Search for dissertations about: "Renato Fiocca"

Found 1 swedish dissertation containing the words Renato Fiocca.

2. 1. Strategic Management of Customer Relationships-A Network Perspective on Key Account Management

   Author : Robert Spencer; Lars Hallen; Ivan Snehota; Renato Fiocca; Uppsala universitet; []
   Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Business studies; Key Account; Strategic Customer Management; Network; Relationship management; Industrial marketing; Företagsekonomi; Business studies; Företagsekonomi;

   Abstract : This thesis deals with the key account management theme. The traditional view of key account management takes its roots in company practice and considers key customer accounts to be large complex customers with high financial returns - hence the notion of key - for the supplier firm. READ MORE