Dynamic effects of business cycles on business relationships |
Abstract:
Purpose – The aim of this paper is to identify the effects of business cycles on industrial business-to-business relationships within extremely volatile industries.
Design/methodology/approach – The paper is an in-depth case study on Outotec plc, a leading provider of technologies for the mining and metal industries.
Findings – The study identifies the changes in a business relationship during a business cycle as the dominance between the parties and the cooperative and the competitive nature of the relationship alternate.
Practical implications – The study identifies ways to smooth the effects of business cycles in extremely volatile industries from the viewpoint of a project-based technology provider.
Originality/value – While a significant amount of macroeconomic research on cycles and a few studies on industry-specific business cycles can be found, this study is a rare example of company-specific research on surviving business cycles. |
| Keywords: |
Business cycles, Project business, Relationshipmanagement, Volatile business environment, Business-to-business marketing |
| Author(s): |
Kimmo Alajoutsijarvi, Tuija Mainela, Pauliina Ulkuniemi and Emma Montell |
| Source: |
Management Decision Vol. 50 No. 2, 2012 pp. 291-304 |
| Subject: |
بازاریابی |
| Category: |
مقالات ترجمه شده - دانلود ترجمه مقاله |
| Release Date: |
2012 |
| No of Pages: |
12 |
| Price(Tomans): |
0 |
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