AUTHOR
Lindkvist, Fredrik; Stenman, Niklas

DATE
2000-06-08

DEPARTMENT
Business Administration and Social Sciences / Industrial Marketing

SUMMARY
Good relations have always been of importance in businesses of repetitive nature. These relations have to be developed and nurtured in order to reach and retain competitive advantages. With the entry of Internet into the world of business, companies has been provided with yet another tool for supplying relationship building steps, in a less costly and perhaps better way. Our purpose with the thesis was to investigate how a company with the help of Internet can build and strengthen relations to corporate customers. We carried out three personal interviews at a Swedish company, which in recent years has started to develop web solutions in order to provide added value to their customers. We found that relationship marketing is not suitable on the Internet alone. Personal relations and social networks have a great impact in a services company and cannot simply be replaced by the Internet as a relationship-creating tool.

ISSN 1404-5508 / ISRN LTU-SHU-EX--00/110--SE / NR 2000:110