Developing relations on b2b markets : the case of Rolls-Royce Marine as expanding operations on the Russian maritime market

Abstract

This thesis is presented as a requirement for completion of the Master’s program in Marketing and Brand Management at the Norwegian School of Economics. The study features a list of suggestions for Rolls-Royce Marine AS for developing relations and designing its offerings as part of its possible market entry to the Russian maritime market. The interest in the topic emerged through a close cooperation with the company, where one of the authors was employed as a summer employee and grew to understand the market challenges from the inside. Given the authors’ Russian background combined with the attractiveness of the Russian market for RRM, it was decided to work on this topic. The authors would like to express their appreciation for the people in the company that gave their time for interviewing and therefore permitted the better practical quality of the research. The authors are also grateful to Professor Aksel I. Rokkan for helpful guidance and critical and valuable comments on earlier versions of this paper.