Search for dissertations about: "functional sales"

Showing result 1 - 5 of 22 swedish dissertations containing the words functional sales.

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. 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

5. 3. Functional product development : an explorative view

   Author : Åsa Ericson; Luleå tekniska universitet; []
   Keywords : TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; Funktionella produkter; Functional Product Development; Computer Aided Design; Datorstödd maskinkonstruktion;

   Abstract : Embodied in the concept of functional products is a shift in view for manufacturing companies as providers of physical artefacts to service providers. Furthermore, differentiation by offering added value, increased commitment towards customers, life-cycle commitment for the physical artefact and close collaboration between manufacturing companies are characteristics of the concept of functional products. READ MORE

6. 4. Dynamics of corporate strategy from a value chain perspective : A study of the Swedish telecom and construction industries during the 90’s

   Author : Andes de Paula; Staffan Brege; Øivind Revang; Linköpings universitet; []
   Keywords : TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; telecommunication; construction; modularization; systemization; industry; systems sales; inside-out; outside-in; corporate; SBU; functional; strategy; context of strategy; strategic change; content of strategy; process of strategy; value chain; value constellation; bundling; unbundling; outsourcing; merger and acquisitions; M A; Industrial engineering and economy; Industriell teknik och ekonomi;

   Abstract : Changes in sectors and industries have brought new challenges to corporations as well as been important driving forces for the dynamics in strategy at the corporate level. With the dramatic developments of the 1990’s in mind, such as multilateral free-trade agreements, liberalization, privatization, sharp industry growth/decline, increased competition and globalization, in particular within the telecom and the construction industry, this study contributes to describing and understanding strategic change at the corporate level as well as changes in the division of work within value chains. READ MORE

7. 5. Environmental and developmental perspectives of functional sales

   Author : Gunilla Ölundh; KTH; []
   Keywords : ;

   Abstract : Developing business strategies that create value forcustomers and have the potential to lower environmental impactsis considered to be a key factor for industrialized societiesto lower their environmental impact.The theme of this thesis has been to explore functionalsales from an environmental and developmental perspective. READ MORE