Título: | RELATIONSHIP MARKETING IN THE AVIATION FUELS INDUSTRY: A CASE STUDY OF THE COMPANY GAS AND OIL BUSINESS | ||||||||||||
Autor(es): |
NATALIA PINTO MENDES |
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Colaborador(es): |
PAULO CESAR DE MENDONCA MOTTA - Orientador |
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Catalogação: | 27/NOV/2008 | Língua(s): | PORTUGUESE - BRAZIL |
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Tipo: | TEXT | Subtipo: | SENIOR PROJECT | ||||||||||
Notas: |
[pt] Todos os dados constantes dos documentos são de inteira responsabilidade de seus autores. Os dados utilizados nas descrições dos documentos estão em conformidade com os sistemas da administração da PUC-Rio. [en] All data contained in the documents are the sole responsibility of the authors. The data used in the descriptions of the documents are in conformity with the systems of the administration of PUC-Rio. |
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Referência(s): |
[pt] https://www.maxwell.vrac.puc-rio.br/projetosEspeciais/TFCs/consultas/conteudo.php?strSecao=resultado&nrSeq=12541@1 [en] https://www.maxwell.vrac.puc-rio.br/projetosEspeciais/TFCs/consultas/conteudo.php?strSecao=resultado&nrSeq=12541@2 |
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DOI: | https://doi.org/10.17771/PUCRio.acad.12541 | ||||||||||||
Resumo: | |||||||||||||
The aviation fuels retail business, more specifically for
general aviation customers, faces strong competition.
Aviation fuels distributors are only distinguished by their
presence in Brazilian airports, by offering of incentive
programs (by the two major competitors in the market), or
by the ground services, which are offered exclusively by
the market leader. Because Gas and Oil Business does not
invest in similar to retain customers, it is left with price
competition, and rarely with choice initiative of some
customers, due to a good relationship that the company has
developed with them. This case study analyses how these
relationships are currently treated by Gas and Oil Business
aviation department, regarding the general aviation
customers, and which relationship practices could be
implemented by the company to gain competitive advantages.
The practice of good relationship strategies could help the
company to both gain new customers and retain the
current ones, and, as a result, increase its sales
frequency and volume.
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