Table of Contents

Handbook on International Alliance and Network Research

Handbook on International Alliance and Network Research

Research Handbooks in Business and Management series

Edited by Jorma Larimo, Niina Nummela and Tuija Mainela

Over the past few decades, alliance and networks have been generally examined individually. This Handbook sheds new light on this research by combining the two topics and focuses on highlighting their similarities. The expert contributors discuss topics surrounding the state-of-the-art in alliance and network research, conceptual development in alliance and network research and empirical evidence of international alliances and networks. They combine diverse types of studies including literature reviews, conceptual papers and empirical studies in order to provide the reader with a comprehensive understanding of the topic.

Chapter 17: Individual acting in customer-focused internal networks

Elina Pernu

Subjects: business and management, international business


In this chapter multinational corporations (MNCs) are described as consisting of multiple internal networks, and these networks are formed around most important customer relationships. The everyday operating of a supplier MNC takes place in these networks, which are constantly changing as the customer relationships are developing. This research identifies key account managers as central actors in these networks, guiding the development of customer relationships and internal networks. Here, different network activities of key account managers are identified and it is also shown how key account managers can develop customer-focused internal networks.

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