Search for dissertations about: "key account"

Showing result 1 - 5 of 354 swedish dissertations containing the words key account.

  2. 1. Sales coordination in multinational corporations : development and management of key account programmes

    Author : Jakob Rehme; Linköpings universitet; []
    Keywords : 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;

    Abstract : 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. READ MORE

  4. 2. Strategic Management of Customer Relationships-A Network Perspective on Key Account Management

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

    Abstract : 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. READ MORE

  5. 3. Box paradox : how key account management contributes to Business model innovation

    Author : Ebba Laurin; Handelshögskolan i Stockholm; []
    Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES;

    Abstract : Key Account Management is the way a firm handles its largest and most important customers. Significant resources are dedicated to accomplish both short-term sales objectives and strategic long-term goals. KAM is increasingly strategic, not least because the sales and selling activities are becoming digitalized and automatized. READ MORE

  6. 4. The Bureaucracy of Social Media - An Empirical Account in Organizations

    Author : Osama Mansour; Anita Mirijamdotter; Ulrike Schultze; Linnéuniversitetet; []
    Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; NATURVETENSKAP; NATURAL SCIENCES; Wikis; Social Media; Structure; Organization; Immiscibility; Practice; Informatik; Information Systems; Library and Information Science;

    Abstract : This thesis examines organizational use of social media. It focuses on developing an understanding of the ways by which social media are used within formal organizational settings. READ MORE

  7. 5. Key Data for the Reference and Relative Dosimetry of Radiotherapy and Diagnostic and Interventional Radiology Beams

    Author : Hamza Benmakhlouf; Pedro Andreo; Klemens Zink; Stockholms universitet; []
    Keywords : NATURVETENSKAP; NATURAL SCIENCES; Backscatter factors; Diagnostic radiology dosimetry; Mass energy-absorption coefficients; Monte Carlo; Output correction factors; Radiotherapy dosimetry; Reference dosimetry; Relative dosimetry; Small photon fields; Medical Radiation Physics; medicinsk strålningsfysik;

    Abstract : Accurate dosimetry is a fundamental requirement for the safe and efficient use of radiation in medical applications. International Codes of Practice, such as IAEA TRS-398 (2000) for radiotherapy beams and IAEA TRS-457 (2007) for diagnostic radiology beams, provide the necessary formulation for reference and relative dosimetry and the data required for their implementation. READ MORE