    • Handle: RePEc:spr:manint:v:51:y:2011:i:5:d:10.1007_s11575-011-0090-3
    DOI: 10.1007/s11575-011-0090-3
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    References listed on IDEAS

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