Search for dissertations about: "sales organisation"

Showing result 1 - 5 of 15 swedish dissertations containing the words sales organisation.

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. 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

5. 3. Realizing a fast growth strategy - A case study of the evolution of management control systems in a fast growing firm

   Author : Kent Thorén; KTH; []
   Keywords : Management Control; Entrepreneurship; Accounting; Business; Organization; Growth; Change;

   Abstract : Growth has received considerable interest from researchersduring the past two decades. Some of this research focuses onorganizational issues as firms grow, proposing that thisprocess involves considerable formalization of structures,pro-cedures and systems. READ MORE

6. 4. The Pursuit of Relevance : Studies on the Relationships between Accounting and Users

   Author : Johan Graaf; Matti Skoog; Roland Almqvist; John Holland; Stockholms universitet; []
   Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Accounting; Information; Relevance; Financial analysis; Social and Institutional Practice; Capital Markets; Sell-side; Analyst; Broker; Equity sales; Investment recommendations; företagsekonomi; Business Administration;

   Abstract : Relevance has become one of the key priorities for accounting policy, and implies that accounting should have an impact on the economic decision-making of accounting users. Despite the increased importance given to users, however, little is known concerning the properties of such relevance in practice. READ MORE

7. 5. Industrial Phantasmagoria : Subcultural Interactive Cinema Meets Mass-Cultural Media of Simulation

   Author : Mikolaj Dymek; Mats Engwall; Claes Gustafsson; Alf Rehn; Saara Taalas; KTH; []
   Keywords : TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; video game industry; computer game industry; video games; computer games; cultural industries; media industries; cultural economy; game studies; literary theory; ludology; narratology; interactive cinema; simulational media; ergodic literature; cybertext; interactive narrative; business studies; industrial economy; hardcore gaming; casual gaming; subcultural industries; Industrial engineering and economy; Industriell teknik och ekonomi;

   Abstract : The video game industry has in three decades gone from a garage hobby to a global multi-billion euro media industry that challenges the significantly older and established cultural industries. After decades of explosive growth the industry surprisingly finds itself in a crisis – in terms of sales, future trajectories and creative paradigms. READ MORE