Search for dissertations about: "Customer buying process"

Showing result 1 - 5 of 10 swedish dissertations containing the words Customer buying process.

  2. 1. Buying behavior and long-term relationships in the metal mining industry : case studies of capital equipment buying

    Author : Cristina Sales Baptista; Luleå tekniska universitet; []
    Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Industriell marknadsföring; Industrial Marketing;

    Abstract : This thesis deals with industrial buying behavior and long-term relationships in the metal mining industry. The mining environment is increasingly competitive as a result of globalization, deregulation and privatization, technological improvements, and eco-sensitivity. READ MORE

  4. 2. Brand building in the business-to-business context : The brand equity perspective

    Author : Galina Biedenbach; Maria Bengtsson; Peter Hultén; Joakim Wincent; George Christodoulides; Umeå universitet; []
    Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Brand building; brand equity; brand management; business-to-business; customer experience; organizational buying behavior; professional services; rapport; role behavior; företagsekonomi; Business Studies;

    Abstract : The main purpose of this doctoral dissertation is to investigate factors affecting B2B brand building by applying the brand equity perspective in the professional services context. Three peer-reviewed and published articles and one book chapter examine different aspects related to the enhancement of brand equity and brand building in the B2B context. READ MORE

  5. 3. Customer value in parcel lockers. An initial qualitative investigation

    Author : Yulia Vakulenko; Förpackningslogistik; []
    Keywords : TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY;

    Abstract : If you live in Sweden (and I guess you do), there is a two in three chance that youhave shopped online at least once in the last month. You may also know that inSweden on average, each of us spends over 3000 SEK per month buying goods andservices online. READ MORE

  6. 4. Materials Supply and Production Outsourcing

    Author : Anna M K Fredriksson; Chalmers tekniska högskola; []
    Keywords : TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; supply chain uncertainty; outsourcing; outsourcing process; materials planning; materials supply; supply chain performance;

    Abstract : Supplier and customer markets have become more global and have forced companies to consider restructuring their supply chains to take advantage of opportunities in terms of costs, competence, etc. at different locations. One way to take advantage of opportunities in other locations is to outsource parts of the production to suppliers. READ MORE

  7. 5. 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