Search for dissertations about: "Industrial selling"

Showing result 1 - 5 of 30 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; [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; Björn Axelsson; [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; [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; [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. Pricing value and selling value : A view on individuals within organizations

    University dissertation from Linköping : Linköping University Electronic Press

    Author : Mario Kienzler; Christian Kowalkowski; Daniel Kindström; Risto Rajala; [2016]
    Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY;

    Abstract : 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. READ MORE