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How do relationships develop?: case studies at BT Europe AB, BT Products AB and Pronyx AB
2002 (English)Independent thesis Basic level (degree of Bachelor), 10 credits / 15 HE creditsStudent thesis
Abstract [en]

The aim of this thesis to describe and get a better understanding about how relationships develop. Three case studies were performed in two different areas of business. The relationship development process can be characterized as a four stage model, each step having different characteristics. Moving between these stages can be done in both directions (upwards or downwards). Achieving all stages is not something that happens in all relationships. The relationship development process is affected by eight factors: Investments, Trust, Goal compatibility Personal contacts, Learning, Distance, Full-time part-time marketers and the relationship to the dissatisfied customer. Trust, Learning, Relationship to the dissatisfied customer and Personal contacts were the most important factors in this study and these should primarily be used in order to build better relationship. Finally, a relationship seems to always be in movement, and therefore it is important to always maintain it.

Place, publisher, year, edition, pages
2002.
Keyword [en]
Social Behaviour Law, Relationship marketing, relationship development process
Keyword [sv]
Samhälls-, beteendevetenskap, juridik
Identifiers
URN: urn:nbn:se:ltu:diva-44033ISRN: LTU-CUPP--02/041--SELocal ID: 1d84c9ef-620f-47fe-bca4-1bae7f86e32eOAI: oai:DiVA.org:ltu-44033DiVA: diva2:1017307
Subject / course
Student thesis, at least 15 credits
Educational program
Industrial Marketing, bachelor's level
Examiners
Note
Validerat; 20101217 (root)Available from: 2016-10-04 Created: 2016-10-04Bibliographically approved

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