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Showing result 1 - 5 of 278 swedish dissertations matching the above criteria.

  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. 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 : 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

  6. 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 : 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

  7. 5. Towards enhanced sales and operations planning : Using machine learning for decision support in an engineer-to-order context

    Author : Nils-Erik Ohlson; Jenny Bäckstrand; Maria Riveiro; Hafez Shurrab; Jönköping University; []
    Keywords : TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; Engineer-to-order; tactical planning; sales and operations planning; machine learning; trust; konstruktion mot order; taktisk planering; sälj- och verksamhetsplanering; maskininlärning; tillit;

    Abstract : All companies deal with tactical planning questions and decisions, for example balance demand and supply, to be able to create an acceptable delivery ability without too much inventory or resources/capacities. For that, some companies use Sales and Operations Planning (S&OP) as their tactical planning process. READ MORE