Bibliografías temáticas / Business relationships

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Literatura académica sobre el tema "Business relationships"

Autor: Grafiati

Publicado: 4 de junio de 2021

Última modificación: 9 de junio de 2025

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Artículos de revistas sobre el tema "Business relationships"

Dubois, Anna, and Håkan Håkansson. "Conceptualising Business Relationships." Journal of Customer Behaviour 1, no. 1 (January 1, 2002): 49–68. http://dx.doi.org/10.1362/147539202323071272.

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Palakshappa, Nitha, and Mary Ellen Gordon. "Collaborative business relationships." Journal of Small Business and Enterprise Development 14, no. 2 (May 22, 2007): 264–79. http://dx.doi.org/10.1108/14626000710746691.

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Macmillan, Keith, Kevin Money, and Stephen Downing. "Successful Business Relationships." Journal of General Management 26, no. 1 (September 2000): 69–83. http://dx.doi.org/10.1177/030630700002600105.

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De Klerk, S., and J. Kroon. "Business networking relationships for business success." South African Journal of Business Management 39, no. 2 (June 30, 2008): 25–35. http://dx.doi.org/10.4102/sajbm.v39i2.558.

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This study explored the context of business relationships in the networking practices of South African businesses. The objective of this study was to investigate the networking practices of Gauteng businesses and specific perceptions and experiences of business owners and managers on their business networking objectives. A multi-method design was used, which included qualitative research (focus groups) and quantitative research (structured questionnaire). Perceptions recorded amongst the participants indicated that business relationships are built for referrals and strategic networking connections. Different forms of business networking and different motivations behind the building of business networks were identified, such as profit, access to resources and improved efficiency. Different characteristics in terms of business relationships were identified and different age groups, group 1 (44 years and younger) and group 2 (older than 45 years of age) indicated that they felt differently about the number of connections in a network. This article can contribute to the business practice of networking and the awareness of business owners and managers in terms of the importance and influence of networking in their specific business.

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Blois, Keith. "Equity within business to business relationships." Journal of Marketing Management 25, no. 5-6 (July 6, 2009): 451–59. http://dx.doi.org/10.1362/026725709x461795.

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Purchase, Sharon, and Doina Olaru. "Substance in Business-to-Business Relationships." Journal of Business-to-Business Marketing 11, no. 3 (September 7, 2004): 23–52. http://dx.doi.org/10.1300/j033v11n03_02.

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Ryals, Lynette J., and Andrew S. Humphries. "Managing Key Business-to-Business Relationships." Journal of Service Research 9, no. 4 (May 2007): 312–26. http://dx.doi.org/10.1177/1094670507299380.

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Tellefsen, Thomas. "Commitment in business-to-business relationships." Industrial Marketing Management 31, no. 8 (November 2002): 645–52. http://dx.doi.org/10.1016/s0019-8501(01)00172-9.

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Barnes, Bradley R. "Relationship Quality in Business Relationships: An International Perspective." Total Quality Management & Business Excellence 18, no. 8 (October 2007): 845–46. http://dx.doi.org/10.1080/14783360701350433.

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Ganesan, Shankar, Steven P. Brown, Babu John Mariadoss, and Hillbun (Dixon) Ho. "Buffering and Amplifying Effects of Relationship Commitment in Business-to-Business Relationships." Journal of Marketing Research 47, no. 2 (April 2010): 361–73. http://dx.doi.org/10.1509/jmkr.47.2.361.

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Tesis sobre el tema "Business relationships"

deVries, Rosalyn, and rosalyndevries@yahoo com. "Determinants of business-to-business relationship quality in a financial services context." RMIT University. Graduate School of Business, 2009. http://adt.lib.rmit.edu.au/adt/public/adt-VIT20091020.092918.

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Building and maintaining business relationships is becoming increasingly important as organisations seek to improve their competitive advantage by entering long-term relationships with strategic business partners. It is suggested that the quality of the relationship determines the likelihood of maintaining an ongoing relationship between buyers and sellers. Research in the area of business-to-business relationship quality is still in its infancy with limited agreement of the dimensions of relationship quality or even the definition of relationship quality in a business-to-business context. The aim of this Interpretivist study, set in the financial services industry in Australia, was to develop an understanding of what participants in a dyadic business relationship perceive to be the attributes of a high quality relationship. Methodologically the research took a case study approach to the collection of primary data through the use of open-ended depth interviews. Epistemologically the research derived categories and concepts from the social actors engaged in the mutually constructed social reality of the business relationship dyad. This formed the basis for understanding the quality concept by describing relationship-based activities and meanings. The findings indicate that some dimensions of relationship quality are identified dyadically whereas other dimensions are buyer or seller specific. Some dimensions of relationship quality suggested by the literature emerged from the data generated for this study, while others were previously unidentified, including good product, reciprocity, face-to-face contact, problem resolution, efficiency of service, staff consistency, business support and hierarchy of contacts. The findings suggest four implications for professional practice: the need for face-to-face contact; the importance of establishing a hierarchy of contacts across the business relationship; the suggestion that relationship quality is a continuum rather than a destination; and the suggestion that problem resolution may be a catalyst for relationship strength.

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Zhu, Xia. "Service experience in business-to-business relationships." Thesis, University of Manchester, 2012. https://www.research.manchester.ac.uk/portal/en/theses/service-experience-in-businesstobusiness-relationships(df97b6a0-cce1-4380-a79f-f202b34fa2a1).html.

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This research project explores how service experience impacts on business-to-business relationships. It investigates the role of service encounters in a business-to-business context through examining the characteristics of service encounters in business-to-business markets and how service encounters impact on business-to-business relationships. Service failure and recovery in business-to-business markets are also explored. The theoretical background stems from both services marketing and business-to-business marketing. The literature review encompasses investigations of service encounters and service failure and recovery in both consumer and business-to-business markets. The project attempts to merge these areas of knowledge, by extending the domain of service research from consumer markets to business-to-business markets. The researcher notes that different characteristics may exist between consumer and business-to-business markets, and so studies of service issues developed in consumer markets are used as guidance rather than simply being transferred to a business-to-business context. As the nature of this project was exploratory, case studies were selected as a suitable research strategy, and two case studies were carried out. The first case study was in the metal finishing industry in the North of England and included 20 interviews. The second case study was in the paint and coatings industry in the North West of England and included 20 interviews. In both case studies, suppliers' and customers' perspectives were investigated to allow a dyadic understanding of the role of service in supplier-customer relationships. Other data such as direct observation, shop floor visits, company brochures, a research diary and notes were also used. Computer-assisted NVivo software was employed to assist data analysis. A thematic approach was applied to analyse the data. The findings revealed similarities and differences in service encounters, and service failure and recovery, between consumer markets and business-to-business markets. Communication, adaptation, help and people were identified as key factors in business-to-business service encounters, impacting on business-business relationships. The influences of domino effects on business-to-business customers' service experience were found to be significant and illustrate the complexity of the business-to-business service experience. The results suggest that service recovery strategies that are employed in consumer markets may also be effective in business-to-business markets, but because of the active role that business-to-business customers were observed to play, the strategies may need to be extended. This project has both theoretical and managerial contributions. Theoretically, it extends the domain of service experience research from consumer markets to business-to-business markets, by filling in a gap in the services marketing literature by investigating business-to-business service failure and recovery. It contributes to the business-to-business marketing literature by discussing the role of service explicitly in interactions and, thus, extends the understanding of supplier-customer relationship processes. Managerially, the research provides companies with an additional approach to managing their business-to-business relationships through improving service performance and explicitly considering service recovery processes.

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Knudtzon, Alexandra, and Lise Andrea S. Andersen. "Initiation of business relationships." Thesis, Norges teknisk-naturvitenskapelige universitet, Institutt for industriell økonomi og teknologiledelse, 2012. http://urn.kb.se/resolve?urn=urn:nbn:no:ntnu:diva-20977.

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This thesis investigates the initiation process of business relationships to customers, which is a key issue for all selling firms. We address the topic by considering newly and well-established firms and their strategy regarding this initiation process. To get a deeper understanding, we have conducted a case study of three newly and three well-established firms. To answer the research question of this thesis a Theoretical Framework is made, based on a literature review, in order to study sub-processes of the initiation process and the initiation strategy in detail. We have found some clear differences, regarding both the initiation strategies and the initiation process, between the newly and well-established firms studied. Both newly and well-established firms seemed to have planned-emergence as part of their intended initiation strategy, but for different reasons well-established firms planned in more detail based on experiences from previous relationships. On the other hand, the newly established firms had less detailed plans and were more or less forced to seize opportunities that emerge as a result of a planned-emergence strategy. Both types of firms initiated business relationships to customers that were not closely located. Well-established firms had developed a reputation and established references. This was less obvious for newly established firms who needed to utilize their personal reputation and network, and external agents most often connected them to new business customers. There were similar patterns of negotiation and establishing of agreement between newly and well-established firms. Based on our interpretation of the complexity of strategy formation, both newly and well-established firms had a high degree of deliberate elements in their realized initiation strategy. For all the case firms studied, the sub-processes in the initiation elapsed in flexible successions, and we therefore suggest that the state theory should be used in further research of the initiation process of business relationships to customers.

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Molin, Jonas. "Business Streamlining : Toward a Substantive Theory of the Streamlining of Outsourced Business Processes." Licentiate thesis, Handelshögskolan i Stockholm, Institutionen för Marknadsföring och strategi, 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:hhs:diva-2300.

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Research comparing public-private services outsourcing applying a longitudinal approach including the production/delivery processes (life after purchase) in services sourcing contexts is scarce. In addition, prior studies on service sourcing tend be under conceptualized. To address the above this licentiate thesis presents the results of a comparative and grounded theory inspired case study of two major Swedish FM services outsourcing projects, a public and a private case of operational partnering. Client-provider interaction processes on management level have been followed regularly over time utilizing participant observation as a core element combined with interviews and documentary studies. Observed variations in relational orientation over time, are problematized and discussed. A substantive theory – Business streamlining - of Facility Management outsourcing processes, including the seldom-researched life after purchase processes, is outlined and contextualized. It is argued that existing relational classifications, such as operational partnering, do not capture the life after purchase dynamics of the studied relationships. Business streamlining rests on four main categories, which have major influence on how Facility Management relationships evolve over time. Lic.-avh. Stockholm : Handelshögskolan, 2014

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Forkmann, Sebastian. "Challenges of change in business-to-business markets." Thesis, University of Manchester, 2013. https://www.research.manchester.ac.uk/portal/en/theses/challenges-of-change-in-businesstobusiness-markets(ef771ed7-8d31-45c8-b8f3-4e17b54dc159).html.

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This dissertation is structured around three original studies that offer unique insights into the challenges of change in business-to-business markets. All three studies share as an important starting point that firms rely on other firms to achieve strategic flexibility in volatile business environments. This means that firms source critical resources from business relationships in order to reduce long-term investments in times of change. From this perspective, firms' competitive advantages cross the boundaries of the firm and are embedded in their business partner networks. Thus, firms' business relationships and networks have become an important locus of organizational change in order to respond to turbulence in firms' business environments. Study one of this dissertation recognizes the importance of supplier relationships as a mechanism to react to changing business environments. The article focuses on the dynamic capabilities that enable firms to structurally reconfigure their supplier portfolios or supply networks in order to access necessary resources. The framework of relationship management capabilities introduced, is structured around three important sub-dimensions: relationship initiation, development, and ending capabilities, which collectively enable a firm to manage the reconfiguration of resource portfolios accessed via supplier relationships. The key implication for management relates to thinking beyond firms' established supply chains in times of change. While to a certain degree change can be absorbed within firms' existing supply chains, there might be a need to be 'agile', i.e. search for other suppliers who are better suited to more efficiently and effectively address such changes affecting firm competitiveness in the long run. While study one highlights the importance of firms' agility in adapting their supply chains in response to changes in their business environment, study two of this dissertation, although with a focus on the demand side of the business model, addresses the managerial challenges associated with such an agile adaptation process. Study two conceptualizes a framework for business model change and provides managers guidance to approach business model redesign. In particular, study two focuses on service business models and introduces the concepts of service infusion and defusion as important processes of business model redesign. The service infusion and defusion framework provides a pragmatic and systematic approach to understanding the nature of the business model change that companies have to manage, as well as linking these changes with knowledge creation and transfer processes. These are shown to be key for successfully managing such a business model redesign. While studies one and two assume strategy and its implementation to be key to a successful response to changes in firms' business environment, study three draws attention to the difficulties of arriving at such an appropriate or fitting response strategy in the first place, given the available information. In particular, this study examines the link between sensing changes in firms' business environments and managerial decision making in the form of strategy choice. Thereby, the study shows that strategy change causes disruptions, which eventually affect firm performance. This effect is compounded with increasing sensitivity to change as well as increasing number of factors that trigger change, and thus impairs the long term benefits of such strategy change. Thus, the effectiveness of strategy or business model changes and their implementation is inevitably contingent on distinguishing key signals from noise that disturb or misguide firms' strategic decisions.

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Hawkins, Timothy Glenn. "Explaining Buyer Opportunism in Business-to-Business Relationships." Thesis, University of North Texas, 2007. https://digital.library.unt.edu/ark:/67531/metadc3664/.

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The interaction among firms in the supply chain is necessary for business process execution and relationship success. One phenomenon of great significance to buyer-supplier relationships is opportunism. Opportunism is defined as behavior that is self-interest seeking with guile. It is manifested in behaviors such as stealing, cheating, dishonesty, and withholding information. Opportunism negatively impacts relational exchange tenets such as trust, commitment, cooperation, and satisfaction. Furthermore, perceptions of opportunism negatively affect firm performance. In lieu of the known negative effects of opportunistic behavior on buyer-supplier relationships, why do agents continue to engage in opportunistic tactics with their exchange partners? A comprehensive examination is necessary in order to understand why sourcing professionals engage in acts of opportunism. Understanding why opportunism occurs will reveal how to deter it, and this remains a gap in the literature. Based on theories in economics, marketing channels, supply chain management, decision science, and psychology, a comprehensive model tested a set of factors hypothesized to drive the use of opportunistic tactics. Factors include buyer-supplier relationship-specific factors, environmental factors, individual personality-related factors, and situational factors. Data was collected via internet survey of sourcing professionals from private industry and government agencies. Common to many studies of ethics, respondents made choices based on two hypothetical vignettes. Two logistic regression models were used to test the hypotheses. Factors found to affect buyer opportunism included buyer power, corporate ethical values, pressure to perform, leadership opportunism, business sector, honesty/integrity, and subjective expected utility. This research contributes to theory by combining several disparate theories to best explain opportunism. A comprehensive evaluation should determine which theory explains the most variance in decision making. The study contributes to practice by identifying those important factors contributing to a sourcing professional's decision to use opportunistic tactics. The ability to manage these factors should improve the probability of relationship success. Additionally, the identification of these factors should help leaders to make more accurate estimates of transaction costs - key knowledge required to make an informed make or buy governance decision.

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Hawkins, Timothy Glenn Pohlen Terrance Lynn. "Explaining buyer opportunism in business-to-business relationships." [Denton, Tex.] : University of North Texas, 2007. http://digital.library.unt.edu/permalink/meta-dc-3664.

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Malm, Jimmie, and Enrique Guy. "The impact of simulations on Business Relationships : How the utilization of simulations affects the nature of a business relationship." Thesis, Mälardalen University, School of Sustainable Development of Society and Technology, 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-771.

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Decision making with the help of graphs has been applied for a long time. Previous to the introduction of computerized solutions, graphs and complementary pictures were hand drawn. With the introduction of computers came the colored and dynamic “animations” called simulations which are used today. The focal company of this study, Ångpanneföreningen AB, has during an extensive period of time constructed simulations of complex systems which they have used in order to satisfy specific needs of their customers in different areas. Depending on the complexity of the product and the needs it is ought to fulfill, the exchange of it will have a direct impact on the interactions carried out between the buying and selling parties in various ways. A question that this thesis looked to answer was how the utilization of simulations affects Ångpanneföreningen AB’s relationship with its customers. The purpose of this study is to describe how the use of a simulation program may affect the relation between two parties in a business relationship. A case study approach based on focused and semi-structural interviews has been used for this study.The effects of the use of simulations on a business relationship, in terms of benefits perceived, depend on the purpose set for the software. This meaning that it depends on whether the results and benefits are of such kind that they are possible to measure. However, if measurable, then the awareness of perceived benefits contributes to a stronger relationship since trust is likely to follow from met expectations. The simulation software offered by ÅF has the characteristics of both a product and a service with a highly technological nature. When dealing with simulations holding such attributes, a high level of exchanges is likely to be involved. Furthermore, interdependencies between two parties in a business relationship tend to develop as both the exchanges due to, and the complexities of, the simulation are of a high level, meaning that exchanges are needed in both directions.

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Bryngemark, Adam, and Sebastian Baard. "”En vecka fick jag fler ölleveranser än virkesleveranser.” : Hur B2B-kunder hanterar och navigerar i B2B-relationer." Thesis, Linnéuniversitetet, Institutionen för organisation och entreprenörskap (OE), 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-66055.

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Bakgrund: Vikten av mer bundna business-to-business-relationer från leverantörsidan är vida erkänd. Det är dock inte självklart att kunden i en B2B-relation strävar efter samma mål som leverantören i detta anseende. Kunden påverkas av faktorer i mer bundna och mer obundna relationer och måste förhålla sig till dessa samtidigt som de navigerar i sina leverantörsrelationer för att försöka åtnjuta fördelarna med både lång- och kortsiktighet. Syfte: Att förstå hur B2B-kunder hanterar och navigerar i B2B-relationer för att åtnjuta fördelar med både mer bundna och mer obundna B2B-relationer. Metod: Studien har använt en kvalitativ ansats och en deduktiv metod där en teoribas lagts fram. Sedan har tre ostrukturerade intervjuer genomförts med personer som på företag ansvarar för, hanterar eller beslutar om företagets leverantörsrelationer. Slutsats: Studien visar bland annat att: (1) Kunder kan erhålla mer frihet genom att vara mer bundna med sina leverantörer. (2) Kunder har flera relationer med samma leverantör där det inte är möjligt att uppnå bundna och obundna fördelar med enbart en relation till leverantören. (3) Kunder inte eftersträvar fullständig organisatorisk bundenhet eller obundenhet utan att istället åtnjuta fördelarna med att positionera sig däremellan. Kunder önskar ramarna av en mer bunden relation och samtidigt vara i stånd att inom dessa ramar röra sig mer fritt, likt en mer obunden relation; en slags gyllene medelväg.

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Mo, Yuet-Ha. "Interpersonal trust and business relationships." Thesis, University of Oxford, 2004. http://ora.ox.ac.uk/objects/uuid:1004afdd-05c8-48ca-b6ac-c9bfa671640b.

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The research was multi-method as it combined qualitative semi-structured interviews with quantitative surveys. The thesis concludes by discussing cultural implications for the formation of trust among business people in the UK and China, and future research directions.

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Libros sobre el tema "Business relationships"

1944-, Ford David, ed. Managing business relationships. 2nd ed. Chichester, West Sussex: J. Wiley, 2003.

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Ray, French, ed. Managing business relationships. Harlow: Pearson Custom Publishing, 2004.

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1944-, Ford David, ed. Managing business relationships. Chichester [England]: J. Wiley, 1998.

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Blois, K. J. Business to business relationships in Thailand. Oxford: Templeton College, 1997.

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Holm, Desirée Blankenburg. Business network connections and international business relationships. Uppsala: Dept. of Business Studies, Uppsala University, 1996.

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Blois, K. J. Are business to business relationships inherently unstable? Oxford: Templeton College, 1996.

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Cox, Andrew, Chris Lonsdale, Joe Sanderson, and Glyn Watson. Business Relationships for Competitive Advantage. London: Palgrave Macmillan UK, 2004. http://dx.doi.org/10.1057/9780230509191.

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Slater, Jim, and Roger Strange, eds. Business Relationships with East Asia. Abingdon, UK: Taylor & Francis, 1997. http://dx.doi.org/10.4324/9780203285053.

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Crookell, Harold. Managing business relationships with government. Scarborough, Ont: Prentice-Hall Canada, 1991.

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Slater, Jim. Business Relationships with East Asia. London: Taylor & Francis Group Plc, 2003.

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Capítulos de libros sobre el tema "Business relationships"

Swift, Jonathan. "Business-To-Business Relationships." In Understanding Business in the Global Economy, 161–90. London: Macmillan Education UK, 2016. http://dx.doi.org/10.1057/978-1-137-60380-7_8.

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Rose, Christoph. "Relationship quality in business to business customer-supplier relationships." In Supplier Relationships to Family Firms, 7–24. Wiesbaden: Springer Fachmedien Wiesbaden, 2017. http://dx.doi.org/10.1007/978-3-658-19048-4_2.

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Monty, David A. "Build Business Relationships." In Trust-Based Selling, 51–59. Berkeley, CA: Apress, 2014. http://dx.doi.org/10.1007/978-1-4842-0874-8_6.

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Monty, David A. "Build Business Relationships." In Sales Hunting, 57–65. Berkeley, CA: Apress, 2014. http://dx.doi.org/10.1007/978-1-4302-6769-0_7.

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Seyed-Mohamed, Nazeem. "Modelling Business Relationships." In Business Marketing: An Interaction and Network Perspective, 555–84. Dordrecht: Springer Netherlands, 1995. http://dx.doi.org/10.1007/978-94-011-0645-0_18.

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Furnham, Adrian. "Workplace romantic relationships." In The People Business, 190–92. London: Palgrave Macmillan UK, 2005. http://dx.doi.org/10.1057/9780230510098_69.

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Pereira, Vijay, Yama Temouri, and Daicy Vaz. "Business Relationships Between Businesses and Customers." In Managing Sustainable Business Relationships in a Post Covid-19 Era, 9–23. Cham: Springer International Publishing, 2022. http://dx.doi.org/10.1007/978-3-030-96199-2_3.

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Törnroos, Jan-Åke, and Christopher J. Medlin. "Adapting in business relationships." In Individuals in B2B Marketing, 87–109. London: Routledge, 2024. http://dx.doi.org/10.4324/9781003388036-8.

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Chávez, Kirstin, and Johnathon Pape. "Business and Artistic Relationships." In Living the Dream, 81–90. New York: Focal Press, 2024. http://dx.doi.org/10.4324/9781003457435-11.

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Burke-Garcia, Amelia. "The Business of Relationships." In Influencing Health, 51–74. Boca Raton : Taylor & Francis, 2020. | “A Routledge title, part of the Taylor & Francis imprint, a member of the Taylor & Francis Group, the academic division of T&F Informa plc.”: Productivity Press, 2019. http://dx.doi.org/10.4324/9780429291173-4.

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Actas de conferencias sobre el tema "Business relationships"

Piwoni-Krzeszowska, Estera. "INTENTIONALITY OF CORPORATE BEHAVIOUR IN RELATIONSHIPS WITH MARKET STAKEHOLDERS." In The 7th International Scientific Conference "Business and Management 2012", 1182–88. Vilnius, Lithuania: Vilnius Gediminas Technical University Publishing House Technika, 2012. http://dx.doi.org/10.3846/bm.2012.152.

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Čakanišin, Adrián, and Mária Halenárová. "Monte Carlo as a Method for Examining of Business Changes in Tourism in Slovakia." In 25th International Joint Conference Central and Eastern Europe in the Changing Business Environment, 50–63. Bratislava: Vydavateľstvo EKONÓM, 2025. https://doi.org/10.53465/ceecbe.2025.9788022552257.50-63.

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The business environment in tourism encompasses a set of factors influencing the establishment, development, and sustainability of businesses in this sector, including economic, legislative, and market conditions. The dynamics of this environment are crucial for the economic stability of the sector. The main objective of this paper is to model the development of business establishments and closures in the tourism sector based on historical data and the influence of selected factors. The data used for this study were obtained from the Statistical Office of the Slovak Republic upon request. To achieve this objective, correlation and regression analysis were employed to examine relationships between economic variables, while a Monte Carlo simulation was used to predict future business activity trends. The results indicated that there are only moderately statistically significant relationships between economic factors and business establishment or closure. Domestic tourists' expenditures showed a weak positive correlation with business formation, whereas expenditures on inbound tourism had the opposite effect. The Monte Carlo simulation suggested that, assuming historical trends continue, the number of newly established businesses will stabilize at around 7,500 per year, while the number of closed businesses will be approximately 6,000 per year. Extreme scenarios demonstrated that economic fluctuations could lead to significant deviations, with the pessimistic scenario predicting a higher number of business closures and the optimistic scenario indicating a more favorable sectoral development.

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Jankova, Liga, and Andrejs Lazdins. "CUSTOMER RELATIONSHIP MANAGEMENT IN LATVIA." In 24th SGEM International Multidisciplinary Scientific GeoConference 2024, 451–60. STEF92 Technology, 2024. https://doi.org/10.5593/sgem2024/5.1/s21.58.

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Understanding the nature and role of customer relationship management (hereinafter CRM) is an important prerequisite for business success. A customer requires the company to adhere to certain quality standards as well as affects the performance and management of the company. Customer relationships could be managed and developed to attract new customers and increase business profitability and customer loyalty. The customer is the most valuable asset of a company that helps to achieve goals set by the company. In Latvia, the need to view customer relationships as important in business management is understood only in some industries and by the segment of large companies, and problems with customer relationship management in companies have not been sufficiently researched. Digital transformation, personalized customer experiences, the use of mobile devices, the ability to integrate various management systems into a company, artificial intelligence and analytical tools shape trends in customer relationship management. The new trends and challenges increase the role of customer relationships in business process management in almost every industry and any company. Research methods. The research employed the monographic method, logical construction as well as analysis and synthesis. Research period. The data were analysed for the period from 2018 to 2022. The research analysed the division of customers into classes and average purchases for the period 2019-2021. The sources of information used: specialist economic literature, research documents and scientific conference papers, internal company data on economic activity and data from a customer database. In Latvia, there is no unified accounting for and no information about companies that have developed and implemented CRM in their operations; therefore, the research summarized the legal framework for customer relationship management in Latvia and analysed the experience of a company in managing customer relationships.

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Kosasi, Sandy, Husni Teja Sukmana, I. Dewa Ayu Eka Yuliani, Robertus Laipaka, Diana Fitriani, and Madhiyono. "Exploring the Relationships between Dynamic Capabilities, Digital Transformation, and IT-Business Alignment." In 2024 12th International Conference on Cyber and IT Service Management (CITSM), 1–6. IEEE, 2024. https://doi.org/10.1109/citsm64103.2024.10775904.

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Jia, Ying. "Research on Factor Interaction Effects and Nonlinear Relationships in Quantitative Models." In 2024 6th International Conference on Machine Learning, Big Data and Business Intelligence (MLBDBI), 106–9. IEEE, 2024. https://doi.org/10.1109/mlbdbi63974.2024.10823702.

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Park, Chan Kwon, Yeong-Bin Cho, and Chae-Bogk Kim. "Modeling for Relationships among Business Functions." In Business 2014. Science & Engineering Research Support soCiety, 2014. http://dx.doi.org/10.14257/astl.2014.47.91.

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Graupner, Sven, and Hamid Motahari. "Managing business relationships in IT outsourcing." In 2010 IEEE/IFIP Network Operations and Management Symposium Workshops. IEEE, 2010. http://dx.doi.org/10.1109/nomsw.2010.5486587.

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Steinau, Sebastian, Vera Kunzle, Kevin Andrews, and Manfred Reichert. "Coordinating Business Processes Using Semantic Relationships." In 2017 IEEE 19th Conference on Business Informatics (CBI). IEEE, 2017. http://dx.doi.org/10.1109/cbi.2017.53.

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Veganzones, David, and Eric Séverin. "ON THE INFLUENCE OF BANKING RELATIONSHIPS ON FRENCH SMES FAILURE." In Economic and Business Trends Shaping the Future. Ss Cyril and Methodius University, Faculty of Economics-Skopje, 2020. http://dx.doi.org/10.47063/ebtsf.2020.0015.

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Small and medium firms are highly dependent on banks to finance their business activities. Thus, banking relationship may be crucial to overcome financial difficulties and to ensure their continuity. Accordingly, this paper investigates the influence of banking relationship on SMEs failure. In particular, four measures that firms can control to build their banking relationships and, that resemble standard variables from the literature on bank/firms relationships are evaluated: the breadth of relationships (number of banks), the relationship length(relationship duration), the relationship proximity (bank-firm distance) and, the relationship form (type of bank). Applying a logistic regression to a unique sample of 4960 French SME firms over the period 2013-2016, we evidence that banking relationships have a significant role on the SMEs likelihood of failure. More precisely, we find that multibank relationships, working with a small bank and relationship length are significantly negative correlated with SMEs failure. The opposite effect appears in bank-firm distance, which increases the SMEs probability of failure. Additionally, a corporate failure prediction model was built based on both financial ratios and banking relationship variables. The performance of this model was compared to a model based solely on financial ratios as predictive indicators. The results indicate that banking relationship variables possess prediction power to failure and enhance the performance of corporate failure models. Consequently, our findings are important from a policy perspective to further comprehend the role that banks play on SMEs failure.

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Blut, Markus, Heiner Evanschitzky, Christof Backhaus, John Rudd, and Michael Marck. "SECURING BUSINESS-TO-BUSINESS RELATIONSHIPS: THE IMPACT OF SWITCHING COSTS." In Bridging Asia and the World: Globalization of Marketing & Management Theory and Practice. Global Alliance of Marketing & Management Associations, 2014. http://dx.doi.org/10.15444/gmc2014.07.05.01.

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Informes sobre el tema "Business relationships"

Cai, Jing, and Adam Szeidl. Interfirm Relationships and Business Performance. Cambridge, MA: National Bureau of Economic Research, December 2016. http://dx.doi.org/10.3386/w22951.

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Bock, Geoffrey. Building Business Relationships through Product Information Assets. Boston, MA: Patricia Seybold Group, April 2002. http://dx.doi.org/10.1571/ov4-25-02cc.

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Hale, Galina. Bank Relationships, Business Cycles, and Financial Crises. Cambridge, MA: National Bureau of Economic Research, August 2011. http://dx.doi.org/10.3386/w17356.

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CLARISSA. Relationships Among Business Owners in the Formal and Informal Sectors. Institute of Development Studies, August 2024. http://dx.doi.org/10.19088/clarissa.2024.016.

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The Child Labour: Action-Research-Innovation in South and South-Eastern Asia (CLARISSA) programme uses Action Research (AR) to understand the dynamics which drive the worst forms of child labour (WFCL), and to generate participatory innovations which help to shift these underlying dynamics and mitigate their worst effects. Through 13 Action Research Groups (ARGs) in Bangladesh and 12 groups in Nepal, the programme is generating a rich understanding – particularly through children’s lived experiences – of the complex underlying drivers of harmful work and working children and their employers are themselves defining, piloting and evaluating their own innovative actions that aim to increase children’s options to avoid WFCL. This group worked on the theme 'Relationships among business owners in the formal and informal sectors'.

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Foley, Kevin L. Navy-Marine Corps Operational Command Relationships and the Joint Force Commander: Unfinished Business. Fort Belvoir, VA: Defense Technical Information Center, February 1998. http://dx.doi.org/10.21236/ada348803.

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programme, CLARISSA. The Need for an ‘Association’ to Improve Night Entertainment Business Management Practices to Reduce Worst Forms of Child Labour. Institute of Development Studies, June 2024. http://dx.doi.org/10.19088/clarissa.2024.035.

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In late 2020, CLARISSA undertook scoping studies and literature reviews into supply chain/human chain/urban neighbourhood dynamics in Kathmandu, and their impact on worst forms of child labour (WFCL). To address the evidence gaps identified, the team developed a research framing for exploring in greater detail how small Adult Entertainment Sector (AES) businesses were being run – exploring factors such as managing seasonality, relationships between informal and formal businesses, loans and debts carried by small businesses, and business norms in the sector – and how these factors can perpetuate WFCL. Twenty-five AES business owners running dohoris, dance bars, khaja ghars (small eateries), and massage and spa venues were then interviewed, and the findings were analysed and validated by business owners. The next step was the formation of three Action Research Groups (ARGs) with AES business owners, to undertake further evidence gathering and then formulate and deliver actions and innovations to reduce WFCL. It was decided that one ARG, the focus of this report, would focus on owners of dohoris and dance bars. The chosen location for the group is a major entry point into Kathmandu from the eastern side of Kathmandu Valley, and this has led to a large number of new AES businesses being set up.

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Hacker, Elizabeth, Ranjana Sharma, Jody Aked, and Amit Timilsina. Business Owners’ Perspectives on Running Khaja Ghars, Massage Parlours, Dance Bars, Hostess Bars, and Dohoris in Kathmandu, Nepal. Institute of Development Studies, February 2024. http://dx.doi.org/10.19088/clarissa.2024.001.

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The Child Labour: Action-Research-Innovation in South and South-Eastern Asia (CLARISSA) programme aims to understand the dynamics that are central to running a business in the informal economy of Nepal’s adult entertainment sector, and explore how and why the worst forms of child labour (WFCL) become a feature of business operations. This research paper explores the findings from semi-structured interviews conducted with business owners operating spa and massage parlours, khaja ghars (snack shops), cabin/hostess bars, dance bars, and dohoris (folk-dance bars) in Kathmandu. It explores business owners’ perspectives on the day-to-day running of their businesses; the risks and stressors they face; their aspirations and motivations; and, where possible, their rationale for working with children, and the types of relationships they have with them. In addition to generating business-level evidence, the research provided evidence on a series of three business owner-led Action Research Groups, which began in February 2022 and continued until September 2023. These groups have generated theories of change, and will test and evaluate solutions to shift the system away from WFCL.

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Kornelakis, Andreas, Chiara Benassi, Damian Grimshaw, and Marcela Miozzo. Robots at the Gates? Robotic Process Automation, Skills and Institutions in Knowledge-Intensive Business Services. Digital Futures at Work Research Centre, May 2022. http://dx.doi.org/10.20919/vunu3389.

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Against the backdrop of the fourth industrial revolution, this paper examines the emergence of Robotic Process Automation (RPA) as one of the new technologies that are shaping the future of work and reconfiguring sectoral business and innovation systems and models. It discusses how the institutional context can potentially mediate the digital transformation of services, how RPA affects workers’ employment and skills, and how it alters inter-organisational relationships and capabilities. Bringing together different strands of academic literature on employment studies, innovation, and technology studies, it deploys a comparative institutional perspective to explore the potential effects of RPA and illustrates their plausibility through mini case studies from knowledge-intensive business services

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Vickers, Brendan, Salamat Ali, Neil Balchin, and Kyle de Klerk. Deepening Intra-Commonwealth Trade and Investment between the UK and Africa. Commonwealth Secretariat, May 2023. https://doi.org/10.14217/comsec.1111.

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The African Commonwealth countries have a long-standing history of strong trade, investment and diaspora linkages with the UK. These economic relationships have been fostered over time as a result of historical ties, similar business procedures and legal systems, and the widespread use of the English language. Together, these 21 countries represent about 40 per cent of the continent’s population and half of its gross domestic product (GDP). They also play a crucial role in driving international trade and investment flows from Africa. This issue of Trade Hot Topics explores the trade and investment linkages between the 21 African Commonwealth members and the UK. It also examines some of the key factors that are redefining these bilateral economic relationships.

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Maksud, A. K. M., Khandaker Reaz Hossain, Sayma Sayed, and Jody Aked. Informal Economy Perspectives on the Prevalence of Worst Forms of Child Labour in Bangladesh’s Leather Industry. Institute of Development Studies, May 2024. http://dx.doi.org/10.19088/clarissa.2024.005.

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The CLARISSA programme aims to understand the dynamics that are central to running a business in the informal economy in Bangladesh’s leather industry and explore how and why worst forms of child labour become a feature of business operations. This research paper explores the findings from semi-structured interviews with business owners operating enterprises involved in leather processing and production across three prominent neighbourhoods and business districts in and around Dhaka. A focus on the leather industry in Bangladesh is an opportunity to explore the demand side of the child labour issue in a situated way, with the intention of bringing the lived experience of business owners to pre-existing literature on poverty entrepreneurship, supply chain governance, and political economy. The paper details the risks and stressors business owners face, the relationships they have with other informal and formal enterprises in the supply chain system, and their rationale for hiring children. Business owners experience poverty and financial precarity, taking significant financial risks to sustain enterprises that are barely viable economically. Stuck in vicious operating cycles, on ‘produce now, pay later’ credit arrangements, enterprises respond by squeezing labour budgets. The need for cheap labour is amplified by price points at lower than the cost of production. To understand why child labour has been so difficult to ‘end’, an informal economy business perspective points to the economic dysfunction of complex supply chains, particularly mediated by downward financial pressures produced and reproduced by highly fragmented manufacturing processes in cost-driven markets. When poverty and precarity among informal economy business owners intersects with formal economy power, the result is business models that rely on children as cheap labour. The findings make clear the policy value of engaging business owners in the informal economy in efforts to reduce worst forms of child labour, especially given the insights they can offer about how, when, and why supply chain systems are at risk of depending on children for the provision of goods and services.

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