Search for dissertations about: "marketing proposal"
Showing result 1 - 5 of 6 swedish dissertations containing the words marketing proposal.
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1. Industriell försäljning : fallstudier av personlig försäljning till strategiska kunder
Abstract : The traditional approach to selling was developed in a consumer context. Traditionally, selling has been about identifying prospects, making persuasive presentations and closing the deal. In this study it is argued that industrial selling is something quite different. Industrial selling takes place within long-term relationships. READ MORE
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2. Industrial buying behavior of large Swedish firms : case studies of the purchase of educational services
Abstract : The lack of studies focusing on industrial buying behavior in the purchase of professional services, coupled with the increased corporate need of investing in employee training and education, created the foundation for the research problem of this thesis: How can the buying behavior of large Swedish firms be characterized when they purchase educational services in the area of sales and marketing? Based on this research problem, five research questions were developed. A frame of reference describing industrial buying behavior in the purchase of professional services was then created, based on the literature review. READ MORE
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3. Strategic Management of Customer Relationships-A Network Perspective on Key Account Management
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
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4. From health to e-health : understanding citizens' acceptance of online health care
Abstract : In light of the challenges arising from an ageing population and runaway health-care costs, e-health offers tremendous opportunities for public and private health-care providers worldwide to optimize service delivery and enhance the quality of care being provided to patients. Even though the potential of e-health is acknowledged in academia as well as among practitioners, its application has proven to be remarkably difficult. READ MORE
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5. Public Procurement and the Development of the Swedish Telecommunications Market
Abstract : This thesis describes and analyses public procurement and its processes in general against the framework of industrial marketing and purchasing. In particular, it focuses on the public procurement of telecommunications (“telecom”) and its effects on the de-monopolization and development of the Swedish telecom market based on empirical material from three case studies, interviews and publicly available written sources. READ MORE
