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Changes in Relationships with Business Customers under the Influence Pandemic on the Example of a Medium-Sized Enterprise in the Paper Industry

Author

Listed:
  • Dariusz Sobotkiewicz
  • Pawel Waniowski

Abstract

Purpose: The aim of this article is to present the changes that have occurred in customer relations as a result of the Covid-19 pandemic. The goal was achieved through an analysis of the literature on the subject and empirical research in a medium-sized enterprise in the paper industry located in Poland. Design/Methodology/Approach: The study presents the following research problem: What changes have occurred in relations with business customers as a result of the Covid 19 pandemic, based on the example of a medium-sized enterprise in the paper industry? In order to solve the research problem, a questionnaire survey and a series of in-depth individual interviews with key business clients of a medium-sized enterprise operating in the paper industry in Poland were conducted. Findings: The conducted research shows that the changes in relations with business customers as a result of the pandemic mainly concerned the strengthening of the role and importance of sales personnel and IT communication tools. Practical Implications: The research results presented in the article can be used by other companies to strengthen their relationships with clients, both individual and business. Originality/ Value: Research carried out in medium-sized paper companies has shown that during the crisis of the pandemic, the role and importance of staff directly in contact with customers increases, the ability to manage variable information, the ability to use IT communication tools and encourage their use by customers.

Suggested Citation

  • Dariusz Sobotkiewicz & Pawel Waniowski, 2022. "Changes in Relationships with Business Customers under the Influence Pandemic on the Example of a Medium-Sized Enterprise in the Paper Industry," European Research Studies Journal, European Research Studies Journal, vol. 0(2), pages 376-386.
    • Handle: RePEc:ers:journl:v:xxv:y:2022:i:2:p:376-386
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    References listed on IDEAS

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    1. Thomas Davenport & Abhijit Guha & Dhruv Grewal & Timna Bressgott, 2020. "How artificial intelligence will change the future of marketing," Journal of the Academy of Marketing Science, Springer, vol. 48(1), pages 24-42, January.
    2. Barnes, Paul & Oloruntoba, Richard, 2005. "Assurance of security in maritime supply chains: Conceptual issues of vulnerability and crisis management," Journal of International Management, Elsevier, vol. 11(4), pages 519-540, December.
    3. Diego Norena-Chavez & Ruben Guevara, 2020. "Entrepreneurial Passion and Self-Efficacy as Factors Explaining Innovative Behavior: A Mediation Model," International Journal of Economics & Business Administration (IJEBA), International Journal of Economics & Business Administration (IJEBA), vol. 0(3), pages 352-373.
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    Cited by:

    1. Wronka Anna, 2023. "Analysis of conditions for supporting employee safety during the COVID-19 pandemic in manufacturing companies in Poland," Engineering Management in Production and Services, Sciendo, vol. 15(2), pages 83-95, June.

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    More about this item

    Keywords

    Business relations; change in relationships; crisis.;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • L29 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Other
    • L22 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Firm Organization and Market Structure

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