Sökning: "salespeople"

Visar resultat 1 - 5 av 8 avhandlingar innehållade ordet salespeople.

  1. 1. From Illusiveness to Genuineness : Routines, Trading Zones, Tools and Emotions in Sales Work

    Författare :Dariusz Osowski; Jan Lindvall; Leon Caesarius; Alf Westelius; Uppsala universitet; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Standardization; stability; flexibility; change; work; process; sales; salespeople; information and communication technology; organizational routines; trading zones; tools; emotions; Business Studies; Företagsekonomi;

    Sammanfattning : Alongside the growing accessibility of information technologies organizations make attempts to structure work even in the areas that have been traditionally perceived as difficult to structure. The rationale is to increase the efficiency of work in the areas that are difficult to manage and where profitability can be questionable. LÄS MER

  3. 2. Diffusion of Battery Electric Vehicles : The Role of Total Cost of Ownership

    Författare :Jens Hagman; Sofia Ritzèn; Johan Jansson; KTH; []
    Nyckelord :Total cost of ownership; electric vehicles; e-taxis; vehicle salespeople; Machine Design; Maskinkonstruktion;

    Sammanfattning : Due to their high efficiency, zero tailpipe emissions and possibilities of using renewable electricity, Battery Electric Vehicles (BEVs) have been proposed as a way to alleviate the negative consequences of transport. However, as with other energy-efficient innovations market uptake or diffusion of BEVs have so far been limited. LÄS MER

  4. 3. 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

  5. 4. Making B2B Sales Interactions Valuable - A Social and Symbolic Perspective

    Författare :Lena Hohenschwert; Institutet för Ekonomisk forskning; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Value Creation; B2B Marketing; Sales Interactions; Symbolic Interactionism; Selling;

    Sammanfattning : Salespeople’s work has always been regarded a crucial contributor to businesses’ value creation by researchers and practitioners alike. As tangible products are not at the core of interactions between salesperson and customer in the context of services-based or non-standardized markets, sales’ role is assigned greater influence in the understanding, creating and delivering of customer value. LÄS MER

  7. 5. Pricing value and selling value : A view on individuals within organizations

    Författare :Mario Kienzler; Christian Kowalkowski; Daniel Kindström; Risto Rajala; Linköpings universitet; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY;

    Sammanfattning : At the heart of long-term success lies firms’ ability to provide customers with products and services that enable customer value creation and firms’ ability to capture value in the form of profits. To this effect, managers and salespeople have an impact on a firm’s value creation and value capture ability through their pricing and selling behavior and decisions. LÄS MER