Purpose – The purpose of this paper is to analyse how the espousing of customer relations has evolved over time in the real estate sector. Has a shift occured within the Swedish real estate sector from product thinking towards customer thinking? Design/methodology/approach – The research is...

At most large companies today, the activities and structure of the corporate center are based on a traditional functional support model that is no longer appropriate for maximizing the value of the company. In the modern corporation, thought should be given to organizing the center not around...

If you are in the business of selling, the question you have to ask is how to add value. At Finning UK, the distributors for Caterpillar, training delivered by STC has been designed to help the sales team develop a range of skills and techniques that enable them to get closer than ever to their...

In the future, earnings ‐ perhaps even survival, will depend upon strong and enduring relationships between manufacturers and their customers. Continuous replenishment is rapidly emerging as a value‐added service that enhances the development of these relationships. For the most part, such...

Purpose – In long‐term business relationships the customer experience is affected by how the customer perceives the quality of the customer relationship. The purpose of this paper is to understand the customer relationship quality construct in landlord‐tenant relationships in a...

Purpose – The demand for value added investment in the European real estate market emerged in the mid to late 1990s and over the past decade has grown rapidly as a preferred investment style. Recent evidence suggests that investor appetite for value added products is set to intensify further....