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Visar resultat 11 - 15 av 127 avhandlingar som matchar ovanstående sökkriterier.

  1. 11. Personal selling and relationships : a review and explorative essay

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

    Sammanfattning : The overall scope of this doctoral thesis is focusing on selling. The thesis contains two studies; Study A is a synopsis of a licentiate thesis published in 2002, while Study B contains three journal articles. Study A examined industrial selling in Swedish manufacturing small and medium-sized enterprises (SMEs). LÄS MER

  3. 12. Essays in trade financing and trade relationships

    Författare :Parviz Alizada; Göteborgs universitet; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Trade relationships; Trade financing; Information asymmetry;

    Sammanfattning : In this dissertation, I examine the factors affecting trade financing and trade relationships mainly from the perspective of information asymmetry. In particular, I analyze how levels of information asymmetry affect trade financing contracts and how they can be mitigated. LÄS MER

  4. 13. Value creation and loyalty in exchange relationships : a dynamic perspective

    Författare :Claes Gunnarsson; Claes Hultman; Lars Hallén; Jörgen Elbe; Örebro universitet; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Marketing; Industrial marketing; Value creation; Shortfall; Loyalty; Business relationship; Trust; Commitment; Customer satisfaction.; SOCIAL SCIENCES; SAMHÄLLSVETENSKAP; Business studies; Företagsekonomi; Business Studies; Företagsekonomi;

    Sammanfattning : This marketing dissertation focuses on the troublesome aspects of value creation in dynamic business relations including in relation to internal and external customers. The research field points out that relationship-mediated value creation emerges in various forms of organizational arrangements, inter-organizational settings, service systems and networks. LÄS MER

  5. 14. Management accounting as constructing and opposing customer focus : three case studies on management accounting and customer relations

    Författare :Mikael Cäker; Linköpings universitet; []
    Nyckelord :NATURVETENSKAP; NATURAL SCIENCES; SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Computer science; Datavetenskap; Economic Information Systems; Ekonomiska informationssystem; Business and economics; Humanities and Social sciences;

    Sammanfattning : This thesis is on the relation between management accounting and customer focus and relates to discussions about how internal managing processes in organizations are interrelated with interorganizational relations, specifically constructions of customers. Both a normative and a descriptive perspective on the relation are taken within the different parts of the thesis, which consists of a licentiate thesis, three articles and a synthesizing text. LÄS MER

  7. 15. Strategic Management of Customer Relationships-A Network Perspective on Key Account Management

    Författare :Robert Spencer; Lars Hallen; Ivan Snehota; Renato Fiocca; Uppsala universitet; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Business studies; Key Account; Strategic Customer Management; Network; Relationship management; Industrial marketing; Företagsekonomi; Business studies; Företagsekonomi;

    Sammanfattning : This thesis deals with the key account management theme. The traditional view of key account management takes its roots in company practice and considers key customer accounts to be large complex customers with high financial returns - hence the notion of key - for the supplier firm. LÄS MER