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  • About
  • The Global ETD Search service is a free service for researchers to find electronic theses and dissertations. This service is provided by the Networked Digital Library of Theses and Dissertations.
    Our metadata is collected from universities around the world. If you manage a university/consortium/country archive and want to be added, details can be found on the NDLTD website.
1

Customer Accounting in Business Networks

Lind, Ebba, Sund, Anna January 2014 (has links)
The constellation of the customer base has implications for the company’s future survivability. Within the business-to-business markets, the customer relationships are characterized by technical and organizational interfaces. Understanding the customer relationships and using customer accounting can provide information about how to prioritize among the customers in order to improve short-term and long-term profitability. The framework by Lind and Strömsten (2006) where different customer accounting techniques are related to a typology over customer relationships is evaluated and further elaborated on in this thesis. The empirical findings both confirm the reasoning behind the framework and cause development potential. The relation of customer accounting techniques to different types of customer relationships is mainly confirmed by the study. Regarding the customer typology, the empirical findings bring forth proposed improvements; a grading of the technical and organizational interfaces of the customer relationship types is suggested.

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