| 1. |
- Angdal, Henrik, et al.
(författare)
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Trends in Service Sourcing Practices
- 2007
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Ingår i: Journal of Business Market Management. - : Springer Science and Business Media LLC. - 1864-0753 .- 1864-0761. ; 1:3, s. 187-207
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Tidskriftsartikel (refereegranskat)
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| 2. |
- Bjerhammar, Lena, et al.
(författare)
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Dealing with a lead user's demand for product development
- 2008
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Ingår i: Journal of Business Market Management. - : Springer Science and Business Media LLC. - 1864-0753 .- 1864-0761. ; 2:3, s. 141-152
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Tidskriftsartikel (refereegranskat)abstract
- This article focuses on product development in interaction. Two types of product development projects demanded by a lead-user type of customer are discussed, as well as the consequences these projects have for the supplier regarding change in production processes, market risk and relationship dependencies. The discussion is illustrated by two cases. Six propositions are developed and further research suggested.
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| 3. |
- Holma, Anne-Maria, 1959
(författare)
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Relationship Development in Business Triads - Case Studies in Corporate Travel Management
- 2010
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Ingår i: Journal of business market management. - : Springer Science and Business Media LLC. - 1864-0761 .- 1864-0753. ; :4, s. 73-90
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Tidskriftsartikel (refereegranskat)abstract
- By applying the IMP Group's actors, resources and activities framework, and the punctuated equilibrium model of change, this paper outlines the development of triadic business relationships. The key findings indicate the triads' structure reinforcing long-term development, despite short-term degenerative development in the dyads. Managerial implications concern relationship management in ongoing service supply and sourcing processes.
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| 4. |
- Nordin, Fredrik, 1967-, et al.
(författare)
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CASE: Managing Customer Relationship Gaps at SKF
- 2015
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Ingår i: Journal of Business Market Management. - : Springer Gabler. - 1864-0753 .- 1864-0761. ; 8:2, s. 455-463
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Tidskriftsartikel (refereegranskat)abstract
- This teaching case study focuses on SKF, a leading supplier of products, services and solutions. It consists of an overview of the company and then a narrative concentrating on the sudden loss of a large customer relationship. Moreover, it explores how central individuals devise various strategies to recover the relationship. The purpose is to stimulate a discussion concerning alternative ways for handling such relationship losses. The case is especially suited as a starting point for discussions of different marketing strategies and customer relationship tactics. Teaching notes are provided with discussion questions and possible answers.
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| 5. |
- Nordin, Fredrik, 1967-, et al.
(författare)
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Teaching note for case : managing customer relationship gaps at SKF
- 2015
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Ingår i: Journal of Business Market Management. - 1864-0753 .- 1864-0761. ; 8:2, s. 464-475
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Tidskriftsartikel (refereegranskat)abstract
- This teaching case was designed to stimulate creative and critical thinking among graduate students majoring in marketing or management through their engagement in a reality-based situation involving a strategic managerial challenge. The central challenge is how business-to-business firms such as SKF can handle situations where various kinds of third-party actors are entering between them and their end customers. Such “third party threats” may possibly enable them to reach some of their end-customers more effectively but, more importantly here, it may also negatively influence their relationships with the customers. In this teaching note, the challenge is linked to issues such as: commoditization, value, servitization, branding, and relationship management
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| 6. |
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