Sökning: "sales organisation"

Visar resultat 1 - 5 av 18 avhandlingar innehållade orden sales organisation.

  1. 1. 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

  3. 2. Sales coordination : development of customer teams in ABB Sweden

    Författare :Jakob Rehme; Linköpings universitet; []
    Nyckelord :SOCIAL SCIENCES; SAMHÄLLSVETENSKAP;

    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

  4. 3. Organisering för strategisk CRM : Lärande om kundrelationer i en B2B-organisation

    Författare :Philip Roth; Sofia Isberg; Jessica Eriksson; Markus Fellesson; Umeå universitet; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Customer Relationship Management; CRM; B2B-relationships; Relationship Dynamics; Learning about customer relationships; företagsekonomi; Business Studies;

    Sammanfattning : In marketing research, customer relationship management (CRM) is often described as a strategy for collecting customer information through an IT- infrastructure in order to manage customer relationships (e.g. Boulding et al 2005; Keramati et al 2010; Nguyen and Mutum 2012). LÄS MER

  5. 4. Realizing a fast growth strategy - A case study of the evolution of management control systems in a fast growing firm

    Författare :Kent Thorén; KTH; []
    Nyckelord :Management Control; Entrepreneurship; Accounting; Business; Organization; Growth; Change;

    Sammanfattning : Growth has received considerable interest from researchersduring the past two decades. Some of this research focuses onorganizational issues as firms grow, proposing that thisprocess involves considerable formalization of structures,pro-cedures and systems. LÄS MER

  7. 5. Ny situation - ny organisation : Gatutidningen Situation Sthlm 1995-2000

    Författare :Jan Magnusson; Socialhögskolan; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; resource dependence; mimicry; homelessness; social change; resource mobilization; voluntary sector; NGO; adaptive forms; help-to-self-help; new organizations; neocorporatism; institutional isomorphism; emulation; street paper; Social problems and welfare; national insurance; Sociala problem; social välfärd; socialförsäkring;

    Sammanfattning : New organizations emerge in times of social change. Their survival depends on their ability to mobilize resources in an environment defined by an old order, and thus they must adapt to it. LÄS MER