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Under the context of economic globalization, enterprises are now facing fiercer competition than ever from all sides. Key Account Management (KAM) has become the focus of marketing practice. This paper first briefly introduces the researches of the western KAM from the aspects of the resource, concept and execution etc., then points out the inadequacies in the existing researches and practical implementation...
The importance of developing Guanxi in order to conduct business in China (and elsewhere in Asia) has been well documented. While the western concepts of networking and building strategic alliances often depend heavily on specific legal contracts, Guanxi in China depends more on face and reciprocity. This research query whether a system of Guanxi networks have application on the considerabe globalization...
The globalization of markets, increasing competitive pressure, emerging business opportunity, and the desire to survive and grow are encouraging firms from both developed and developing economies to expand their operations globally. Firms that operate globally seldom conduct totally independent business operations within a single country. Sourcing, producing and marketing activities are usually linked...
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