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- Alajoutsijärvi, Kimmo, et al.
(author)
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Customer relationship strategies and the smoothing of Industry-Specific Business Cycles : The Case of the Global Fine Paper Industry
- 2001
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In: Industrial Marketing Management. - 0019-8501. ; 30:6, s. 487-497
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Journal article (peer-reviewed)abstract
- The purpose of this study is to argue for the importance of customer relationship strategies in smoothing industry-specific business cycles. We use the global fine paper industry as an example of an industry renowned for its drastic, seemingly uncontrollable business cycles. As in so many other global industries producing upstream, commodity products such as steel, copper, or sawn goods, dramatic price fluctuations are a reality for managers in both supplying and buying organizations in the fine pager industry. In this article, a representative case of one business cycle is described and analyzed to illustrate the empirical phenomenon in a real-life setting. We use some specific concepts and frameworks developed in industrial marketing research to further understanding of the underlying logic behind business relationships that enhances cyclicality in the industry. Furthermore. these concepts also give insights into the smoothing of industry-specific business cycles through the application of more explicit, cooperative customer relationship strategies. (C) 2001 Elsevier Science Inc. All rights reserved.
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| 7. |
- Klint, Mats B, et al.
(author)
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Towards a comprehensive SCP-Model for analysing strategic networks/alliances.
- 2003
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In: International Journal of Physical Distribution & Logistics Management. - : Emerald. - 0960-0035 .- 1758-664X. ; 33:5, s. 408-425
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Journal article (peer-reviewed)abstract
- This paper is concerned with the elaboration of a model for the analysis and understanding of strategic networks/alliances that is more complete than those models found in the literature. The SCP-paradigm, which is considering structural factors, behaviour/action factors as well as performance/result factors, is used in this paper as a theoretical framework for the development of a comprehensive model for the study and understanding of organized cooperation in strategic networks/alliances. The paper is discussing a number of models on strategic networks/alliances and transferring the results to the SCP-approach.
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