Released: V.10, N1

S. P. Kouchtch, M. M. Smirnova. Rakurs Company: Customer Relationship Strategy

V.2, N3, 2004

The case is dedicated to the analysis of the industrial company’s strategy in managing relationships, and, first of all, relationships with clients. The problem situation assumes taking a decision on future interaction with customers. Detailed analysis of the process of managing relationships in industrial company will enable students to investigate the possibilities, perspectives and disadvantages of relationship management in Russian industrial markets.