Search for dissertations about: "key account management"

Showing result 1 - 5 of 66 swedish dissertations containing the words key account management.

2. 1. Management of Sustainability in Construction Works

   Author : Urban Persson; Byggproduktion; []
   Keywords : TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; construction works; assessment model; sustainability; Management;

   Abstract : The present global environmental condition is a consequence of the increasing consumption of natural resources whose depletion exceeds what is physically possible to sustain in the long term. The construction sector is a considerable contributor to this resource depletion and sustainability is adopted in the form of the theory of ecological modernization. READ MORE

4. 2. Strategic Management of Customer Relationships-A Network Perspective on Key Account Management

   Author : Robert Spencer; Lars Hallen; Ivan Snehota; Renato Fiocca; Uppsala universitet; []
   Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Business studies; Key Account; Strategic Customer Management; Network; Relationship management; Industrial marketing; Företagsekonomi; Business studies; Företagsekonomi;

   Abstract : This thesis deals with the key account management theme. The traditional view of key account management takes its roots in company practice and considers key customer accounts to be large complex customers with high financial returns - hence the notion of key - for the supplier firm. READ MORE

5. 3. 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

6. 4. Decarbonization of construction supply chains - Achieving net-zero carbon emissions in the supply chains linked to the construction of buildings and transport infrastructure

   Author : Ida Karlsson; Chalmers tekniska högskola; []
   Keywords : TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; Embodied carbon; Buildings; Emissions reduction; Transport infrastructure; Scenario analysis; Low carbon technology; Carbon abatement; Decarbonization; Construction; Supply chain; Carbon mitigation;

   Abstract : Sweden has committed to reducing greenhouse gas (GHG) emissions to a net-zero level by Year 2045. In Sweden, about 20% of its annual CO2 emissions are from the manufacture, transport and processing of materials for both the construction and refurbishment of buildings and transport infrastructure. READ MORE

7. 5. Box paradox : how key account management contributes to Business model innovation

   Author : Ebba Laurin; Handelshögskolan i Stockholm; []
   Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES;

   Abstract : Key Account Management is the way a firm handles its largest and most important customers. Significant resources are dedicated to accomplish both short-term sales objectives and strategic long-term goals. KAM is increasingly strategic, not least because the sales and selling activities are becoming digitalized and automatized. READ MORE