Developing customer solutions during an economic downturn

Michael Marck; Jay Mulki; Patrick  Lipposki

Developing customer solutions during an economic downturn

Michael Marck, Jay Mulki, Patrick Lipposki

Marketing

Research output: Chapter in Book/Report/Conference proceeding › Conference 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 language	English
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
Publisher	Springer
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

Conference	2010 Academy of Marketing Science (AMS) Annual Conference
Country	United States
City	Portland
Period	26/05/10 → 29/05/10

Keywords

customer solutions
economic downturn
adverse conditions
recession

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title = "Developing customer solutions during an economic downturn",

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.",

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AU - Marck, Michael

AU - Mulki, Jay

AU - Lipposki , Patrick

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N2 - 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.

AB - 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.

KW - customer solutions

KW - economic downturn

KW - adverse conditions

KW - recession

M3 - Conference contribution book

SN - 9783319117966

SN - 9783319117973

BT - Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference

A2 - Deeter-Schmelz, Dawn R.

PB - Springer

CY - Cham, Switzerland

T2 - 2010 Academy of Marketing Science (AMS) Annual Conference

Y2 - 26 May 2010 through 29 May 2010

ER -