Search for dissertations about: "buyer seller relationships"
Showing result 1 - 5 of 8 swedish dissertations containing the words buyer seller relationships.
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1. The purchasing of technical consultancy services : a case study of buyer-seller relationships
Abstract : This thesis focuses on how a corporation's purchasing of technical consultancy services can be described. The research problem is formulated in the light of the changing role of marketing and the shift from a transactional to a more relational approach. READ MORE
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2. State industrial buying behavior within a socio-cultural context : a case study of buyer-seller relationships between Sweden and Tunisia
Abstract : .... READ MORE
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3. Sales coordination in multinational corporations : development and management of key account programmes
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
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4. Supplier Value in B2B E-Business - A Case Study in the Corrugated Packaging Industry
Abstract : In the business-to-business (B2B) setting much attention has been given to how e-business tools can be used to assist firms in purchasing. Considering the increasing pressure on suppliers to use B2B e-business, this thesis turns its attention to the supplier situation by taking a closer look at how collaborative uses of B2B e-business are of value to suppliers. READ MORE
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5. Transport Efficiency: Analysing the Transport Service Triad
Abstract : This thesis deals with transport services and transport efficiency. There are growing environmental concerns for many industries and the freight transport industry in particular faces challenges in reducing its CO2 emissions. READ MORE