Developing customer solutions during an economic downturn

Michael Marck, Jay Mulki, Patrick Lipposki

Research output: Chapter in Book/Report/Conference proceedingConference contribution book

Abstract

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.
Original languageEnglish
Title of host publicationProceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference
EditorsDawn R. Deeter-Schmelz
Place of PublicationCham, Switzerland
PublisherSpringer
ISBN (Print) 9783319117966 , 9783319117973
Publication statusPublished - 5 Nov 2014
Event2010 Academy of Marketing Science (AMS) Annual Conference - Portland, United States
Duration: 26 May 201029 May 2010

Conference

Conference2010 Academy of Marketing Science (AMS) Annual Conference
CountryUnited States
CityPortland
Period26/05/1029/05/10

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Keywords

  • customer solutions
  • economic downturn
  • adverse conditions
  • recession

Cite this

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.