lnu.sePublications
Change search
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf
"The show must go on": A Qualitative Study on How to Build Trust in International Business-to-Business Relationships During Covid-19
Linnaeus University, School of Business and Economics, Department of Marketing.
Linnaeus University, School of Business and Economics, Department of Marketing.
Linnaeus University, School of Business and Economics, Department of Marketing.
2022 (English)Independent thesis Basic level (degree of Bachelor), 10 credits / 15 HE creditsStudent thesis
Abstract [en]

The conditions in the international business market changed rapidly andunexpectedly when Covid-19 evolved into a pandemic in March of 2020. As a result of this, businesses had to adapt their operations to the new circumstances. The new circumstances implied, among other things, not being able to meet B2B customers in person. Before the pandemic, meeting customers in person was the usual way of building trust in business relationships. This is especially true for companies in the high-end segment as their customers value trust in their suppliers in their purchasing decisions. Therefore, this thesis investigates how high-end companies' trust and relationships have been affected by the pandemic. It also examined which factors have been crucial for high-end businesses when managing relationships and trust.

A qualitative method has been utilized as a foundation for this thesis. Theoretical data were collected by reviewing several studies related to the topic. Empirical data was gathered through semi-structured interviews with seven case companies. With the gathered data as a foundation, three themes were formed: B2B relationships, trust, and crisis. The themes are reoccurring throughout the thesis to provide the reader with a red thread. The themes are continuously related to high-end sales. The data has been analyzed to investigate the relationships between the themes. This thesis concludes that Covid-19 positively has impacted high-end companies' trust and relationships. Crucial factors for managing trust and relationships during Covid-19 have proven to be mutual understanding, local presence on the international market, transparency, and flexibility.

Place, publisher, year, edition, pages
2022. , p. 88
Keywords [en]
Business-to-Business Relationships, B2B, Trust, Trust Building, Covid-19, Crisis, High-End Selling, High-Quality Products
National Category
Business Administration
Identifiers
URN: urn:nbn:se:lnu:diva-114910OAI: oai:DiVA.org:lnu-114910DiVA, id: diva2:1678723
External cooperation
Norden Machinery AB; Nordic United Coatings AB; Hydro Extrusion Sweden AB; Epiroc Sweden AB; Xylem Water Solution Sweden AB; Amokabel AB; Roxtec Sweden AB
Subject / course
Business Administration - Other
Educational program
International Business Programme, 180 credits
Supervisors
Examiners
Available from: 2022-06-30 Created: 2022-06-29 Last updated: 2022-06-30Bibliographically approved

Open Access in DiVA

fulltext(3992 kB)138 downloads
File information
File name FULLTEXT01.pdfFile size 3992 kBChecksum SHA-512
5346955a7e440703eca2a1a0b4d9e07224ee2b2530097f7694a344a669c1c5c9c54cead123b39d0b873cfd55835b56423ec038723a4ec7ea65cda4b89b11c457
Type fulltextMimetype application/pdf

Search in DiVA

By author/editor
Lundqvist, LinnStrandberg, MoaLjungman, Tyra
By organisation
Department of Marketing
Business Administration

Search outside of DiVA

GoogleGoogle Scholar
Total: 138 downloads
The number of downloads is the sum of all downloads of full texts. It may include eg previous versions that are now no longer available

urn-nbn

Altmetric score

urn-nbn
Total: 598 hits
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf