The study presents an empirical exploration of how SMEs use the sales forecast budget as a framework for managing relationships. By examining 7 different cases, the study suggests that sales forecast budget can be used to assess current relationships, prioritise certain relationships over others, and finally understand how to reactivate, regain and engage dormant and temporarily suspended relationships.
The sales forecast budget as a framing device to manage business relationships / Sabatini, Andrea; Gregori, Gian Luca. - ELETTRONICO. - (2024), pp. 1-5. (Intervento presentato al convegno XXI SIM Conference "Brands and Purpose in a changing era" tenutosi a Università IULM, Milano nel 17-18-19 Ottobre 2024).
The sales forecast budget as a framing device to manage business relationships
andrea sabatini
Primo
;gian luca gregori
2024-01-01
Abstract
The study presents an empirical exploration of how SMEs use the sales forecast budget as a framework for managing relationships. By examining 7 different cases, the study suggests that sales forecast budget can be used to assess current relationships, prioritise certain relationships over others, and finally understand how to reactivate, regain and engage dormant and temporarily suspended relationships.I documenti in IRIS sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.
