Please use this identifier to cite or link to this item: http://hdl.handle.net/10419/123258
Authors: 
Nordin, Fredrik
Brozovic, Danilo
Kowalkowski, Christian
Vilgon, Mats
Year of Publication: 
2015
Citation: 
[Journal:] jbm - Journal of Business Market Management [ISSN:] 1864-0761 [Volume:] 8 [Year:] 2015 [Issue:] 2 [Pages:] 455-463
Abstract: 
This teaching case study focuses on SKF, a leading supplier of products, services and solutions. It consists of an overview of the company and then a narrative concentrating on the sudden loss of a large customer relationship. Moreover, it explores how central individuals devise various strategies to recover the relationship. The purpose is to stimulate a discussion concerning alternative ways for handling such relationship losses. The case is especially suited as a starting point for discussions of different marketing strategies and customer relationship tactics. Teaching notes are provided with discussion questions and possible answers.
Subjects: 
Service
Disintermediation
Industrial marketing
Intermediaries
Servitization
Solutions
Persistent Identifier of the first edition: 
Creative Commons License: 
http://creativecommons.org/licenses/by-nd/3.0/
Document Type: 
Article

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