Sökning: "Jakob Rehme"
Visar resultat 1 - 5 av 13 avhandlingar innehållade orden Jakob Rehme.
Sammanfattning : The purpose of this licentiate thesis is to contribute to the body of knowledge of the development of customer teams for key customers in industrial selling.The study covers issues of why customer teams are formed, the interaction between the team and the customer, as well as the organisation and development of the customer team. LÄS MER
2. Sales coordination in multinational corporations : development and management of key account programmes
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
Sammanfattning : The purpose of this thesis is to describe and analyse purchasing strategies and their interdependence with the production process and supplier relationships in industrialized housing. The thesis is a multiple case study of four Swedish industrialized timber-housing manufacturers. LÄS MER
4. Proactive Range Management : A Timber Supplier’s Efforts to Influence the Product Assortment of Builders’ Merchants
Sammanfattning : Different builders’ merchants demand a variety of products, and no effort has yet been made to coordinate these demands. Therefore, suppliers of timber to builders’ merchants are facing a problem in terms of requirements for a product range that is too extensive. LÄS MER
5. Supplier Integration in Category Management : A case study of the situational impact on relationship performance and interdependence
Sammanfattning : Supplier integration in category management means that a supplier takes part in the activities that are traditionally performed by retailers. These activities are the selection of which products to sell, decisions on how to price and market the products, and making sure that the products are delivered to the stores in a timely manner. LÄS MER