دانلود مقاله با موضوع چالش های ناشی از COVID-19 در مشتری بین المللی B2B مدیریت روابط
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موضوع به انگلیسی:COVID-19 driven challenges in
international B2B customer
relationship management:
empirical insights from Finnish
high-tech industrial
microenterprises
بخشی از متن:Abstract
Purpose – This paper aims to focus on the influences of the COVID-19 pandemic on business-to-business
(B2B) firms’ relationship initiation and customer relationship management in an under-explored and unique
context of high-tech industrial microenterprises. The authors analyze the challenges posed by the COVID-19
pandemic in the specific context of B2B relationship initiation and customer relationship management
dynamics by examining Finnish B2B industrial microenterprises.
Design/methodology/approach – The paper uses exploratory in-depth case studies undertaken in three
Finnish industrial microenterprises to analyze the influences of the COVID-19 pandemic on their new
business relationship initiation and relationshipmanagement with the current customers.
Findings – The case firms quickly adjusted to the “new normal” and used a number of technological
resources, including online meetings and three-dimensional demonstrations, among others. A key reason for
