Search for dissertations about: "sales"

Showing result 6 - 10 of 278 swedish dissertations containing the word sales.

  2. 6. 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

  4. 7. Making B2B Sales Interactions Valuable - A Social and Symbolic Perspective

    Author : Lena Hohenschwert; Institutet för Ekonomisk forskning; []
    Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Value Creation; B2B Marketing; Sales Interactions; Symbolic Interactionism; Selling;

    Abstract : Salespeople’s work has always been regarded a crucial contributor to businesses’ value creation by researchers and practitioners alike. As tangible products are not at the core of interactions between salesperson and customer in the context of services-based or non-standardized markets, sales’ role is assigned greater influence in the understanding, creating and delivering of customer value. READ MORE

  5. 8. Business Intelligence through a sociomaterial lens : The imbrication of people and technology in a sales process

    Author : Tobias Christian Fischer; Einar Iveroth; Jan Lindvall; Mathias Cöster; Christina Keller; Uppsala universitet; []
    Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; big data; business intelligence; business intelligence systems; data analytics; digital transformation; imbrication; sales process; sociomateriality; sociomaterial imbrication model; work shadowing;

    Abstract : Digitalization and digital devices are on the rise, and as a result, many new products and services have been developed, which has led to greater interaction between people and technology. This thesis explores the interaction between people and technology by looking at the daily use of a business intelligence (BI) system in an automotive company’s sales process, where sellers use the system to analyze, report, and measure sales performance. READ MORE

  6. 9. Business Basics : A Grounded Theory for Managing Ethical Behavior in Sales Organizations

    Author : Benny Berggren Newton; Lars-Johan Åge; Aihie Osarenkhoe; Erik A. Borg; Jens Hultman; Södertörns högskola; []
    Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Management; Ethical Behavior; Business Basics; Sales Organizations; Grounded Theory; Management; Etiskt beteende; Business Basics; Säljande organisationer; Grundad Teori; Politics; Economy and the Organization of Society; Politik; ekonomi och samhällets organisering;

    Abstract : Background: Managing co-workers’ ethical behavior in sales organizations is a complex social process. To start, sales organizations incorporate several actors to manage, often simultaneously, all with their own agendas. READ MORE

  7. 10. Open book accounting and resource interdependencies : The case of capital equipment sales

    Author : Christoph Schneider; Handelshögskolan i Stockholm; []
    Keywords : SAMHÄLLSVETENSKAP; SOCIAL SCIENCES;

    Abstract : Over the past few decades, firms have arguably become more dependent on each other. On average, purchased products and services account for more than 50 % of the total cost of large firms. In addition, they have become more complex, requiring closer co-operations between buyers and suppliers. READ MORE