Frontpage  About  admin@impgroup.org
Paper info: Managing global customer relationships in diversified project-based firms

Title


Managing global customer relationships in diversified project-based firms

Authors


ElinaM T Pernu

Place of Publication


The paper was published at the 25th IMP-conference in Marseille, France in 2009.

Download


Download paper
(69.8 kb)

Abstract


This paper examines the challenges of managing global customer relationships in diversified multi-project organization. The present study employs a single case study setting with three embedded units of analysis and qualitative empirical data to create further understanding on the phenomenon. The primary empirical data consists of several interviews with the mining technology company. The interviewed persons represent the experts of each customer inside the case company. As a result, different kinds of challenges of global customer relationship management in project business organizations are categorized.