;Abstract With the coming of globalization, the vendors of multinational companies are offering global accounts with integrated services and products by serving as a team, and coordinating worldwide activities to strengthen relationships with global account. The current studies of global account management are mostly about based on the perspective of headquarters of western companies, with few studies discussed the process of how their foreign subsidiaries implementing global customer management. In this exploratory study, we used case study approach to explore how global account management operated by foreign subsidiaries in in Taiwan, and compared our findings with existing literature. Our study showed following findings: (1) Global account will participate GAM to gain a long-term relationship with suppliers; (2) the needs of GAM from global account are integration of global resource for uniform prices and standardization of product and service; (3) suppliers consider current and future revenue potential as the standard to choose global account; (4) when suppliers selecting the global account, signing contract and development of GAM strategy, it’s mostly dominated by headquarters and executive by overseas subsidiary; (5) maintaining relationships with customers to collect customer information and market intelligence by overseas subsidiary is beneficial to supplier implementing GAM. This research provides new insights about GAM and further discussions and implications are discussed in the end of the thesis.
