Search for dissertations about: "knowledge management sales"

Showing result 1 - 5 of 23 swedish dissertations containing the words knowledge management sales.

2. 1. Sales coordination : development of customer teams in ABB Sweden

   Author : Jakob Rehme; Linköpings universitet; []
   Keywords : SOCIAL SCIENCES; SAMHÄLLSVETENSKAP;

   Abstract : The purpose of this licentiate thesis is to contribute to the body of knowledge of the development of customer teams for key customers in industrial selling.The study covers issues of why customer teams are formed, the interaction between the team and the customer, as well as the organisation and development of the customer team. READ MORE

4. 2. Sales and operations planning based on a modularized view of supply chains : Supporting process industries and discrete manufacturing industries

   Author : Sayeh Noroozi; Joakim Wikner; Ou Tang; Patrik Jonsson; Linköpings universitet; []
   Keywords : TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; Sales and operations planning; Decoupling point; Performance measure; Process industry; Discrete manufacturing industry;

   Abstract : The purpose of this dissertation is to propose a framework for sales and operations planning (S&OP), which is based on a modularized view of supply chains. The framework should support both process industries and discrete manufacturing industries in their quest for performance. READ MORE

5. 3. Demand-Supply Chain Management

   Author : Per Hilletofth; Högskolan i Skövde; []
   Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; Demand-supply chain management DSCM ; Elements; Benefits; Requirements; Demand chain management DCM ; Supply chain management SCM ; Sweden; Engineering and Technology; Teknik och teknologier; Production Engineering; Human Work Science and Ergonomics; Produktionsteknik; arbetsvetenskap och ergonomi; Teknik;

   Abstract : Purpose: This research aims to enhance the current understanding and knowledge of the demand-supply chain management (DSCM) concept by determining its elements, benefits, and requirements, as well as by analyzing key elements of the concept. Methodology: This research has utilized the case study strategy and the survey strategy, however, the case study strategy dominates. READ MORE

6. 4. Product Costing for Sawmill Business Management

   Author : Mats Johansson; Kaj Rosling; Robert Grubbström; Växjö universitet; []
   Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; joint cost; lumber costing; linear programming; sawmilling; cost allocation; sales management; opportunity cost.; Business and economics; Ekonomi;

   Abstract : Several Swedish sawmill groups have recently developed product-costing systems to possibly compensate for diminishing production knowledge in recently centralized market organizations. The concept of product costs is challenging in sawmilling, since production is of a joint type – each log typically yields many products. READ MORE

7. 5. Growth through Internationalization : A Knowledge Perspective on SMEs

   Author : Lucia Naldi; Erkko Autio; Jönköping University; []
   Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES;

   Abstract : Drawing on Penrose’s theory of the growth of the firm, the international business literature, the literature on the knowledge-based view, organizational learning, and absorptive capacity, this dissertation addresses four research questions: 1) What are the effects of downstream international activities (sales and marketing completed abroad) and upstream international activities (purchasing, production, and R&D completed abroad) on the acquisition of market knowledge and technological knowledge? 2) What is the role of prior knowledge in these relationships? 3) What are the effects of the newly acquired knowledge on different growth outcomes? 4) What is the role of processes of knowledge transformation and exploitation in these relationships?Addressing these issues has practical relevance for the development of small and medium-sized enterprises (SMEs). On the one hand, international expansion might provide small and medium-sized firms with additional knowledge, enriching their limited resource base. READ MORE