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Visar resultat 1 - 5 av 55 avhandlingar som matchar ovanstående sökkriterier.

  1. 1. Framgång i säljande - om värdeskapande i säljar- och köparinteraktionen på industriella marknader

    Författare :Catharina Norén; Företagsekonomiska institutionen; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; byuer; interaction; Seller; value creation; success; industrial marketing; Social sciences; Samhällsvetenskaper; Industriell ekonomi; Commercial and industrial economics;

    Sammanfattning : The research focus in this dissertation has been on success in selling as created in the seller and buyer interaction on and between macro-, meso- and micro levels. Success seen as a value has consequences for the exchange process, since it affects the actor's action in the seller and buyer interaction on different levels in companies. LÄS MER

  3. 2. Intern handel : Köpar/säljarrelationer inom stora företag

    Författare :Christina Hultbom; Uppsala universitet; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Business Studies; Företagsekonomi;

    Sammanfattning : .... LÄS MER

  4. 3. The purchasing of technical consultancy services : a case study of buyer-seller relationships

    Författare :Peter Lageson; Luleå tekniska universitet; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Industriell marknadsföring; Industrial Marketing;

    Sammanfattning : This thesis focuses on how a corporation's purchasing of technical consultancy services can be described. The research problem is formulated in the light of the changing role of marketing and the shift from a transactional to a more relational approach. LÄS MER

  5. 4. State industrial buying behavior within a socio-cultural context : a case study of buyer-seller relationships between Sweden and Tunisia

    Författare :Ali Ben Abdallah; Stockholms universitet; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Inköpsorganisation; Tunisien;

    Sammanfattning : .... LÄS MER

  7. 5. Sales coordination in multinational corporations : development and management of key account programmes

    Författare :Jakob Rehme; Linköpings universitet; []
    Nyckelord :sales organisation; sales coordination; buyer seller relationships; key account management; sales teams; marketing organisation; sales process; multinational; multiproduct; försäljningsorganisation; marknadsföring; kundbearbetning; relationsmarknadsföring; SOCIAL SCIENCES; SAMHÄLLSVETENSKAP;

    Sammanfattning : The purpose of the dissertation is to describe and analyse the orgamsmg of sales and marketing in large scale and complex organisations and particularly how key account management programmes are developed, organised and managed.This means that the focus is on the development context in which the sales organisation operates, how key account management (KAM) programmes are organised, the coordination they contribute to, and how the KAM programmes are designed to manage the dyadic seller-buyer relationships. LÄS MER