Overview
- Develops a theory on relationship management based upon sound academic research
- Draws on real life examples to examine why some companies are more successful at relationship management than others
- Highly relevant in an era when more companies are turning to a relationship-orientated business model
- This book is open access, which means that you have free and unlimited access
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Table of contents (5 chapters)
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Front Matter
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Back Matter
Keywords
About this book
Relationship management (RM) is an essential part of business, but its success as a business model can be hard to measure, with some firms embracing a model that is truly relationship-orientated, while others claim to be relationship-orientated but in fact prefer transactional short-term gain.
This open access book aims to develop a mid-range theory of relationship management, examining truly relationship-orientated firms to discover not only what qualities these firms have that make them successful at the RM model, but also what benefits this model has for the firm. It addresses questions like how RM-mature companies achieve and sustain competitive advantage, and what determines the scale and scope of these firms, illustrating with case studies.
This book will be of interest to scholars studying leadership and strategy, especially those interested in relationship management, business ethics and corporate social responsibility. It will also be of interest to professionals looking to develop their understanding of relationship management.
Reviews
- Wojciech Czakon, Jagiellonian University, Kraków, Poland
Authors and Affiliations
About the author
Bartosz Deszczyński has been professionally involved in managing business relationships since 2003. He is Assistant Professor at Poznań University of Economics and Business, Poland in the Chair of International Marketing and an active consultant on CRM. He leads research project on relationship management funded by the Polish National Science Centre.
Bibliographic Information
Book Title: Firm Competitive Advantage Through Relationship Management
Book Subtitle: A Theory for Successful Sustainable Growth
Authors: Bartosz Deszczyński
DOI: https://doi.org/10.1007/978-3-030-67338-3
Publisher: Palgrave Macmillan Cham
eBook Packages: Business and Management, Business and Management (R0)
Copyright Information: The Editor(s) (if applicable) and The Author(s) 2021
Hardcover ISBN: 978-3-030-67337-6Published: 26 March 2021
eBook ISBN: 978-3-030-67338-3Published: 25 March 2021
Edition Number: 1
Number of Pages: XXI, 279
Number of Illustrations: 24 b/w illustrations
Topics: Customer Relationship Management, Management, Business Strategy/Leadership, Project Management