Search for dissertations about: "sales"

Showing result 1 - 5 of 251 swedish dissertations containing the word sales.

  1. 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

  2. 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

  3. 3. 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 : SOCIAL SCIENCES; SAMHÄLLSVETENSKAP; 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

  4. 4. From Illusiveness to Genuineness : Routines, Trading Zones, Tools and Emotions in Sales Work

    Author : Dariusz Osowski; Jan Lindvall; Leon Caesarius; Alf Westelius; Uppsala universitet; []
    Keywords : SOCIAL SCIENCES; SAMHÄLLSVETENSKAP; SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Standardization; stability; flexibility; change; work; process; sales; salespeople; information and communication technology; organizational routines; trading zones; tools; emotions; Business Studies; Företagsekonomi;

    Abstract : Alongside the growing accessibility of information technologies organizations make attempts to structure work even in the areas that have been traditionally perceived as difficult to structure. The rationale is to increase the efficiency of work in the areas that are difficult to manage and where profitability can be questionable. READ MORE

  5. 5. Deal of the day : an assessment of a new form of sales promotion

    Author : Edward Boon; Esmail Salehi-Sangari; J. Schau Hope; KTH; []
    Keywords : deal of the day; marketing; sales promotion; consumer segmentation; purchase behavior;

    Abstract : Deal of the day is a new business model that has been adopted by thousands of companies worldwide. For marketers and consumers, deal of the day is a form of sales promotion in which an intermediary manages a list of subscribers, and allows merchants access to promote their offerings at a discount, in exchange for a commission. READ MORE