Search for dissertations about: "Industrial selling"

Showing result 1 - 5 of 28 swedish dissertations containing the words Industrial selling.

  1. 1. Industrial selling case studies of Swedish manufacturing small and medium sized enterprises

    University dissertation from Luleå : Luleå tekniska universitet

    Author : Lars Bäckström; Luleå tekniska universitet.; [2002]
    Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Industriell marknadsföring; Industrial Marketing;

    Abstract : The research problem in this thesis has been formulated as: How can industrial selling performed by Swedish manufacturing small and medium-sized enterprises in the different selling situations be characterized? The research problem has been further developed in forms of three research questions dealing with selling activities, individuals involved in selling, and selling processes in the different selling situations. The selling situations included are; new selling task, modified selling task and routine selling task. READ MORE

  2. 2. Business Manoeuvring A Grounded Theory of Complex Selling Processes

    University dissertation from Stockholm : Economic Research Institute, Stockholm School of Economics (EFI)

    Author : Lars-Johan Åge; Högskolan i Gävle.; [2009]
    Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Industrial selling; Selling process; Grounded theory; Selling; Business process;

    Abstract : .... READ MORE

  3. 3. Industrial marketing communication A (r)evolutionary journey from marketplace to marketspace

    University dissertation from Luleå : Luleå tekniska universitet

    Author : Tim Foster; Luleå tekniska universitet.; [2006]
    Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Industriell marknadsföring; Industrial Marketing;

    Abstract : This thesis looks back over a ca 10-year period, 1994 - 2005, on the use of marketing communication tools in industrial markets. The year 1994 is significant in two ways: First, it was the year I was hired as a doctoral student at Luleå University of Technology in Sweden. READ MORE

  4. 4. Personal selling and relationships a review and explorative essay

    University dissertation from Luleå : Luleå tekniska universitet

    Author : Lars Bäckström; Luleå tekniska universitet.; [2008]
    Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Industriell marknadsföring; Industrial Marketing;

    Abstract : 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). READ MORE

  5. 5. Chemo-enzymatic cascades for the synthesis of chiral high-value chemicals

    University dissertation from KTH Royal Institute of Technology

    Author : Lisa Marx; KTH.; [2019]
    Keywords : TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY;

    Abstract : Chiral amines are frequent in today´s top selling pharmaceuticals. Classical organic synthesis of pharmaceuticals is often work intensive involving many synthesis steps, the use of protection group chemistry, heavy metal catalysts and chiral crystallization techniques. READ MORE