Research for Improving Sales and Supplier-Customer Relationships

The Research Centre for Sales and Relationship Management (RCSRM) conducts research that focuses on sales and business relationships. The aim is to improve sales efficiency and supplier-customer relationships on various levels between businesses. For this purpose, RCSRM (established in 2011 as the research arm ibd services Ltd.) engages in studying various inter- and intra-company aspects and phenomena related to selling, sales management and relationship management internationally.

RCSRM conducts research both on non-profit and commercial basis, depending on the research project. RCSRM works in collaboration with research institutes, universities and business schools.

Research projects (completed and planned):

• Relationship Orientation of the Sales Process (2011)
• Key Challenges in International Customer Encounters as Perceived by Members of Sales Teams (pending, 2012)
• Resource Allocation of Sales Resources Based on the Relationship Orientation of Potential Buyers (pending, 2012)

Findings and results from the research projects are published in the form of research reports, papers, articles in journals, and used as material in lectures at universities and business schools.

Main contact for the Research Centre for Sales and Relationship Management (RCSRM) is:
Paul Viio, Ph.D. (Econ.) candidate
RCSRM research director
paul.viio[at]rcsrm.org