New sse dissertation
Ebba Laurin - Box Paradox : How Key Account Management Contributes to Business Model Innovation
"This dissertation presents in-depth case studies in the fields of military training, editorial outsourcing, and large events. It conceptualizes KAM principles and examines the strategic contribution of KAM to business model innovation. The findings show that customer co-created proof of concept projects and processes of trial and error may be used to test emerging business model innovations."
The author, Ebba Laurin, is a teacher at Stockholm School of Economics and a researcher at SSE Institute for Research. She has previously been an executive at Ericsson and a consultant for over 10 years. She advices entrepreneurs, executives and management teams on strategic customer relationship and sales, leadership, innovation and organizational development.
Box Paradox - How Key Account Management Contributes to Business Model Innovation