Investigates how solution strategies are formulated in private business-to-business contexts in order to overcome adverse economic conditions, such as in the recent recession. In-depth interviews uncover how times of low demand are used to develop strong relationships with clients and their stake holders to develop integrated solutions and to prepare for the provision of these at a later stage.
|Title of host publication||Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference|
|Editors||Dawn R. Deeter-Schmelz|
|Place of Publication||Cham, Switzerland|
|ISBN (Print)||9783319117966 , 9783319117973|
|Publication status||Published - 5 Nov 2014|
|Event||2010 Academy of Marketing Science (AMS) Annual Conference - Portland, United States|
Duration: 26 May 2010 → 29 May 2010
|Conference||2010 Academy of Marketing Science (AMS) Annual Conference|
|Period||26/05/10 → 29/05/10|
- customer solutions
- economic downturn
- adverse conditions
Marck, M., Mulki, J., & Lipposki , P. (2014). Developing customer solutions during an economic downturn. In D. R. Deeter-Schmelz (Ed.), Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference Cham, Switzerland: Springer.