Search for dissertations about: "marketing management dissertations"

Showing result 1 - 5 of 14 swedish dissertations containing the words marketing management dissertations.

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. The role of the entrepreneur in the international new venture – opening the black box

   Author : Navid Ghannad; Svante Andersson; Karin Jonnergård; Per Servais; Högskolan i Halmstad; []
   Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; International New Venture INV ; entrepreneur; international entrepreneurship; internationalization process; psychic distance; innovation; sense-making; opportunity recognition; opportunity exploitation; childhood experience; mental model; small and medium-sized enterprises SME ;

   Abstract : Despite significant research output in recent decades on international new ventures (INVs),little attention has been paid to understanding the processes and conditions under whichthe entrepreneur identifies and exploits an opportunity and subsequently creates valuewithin the firm. As a result, the dynamics involved in the role of the entrepreneur during theestablishment and internationalization of INVs remain in a black box. READ MORE

5. 3. Industrial buying behavior in the Middle East : a cross national study

   Author : Hossein Dadfar; Linköpings universitet; []
   Keywords : Industrial buying behavior; purchasing process for industrial capital goods; decision making; implementation; dimensions of buying behavior negotiation behavior; consulting marketing; Middle Eastern socio-cultural characteristics; tribalism; Islam; westernization; Iran; Syria; the United Arab Emirates; SOCIAL SCIENCES; SAMHÄLLSVETENSKAP;

   Abstract : This study tackles industrial buying behavior in a socio-cultural context. The main purpose is to explore the influence of socio-cultural forces on industrial buying behavior in the Middle Eastern selected countries: Iran, Syria and the United Arab Emirates. READ MORE

6. 4. Engineered temporary networks : Effects of control and temporality on inter-organizational interaction

   Author : Carl Kronlid; Enrico Baraldi; Francesco Ciabuschi; Frida Lind; Uppsala universitet; []
   Keywords : Inter-organizational networks; inter-organizational interaction; network management; control; temporality; temporary networks; Engineering Science with specialization in industrial engineering and management; Teknisk fysik med inriktning mot industriell teknik;

   Abstract : The world is facing a growing threat of antibiotic resistance. The development of new antibiotics is of utmost importance; otherwise, we go back to the pre-antibiotic era where common infections become life-threatening. Despite this need for new antibiotics, a market failure is hampering its development. READ MORE

7. 5. A Business Ecology Perspective on Community-Driven Open Source : The Case of the Free and Open Source Content Management System Joomla

   Author : Markus Radits; Alf Westelius; Nils-Göran Olve; Carl-Johan Petri; Anna Öhrwall Rönnbäck; Linköpings universitet; []
   Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; SAMHÄLLSVETENSKAP; SOCIAL SCIENCES;

   Abstract : This thesis approaches the phenomenon of open source software (OSS) from a managerial and organisational point of view. In a slightly narrower sense, this thesis studies commercialisation aspects around community-driven open source. READ MORE