Inaugural Address George Yip Examines Global Account Management
<link people george-yip _blank>Prof.dr. George S. Yip, Dean of the Rotterdam School of Management, Erasmus University and Professor of global account management, has delivered his inaugural address entitled "<link erim events _blank>Managing Global Customers" on June 19.
Multinational companies no longer buy on a country-by-country basis, but increasingly on a global scale. They go for global contracts, standardised terms and conditions, and uniform products, services and prices. Multinational suppliers are thus facing new demands managing these customers. So they increasingly use a variety of management techniques for coordinating their activities with multinational customers.
The first study to offer a combined view of Global Customer Management and Global Account Management, Yip’s address provides a systematic framework for developing and implementing global customer management programmes. It draws on in-depth qualitative and quantitative research at over 20 major U.S. and European multinational companies.
Preceding this event, George Yip hosted a Symposium on this same topic with a business panel consisting of global account directors of Air France - KLM, Shell, TNT Express and Unilever. Following the address there will be a festive reception.
About George Yip:
<link people george-yip _blank>George S. Yip is the Dean of the Rotterdam School of Management, Erasmus University since January 2008.
He holds B.A. and M.A. degrees in economics from Cambridge University; and an MBA and doctorate from Harvard Business School. A native of Asia, he is a dual citizen of the United Kingdom and of the United States. George is one of the world's leading authorities on global strategy and marketing, managing global customers, and internationalisation. His current research concerns management innovation, strategic transformation, international competitiveness, and global customers.
Before joining RSM, Yip was Vice President and Director of Research & Innovation at Capgemini Consulting, where he managed the research and innovation process to develop thought leadership for the company. During this time he was on leave of absence as Professor of Strategic and International Management at London Business School. He was previously the Chair of Marketing and Strategy at Cambridge University, and has also held faculty positions at Harvard Business School and UCLA, and visiting positions at China-Europe International Business School, Georgetown University, Stanford Business School, and Templeton College-Oxford.
George also has twelve years of full-time business experience in international business, marketing, and strategy, working in the United States and the United Kingdom. This experience includes product management with Unilever; account management with Lintas, one of the world's largest advertising agencies; and senior manager of Price Waterhouse's strategic management consulting services in the Eastern United States.
George Yip is a Fellow of the Advanced Institute of Management Research, which is the UK’s research initiative on management, and a Fellow of the Academy of International Business. His latest book is Managing Global Customers (Oxford University Press, 2007). An earlier book, Total Global Strategy: Managing for Worldwide Competitive Advantage (Prentice Hall, 1992; 1995) was selected as one of the 30 best business books of 1992; has been published in ten languages, and updated as Total Global Strategy II (2003).
Abstract:
In his inaugural talk, George Yip addressed one of the most challenging topics in international business: managing global customers. Multinational companies no longer buy on a country-by-country basis, but increasingly on a global basis. These customers seek global contracts, standardised terms and conditions, and uniform products, services and prices. Managing these customers therefore places new demands on multinational suppliers. So the latter increasingly use a variety of management techniques for coordinating their activities with multinational customers. The talk provides a systematic framework for developing and implementing global customer management programs. It draws on in-depth qualitative and quantitative research at over 20 major U.S. and European multinational companies.
