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Tesi sul tema "B2B technology"

Autore: Grafiati

Pubblicato: 4 giugno 2021

Ultima modifica: 19 febbraio 2022

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1

Narravula, Tharunidhar 1961. "B2B strategy for network operations." Thesis, Massachusetts Institute of Technology, 2000. http://hdl.handle.net/1721.1/9221.

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Thesis (S.M.M.O.T.)--Massachusetts Institute of Technology, Sloan School of Management, Management of Technology Program, 2000.<br>Also available online at the DSpace at MIT website.<br>Includes bibliographical references (leaves 71-72).<br>The telecommunications industry is highly competitive. Many of the players in the Carrier, Commercial and Network Construction Service markets are looking to have financial, personnel, marketing, other resources and other competitive advantages such as B2B Internet services. Increased consolidation and· strategic alliances in the industry, resulting from th

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Gomez, Andres Jorge. "Customer intimacy strategy in B2B technology businesses in Colombia." reponame:Repositório Institucional do FGV, 2015. http://hdl.handle.net/10438/16389.

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Submitted by Daniele Santos (danielesantos.htl@gmail.com) on 2016-04-05T18:31:05Z No. of bitstreams: 1 Jorge.pdf: 3646118 bytes, checksum: 7f404e070608495a4e922e9ba0aa4397 (MD5)<br>Approved for entry into archive by Janete de Oliveira Feitosa (janete.feitosa@fgv.br) on 2016-04-12T20:12:48Z (GMT) No. of bitstreams: 1 Jorge.pdf: 3646118 bytes, checksum: 7f404e070608495a4e922e9ba0aa4397 (MD5)<br>Approved for entry into archive by Maria Almeida (maria.socorro@fgv.br) on 2016-04-16T16:41:27Z (GMT) No. of bitstreams: 1 Jorge.pdf: 3646118 bytes, checksum: 7f404e070608495a4e922e9ba0aa4397 (MD5)<br

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Hasan, Noor 1963. "Application of XML in B2B financial services." Thesis, Massachusetts Institute of Technology, 2000. http://hdl.handle.net/1721.1/9277.

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Thesis (S.M.M.O.T.)--Massachusetts Institute of Technology, Sloan School of Management, Management of Technology Program, 2000.<br>Includes bibliographical references (leaves 100-104).<br>Financial services industry is undergoing tremendous transformation due to regulatory changes and technological developments. The thesis discusses these changes including the advent of internet and how it is impacting the financial services industry. The paper provides a detailed account of XML evolution and its comparison with SGML and HTML. Several organization bodies have been formed over the past few year

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Mizuno, Takayuki 1968. "Analysis of Japan's B2B public e-marketplaces." Thesis, Massachusetts Institute of Technology, 2002. http://hdl.handle.net/1721.1/17534.

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Thesis (S.M.M.O.T.)--Massachusetts Institute of Technology, Sloan School of Management, Management of Technology Program, 2002.<br>Includes bibliographical references (leaves 89-92).<br>Japan's industries have great expectations for the future of B2B public e-marketplaces, but the e-marketplace revolution in Japan is still at an early stage of development, and most have not yet produced satisfactory results. In this thesis, my objectives are to investigate and report on the major issues and challenges that impact the future success of Japan's public e-marketplaces, as well as to identify criti

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Eck, Johanna, and Johansson Sofie. "Social media acceptance in B2B marketing : A study exploring the reasons behind the difference in social media usage between B2B and B2C markets." Thesis, Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:ltu:diva-79891.

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Social media is a fast growing platform when it comes to marketing. It is, however, used to a greater extent by business-to-consumer (B2C) companies than by business-to-business (B2B) companies. Because of this there has been considerably less research done concerning marketing on social media for B2B, compared to B2C. This study explores why social media marketing is less common in B2B than B2C. This was done by conducting eleven one-on-one interviews with people who work at different B2B companies, and who have influence over their respective company’s marketing process. To analyse and eval

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Johansson, Sofie, and Johanna Eck. "Social media acceptance in B2B marketing : A study exploring the reasons behind the difference in social media usage between B2B and B2C markets." Thesis, Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:ltu:diva-79893.

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Social media is a fast growing platform when it comes to marketing. It is, however, used to a greater extent by business-to-consumer (B2C) companies than by business-to-business (B2B) companies. Because of this there has been considerably less research done concerning marketing on social media for B2B, compared to B2C. This study explores why social media marketing is less common in B2B than B2C. This was done by conducting eleven one-on-one interviews with people who work at different B2B companies, and who have influence over their respective company’s marketing process. To analyse and eval

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7

Madosh, Farzana, and Betty Ålander. "An Evaluation of the Marketing Process in B2B and B2C Startups." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-261656.

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Marketing is a key function for all organizations and is seen as essential in order to achieve success when launching a new business. Following from the overwhelming amount of accessible data for companies, there exist an urge to understand what activities to include in the marketing process and how to manage them. Despite the vital role and the urge to further understand marketing, there is a lack of research about marketing in the small entrepreneurial business context that is encountered in startups. In addition, a call for further development of empirical research is identified in the busi

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8

Zhao, Fan, Yu Deng, and Xuan Qin. "Relationship and Network in Online B2B Business." Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-54209.

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Nowadays a new businesses form, online business occurred, which helps companies to improve their working efficiency in managing risks and allocating resources. Relationship and network are essential for understanding online business, which can help firms to reduce costs by outsourcing, and to increase efficiency by sharing information with cooperators. That leads to the purpose of this study, is to investigate how do the relationship and network between firms influence the cooperation of product developing and server operating companies within online business. In order to study this topic, the

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Morina, Albana, and Luna Zeweldi. "B2B Sales : Kriterier för leverantörsval." Thesis, Högskolan i Borås, Akademin för textil, teknik och ekonomi, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:hb:diva-13474.

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Business-to-Business (B2B) beskriver relationen mellan två företag där ett företag säljerprodukter eller tjänster till ett annat företag. I dagens konkurrenshårda marknad gäller det för ett företag att ständigt sträva efter att ligga ett steg före för att öka chansen att överleva. Dessutom kan dagens kunder söka och jämföra det de vill ha med bara ett klick på internet vilket leder till att företag förväntas att ständigt förbättra och utveckla sina produkter för att tillfredsställa sina kunder. Syftet med detta arbete är att ta reda på vad kunderna anser är viktigt vid val av leverantör och om

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Möhring, Monika Maria. "Innovation in a high technology B2B context : exploring networks, processes and management." Thesis, University of Strathclyde, 2013. http://oleg.lib.strath.ac.uk:80/R/?func=dbin-jump-full&object_id=18979.

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In the past few decades, scholars of the Industrial Marketing and Purchasing (IMP) Group have been scrutinising inter-organisational network phenomena. Acknowledging a subjectively held world view of persons, groups and organisations, particular focus has been laid on the perceived relevance and choice of relational enactment of particular ties in these networks for creating a particular value. The IMP tradition has been scrutinising such relational collaborations' pivotal constituents of actors, resources, and activities and empirically covered phenomena of space and time therein. This thesis

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Opanasenko, Mariia. "Customer journey in B2B SaaS business models." Thesis, KTH, Skolan för datavetenskap och kommunikation (CSC), 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-210625.

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In this paper customer journey for B2B SaaS business models was analyzed to study customer experience, customer success and its key performance indicators. The research method is the case study of Supplier Relationship Management SaaS solution provider. In recent years, the research in customer journey management identified the tendency of acknowledge customer journey as a differentiator and a competitive advantage. Customer journey is a complex process that entails structured customer experience/success measurement system. There is no standard approach or method that provides standardized set

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ASTBURY, MARC, and MARIUS LUX. "Foreign Market Entry Strategies: A Study ofBorn Global B2B SME’s." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-223883.

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Farid, Muhammad S. M. Massachusetts Institute of Technology, and Bayu 1969 Hanantasena. "B2B E-commerce : value chain transformation, enablers and barriers, technology, privacy and security." Thesis, Massachusetts Institute of Technology, 2001. http://hdl.handle.net/1721.1/8887.

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Thesis (S.M.M.O.T.)--Massachusetts Institute of Technology, Sloan School of Management, Management of Technology Program, 2001.<br>Includes bibliographical references (leaves 134-141).<br>The Internet is changing the way we do business. Today's conventional wisdom says that in order to survive in the new economy era, companies must transform from and align their old business practices, processes and culture to suit the new business requirements. This thesis examines the dynamics of channel shift from traditional supply chain to on-line e-commerce, in particular the enablers and barriers, as we

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STRÖMBERG, HANNA. "Data driven customer insights in the B2B sales process at high technology scaleups." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-296246.

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When scaling a company it is important to implement customer insights to achieve growth of revenue. Understanding and defining a suitable B2B sales process has also been shown to play an important part in enhancing sales, and traditional processes include multiple steps performed by sales representatives. One step revolves around the presentation of the offered product or service. For sales representatives to present a product or service successfully they must acquire or have deep knowledge of the customer, such as their industry trends and general business. This can be achieved by acquiring c

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Pradi, Adriele, and de Wild Marc Noël. "The Adoption of Sales Innovations in Swedish B2B Companies." Thesis, Umeå universitet, Företagsekonomi, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-123527.

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Sales is an essential department for organizations, it connects the products and services with the customers. The literature highlights that sales has faced a number of changes in the past years, especially with the introduction of new technologies that aim to contribute in the sales process, making it more precise and efficient. However, the previous studies have not yet explored how the companies are innovating in their sales process to adopt the new technologies that have been developed. In this research, we are studying how these elements are connected in real life, bringing a perspective

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16

Strömbäck, Simon. "Utvärdera kundnöjdheten inom B2B : En studie inom sågverksindustrin." Thesis, Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:ltu:diva-69451.

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I dagens konkurrensutsatta samhälle har företag börjat mäta och redovisa vad sina kunder anser om respektive företag. Det är även något som företag inom business-to-business (B2B) gör med hjälp av att investera i och konstruera verktyg för att kunna mäta kundnöjdhet samt applicera insamlad data på den berörda enheten. Det leder till syftet med studien: att identifiera möjliga attribut som påverkar kundnöjdheten i sågverksindustrin. Studien har använt ett Case-företag inom sågverksföretag och dess existerande B2B-kunder för att kunna skapa en bättre uppfattning över de viktiga delar som påverka

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MoÃŒ?bius, Michael. "B2B E commerce : a conceptualisation and an empirical investigation of the effects of Extranet technology." Thesis, Henley Business School, 2002. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.247546.

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Kaddura, Layla, and Karin Olsson. "Sociala Medier som kommunikationskanal för B2B-företag." Thesis, Jönköping University, JTH, Computer and Electrical Engineering, 2010. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-12514.

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<p>The purpose of this thesis is to show what advantages and opportunities social media offer for B2B-companies (business-to-business), and how they can be used for marketing communications.</p><p>We have studied how companies can use social media, for example evolving the organization, developing products/services, staying up-to-date, building relations, creating customer loyalty and engagement, building the company’s identity and image, and affecting the buying decisions. We have also studied how B2B-companies can choose media channels, set goals, and measure the results.</p><p>We have carri

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Jai-On, Nattakan. "Transmedialt berättande som marknadsföringsstrategi i ett B2B-konsultföretag - En fallstudie med design som kompletterande metod." Thesis, Malmö universitet, Fakulteten för teknik och samhälle (TS), 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:mau:diva-20148.

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Följande fallstudie syftar till att undersöka om ett business-to-business (B2B) -konsultföretag kan tillämpa konceptet transmedialt berättande i sina marknadsföringsstrategier. Detta gjordes i form av en design över en potentiell transmedialt berättande-kampanj för B2B-konsultföretaget XDIN. Inför denna studie samlades data med hjälp av kvalitativa telefonintervjuer från två företag, XDIN och ALTEN, som arbetar inom denna specifika bransch. Som en del av designprocessen har ytterligare två intervjuer via mejl genomförts med XDINs respondent, för att få feedback till utvecklingen av designen. D

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Noreña, Adriana Maria 1967. "Best practices in B2B e-commerce : the case of Dell and IBM in the computer hardware industry." Thesis, Massachusetts Institute of Technology, 2000. http://hdl.handle.net/1721.1/9234.

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Thesis (S.M.M.O.T.)--Massachusetts Institute of Technology, Sloan School of Management, Management of Technology Program, 2000.<br>Also available online at the MIT Theses Online homepage <http://thesis.mit.edu>.<br>Includes bibliographical references (leaves 109-112).<br>Research was done on several public sources to identify the 828 practices of two players in the computer hardware industry. As key players in a technology intensive industry, such as computer hardware, yet coming from different starting points, IBM as an incumbent and Dell as an attacker should provide insights in key success

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Björk, Anne-Marie, and Erica Johansson. "Vilka faktorer bör beaktas för att uppnå en bra e-handelssajt för B2B-företag?" Thesis, Högskolan i Borås, Institutionen Handels- och IT-högskolan, 2007. http://urn.kb.se/resolve?urn=urn:nbn:se:hb:diva-18616.

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På IDG:s hemsida (2007) kan man läsa om att användargurun Jakob Nielsen genomfört en omfattande undersökning med fokusgrupper som visar på att B2B-sajter är mycket svårare att använda än konsumentsajter.Detta ledde oss till vårt forskningsområde där vi har valt att studera en e-handelssajt för ett B2B-företag utifrån begreppen handlingsbarhet, användbarhet samt upplevelser. Detta då vi tror att det är viktigt att ta hänsyn till vissa faktorer för att uppnå en bra e-handelssajt. Syftet med denna uppsats är att skapa en förståelse för vilka faktorer som är viktiga för att på så sätt underlätta o

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Naranjo, O. Fabio A. (Fabio Alberto) 1963. "Best practices in B2B e-commerce : the case of AT&T and MCI Worldcom in the telecommunications industry." Thesis, Massachusetts Institute of Technology, 2000. http://hdl.handle.net/1721.1/9224.

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Thesis (S.M.M.O.T.)--Massachusetts Institute of Technology, Sloan School of Management, Management of Technology Program, 2000.<br>Also available online at the MIT Theses Online homepage <http://thesis.mit.edu>.<br>Includes bibliographical references (leaves 85-86).<br>The evolution of the Internet has deep influence on the way businesses are managed. It not only has great impact on the way businesses approach their customers but also on the interface with their trading partners, employees, as well as their internal businesses processes. Today, developing an electronic business implies the tot

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Martinelle, Filip. "Enhancing Brand Equity for B2B SME through Social Media : An exploratory descriptive research." Thesis, Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:ltu:diva-64411.

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Through our smartphones, the access to information is higher than ever before. Social media has revolutionized the communication landscape in how we share information and communicate to each other. Social media has significantly impacted marketing communication, therefore organizations in B2B are exploring and trying to identify ways in how to make a profitable use of social media. Despite this interest, there seems to be insufficient understanding of how to properly manage social media in the B2B context. Furthermore, branding and brand equity through social media communication creates opport

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Gankhuyag, Azjargal, Bingqing Xiang, and Victoria Bonnevie. "Augmented Reality : The current and potential use of augmented reality in B2B." Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-45310.

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In today’s world, we live in a technologically advanced environment where information access is huge and limitless. The advantage to this is that, people are able to create more information, share and communicate with each other instantly on the go regardless of where they are in the world. However on the downside, with endless information, it becomes confusing and difficult to filter which information is right for a person’s need. This goes hand-in-hand for business companies, as it requires strategic processes and tools to identify the information from the market, store and evaluate it into

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Andrén, Jonathan, and Daniel Sjöberg. "Value co-creation through interaction : The how’s and why’s of B2B e-commerce." Thesis, Karlstads universitet, Fakulteten för hälsa, natur- och teknikvetenskap (from 2013), 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:kau:diva-78702.

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Today, manufacturing firms have started using e-commerce to sell their products and services online. The adoption of e-commerce has made it possible to move the interaction that has traditionally been made between a salesperson and customer through telephone or e-mail, towards making transactions online. However, even though e-commerce can help increase revenue or create competitive advantages, it is important for firms to understand the interaction that occurs when value is co-created in ecommerce. It is evident that there are strong drivers, but also challenges that firms need to be aware of

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Owino, Maryanne, and Jason Castillo. "Conveying value in new corporate ventures : The case of Telia Company CDN unit." Thesis, KTH, Entreprenörskap och Innovation, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-188692.

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The transition of businesses to the digital marketplace has presented many opportunities and challenges for e-commerce and ICT services providers. This research was carried out during the ongoing diffusion of a technological innovation, at Telia Company's Content Delivery Network (CDN) unit, in a bid to understand the technology adoption process. The researchers' approachwas to get insights from different stakeholders in the Swedish e-commerce industry and to compare the qualitative research findings with theoretical secondary data and definitions. Six interviews were performed, constituting t

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Castillo, Jason, and Maryanne Owino. "Conveying value in new corporateventures : The case of Telia CompanyCDN unit." Thesis, KTH, Entreprenörskap och Innovation, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-188693.

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The transition of businesses to the digital marketplace has presented many opportunities andchallenges for e-commerce and ICT services providers. This research was carried out during theongoing diffusion of a technological innovation, at Telia Company's Content Delivery Network(CDN) unit, in a bid to understand the technology adoption process. The researchers' approachwas to get insights from different stakeholders in the Swedish e-commerce industry and tocompare the qualitative research findings with theoretical secondary data and definitions. Sixinterviews were performed, constituting the em

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Toutin, Joel. "Artificiell intelligens inom köpprocessen : En studie om att attrahera och behålla B2B-kunder." Thesis, Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:ltu:diva-79290.

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The buying process has become an important outcome for firms to adapt to the changes in B2B buying. With an increased focus on delivering new customer experiences, firms are finding themselves with lots of customer data that needs to be analyzed. Prior literature has found that technology such as artificial intelligence could be the next logical step in marketing for analyzing and managing customer data but sees slow adoption. This study examined how artificial intelligence can be used to attract and retain B2B customers in the buying process. Empirical data was collected as a multiple caste s

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ELANDER, AMAN ERIK, and ALEXANDER NAWRAS SUDDEK. "Managing Organizational Factors in Technology Assimilation for Web-based Business to Business E-Commerce." Thesis, KTH, Industriell ekonomi och organisation (Inst.), 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-236540.

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Introduction: The use of Web-based Business-to-Business E-commerce is increasing, however many companies who previously adopted e-commerce technology have failed to utilize it. Meanwhile, research has mostly focused on quantitative research regarding factors affecting the adoption of e-commerce, leaving a research gap regarding the routinization of the technology. Purpose: The purpose of this study is to provide knowledge regarding the management of the entire web-based business-to-business e-commerce assimilation process from initiation, to adoption and routinization. Method: The study addres

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Lindahl, Elin. "A qualitative examination of lead scoring in B2B marketing automation, with a recommendation for its practice." Thesis, KTH, Skolan för datavetenskap och kommunikation (CSC), 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-213432.

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Digital marketing has become an important part for companies in the process of attracting new customers. The digitalisation has led to substantial changes in the ways consumers and businesses search for information and do their research before making a purchase. A major shift has been observed regarding how digital communication influences the purchasing decision within the B2B sector. The purpose of this research project was to examine lead scoring in the perspective of B2B marketing automation, and to investigate how lead scoring can contribute to a more efficient and effective marketing pro

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Smith, Anita. "Strategies for E-Commerce Adoption in a Travel Agency." ScholarWorks, 2018. https://scholarworks.waldenu.edu/dissertations/5943.

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In 2016, online travel sales increased 8%, resulting in profits increasing to over 565 billion U.S. dollars. Traditional travel agencies in brick-and-mortar storefronts are facing challenges related to competing with online travel agencies (OTAs), attracting new customers, and retaining existing customers. The purpose of this qualitative case study was to explore the e-commerce processes, business models, and strategies that leaders of traditional travel agencies use to compete with OTAs. The study sample consisted of 8 travel professionals from 3 small travel agencies located in the mid-Atlan

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Fjellström, William, and Vladislav Snitko. "Disruptive business model transitioning in B2B : A subscription-based approach for Industry 4.0." Thesis, Luleå tekniska universitet, Institutionen för ekonomi, teknik, konst och samhälle, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:ltu:diva-86199.

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Industry 4.0 has introduced technologies such as machine learning, Internet of Things (IoT), and cloud computing, which has disrupted markets across different industries. These technologies are prime examples of what has come to be known as disruptive innovations. With the advancement of disruptive innovations, organizations are constantly looking for new ways to satisfy customer needs. Therefore, organizations have begun to investigate alternative business models that differ from the conventional way of selling products/services. Within B2C-markets, the rise of subscription-based services has

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Bohling, Timothy R. "Predicting Purchase Timing, Brand Choice and Purchase Amount of Firm Adoption of Radically Innovative Information Technology: A Business to Business Empirical Analysis." Digital Archive @ GSU, 2012. http://digitalarchive.gsu.edu/bus_admin_diss/3.

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Knowing what to sell, when to sell, and to whom to sell is essential buyer behavior insight to allocate scarce marketing resources efficiently and effectively. Applying the theory of relationship marketing (Morgan and Hunt 1994), this study seeks to investigate the link between commitment and trust and firm adoption of radically innovative information technology (IT). The construct of radical innovation is operationalized through the use of cloud computing. A review of the vast scholarly literature on radical innovation diffusion and adoption, and modeling techniques used to analyze buyer beha

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34

Silva, Isabel Schmidlin Fajardo. "O uso de mídias sociais pelo mercado B2B com foco no marketing de relacionamento." Universidade de São Paulo, 2014. http://www.teses.usp.br/teses/disponiveis/12/12139/tde-02092014-182942/.

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Este trabalho teve como objetivos estudar como as empresas do mercado B2B estão utilizando as mídias sociais nas suas atividades de marketing de relacionamento e avaliar os fatores antecedentes do nível de satisfação de usuários clientes e prospects perante a mídia social dos fornecedores de TI. Para alcançar este objetivo foi realizado um referencial teórico com foco nos conceitos relativos ao marketing de relacionamento e mídias sociais, bem como o entendimento das características específicas do mercado B2B. Para aprofundar o conhecimento foi necessária uma pesquisa de campo. Como método par

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Karlsson, Sebastian, and Vilhelm Kindberg. "Organizational Buying Process in the 21st Century." Thesis, Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:ltu:diva-69982.

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There are several models that can be found describing the organizational buying process. The organizational buying process (OBP) within B2B is also more complex and more time consuming than within B2C (Dwyer & Tanner Jr., 2002). The OBP is also continuously becoming more complex as new touchpoints are created through the rise of new communication channels (Mora Cortez & Johnston, 2017). Touchpoints are essentially places where the customer encounters the supplier (Moncrief & Marshall, 2005). These new communication channels and touchpoints have made the customer experience more imp

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Rudberg, Zacharias, and Oscar Sandelin. "The Challenges of a B2B Market Entry within the Automotive Industry." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-264118.

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This thesis investigates the factors to consider when implementing a business to business market entry strategy within the automotive industry. The aforementioned is conducted through an exploratory case study at a global industrial firm providing a comprehensive range of products and services within the motor vehicle industry. The case study is made on the foundation of existing theory, previous empirical research and interviews with relevant companies within the industry. The thesis provides an overview of the factors to be considered when executing a business to business market entry strate

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NORDQUIST, MATILDA, and OLIVIA NORLIN. "Creating Value and Identifying Opportunities for Innovation in E-commerce on the B2B Market. : A case study of the distribution and construction industries in Sweden." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-263171.

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Purpose - The purpose of this research is to examine the effect of e-commerce in the B2B market. Focus has been on how customer values and the front end of innovation are affected from a distribution company’s and construction industry’s point of view. Method - The results of this research paper are based on qualitative interviews with supplementary quantitative questions, combining an internal and external view of a case company within the distribution industry and a selection of its customers. Four internal interviews were conducted with the case company’s employees of high positions in diff

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38

St, Clair Donald Philip. "MIXED METHODS STUDY OF FACTORS INFLUENCING BUSINESS TO BUSINESS (B2B) SALES PERFORMANCE: THE ROLE OF DESIGN ATTITUDE." Case Western Reserve University School of Graduate Studies / OhioLINK, 2018. http://rave.ohiolink.edu/etdc/view?acc_num=case1522852069581315.

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Anzén, Elizabeth, and Lukas Ekberg. "Understanding how automatized personalization with AI can drive value in B2B marketing : A case study of a Swedish industrial equipment manufacturer." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-279668.

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In the last decade, marketing automation, a tool for automatic personalization, has been gaining significant traction among marketing professionals. In parallel with the growing adoption trend, many marketing automation platform providers have been extending their offers to include AI features. However, there is a lack of research regarding how AI can enhance the process of marketing automation in a way that creates value, which is the studied topic in this thesis. A qualitative and exploratory case study has been conducted in collaboration with the global B2B company Atlas Copco, a manufactur

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40

Jalgard, Timothy. "Animated Gamification - the effects of video clips as rewards in a gamified CRM software for B2B sales." Thesis, Malmö högskola, Fakulteten för teknik och samhälle (TS), 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:mau:diva-20885.

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Gamification innebär att man använder element och tekniker från spel i annars icke-lekfulla miljöer för att öka användarnas engagemang. Arbetssättet har de senaste åren blivit allt mer förekommande i profesionella sammanhang som skolan och i arbetslivet. Vetenskapen är fortfarande relativt ung och det finns fortfarande mycket att utforska. Denna studie har undersökt effekten av videoklipp som en belöning i redan etablerad gamification-miljö. Studien har genomförts hos ett B2B säljkonsult-bolag och gjordes som ett 3 veckors experiment där korta videoklipp implementerades som belöningar vid utfö

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Boström, Gustav. "Social media's significance on the need recognition and information search, in B2B investment decisions of 3D printers." Thesis, KTH, Medieteknik och interaktionsdesign, MID, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-185320.

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This study examines what significance social media (Facebook, LinkedIn, Twitter and Instagram) may have in regard to clients need recognition and information search, in B2B investment decision making of desktop 3D printers. The study was made on 121 respondents from the 3D printer reseller company 3DVerkstan’s customer base. Need recognition and information search are the two first steps of five, in the consumer behavioral Engel Blackwell Miniard (EBM) model of decision making. To get a better perspective of what role social media have in B2B marketing, a broad investigation of the 3D print ow

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Kalajian, Maral. "Employer Brand Framework for ICTB2B Multinationals Case Study:Ericsson AB." Thesis, KTH, Skolan för informations- och kommunikationsteknik (ICT), 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-30626.

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Winston Churchill observed that the “ empires of the future will be empires of the mind”. Challenges and opportunities brought by globalization and knowledge-based economy force organizations to prioritize acquiring and managing cross cultural high end talents. Despite the global economic downturn, companies are having trouble finding people who are their “best fit”. This researched proposed an “employer brand framework” that focuses on building successfulemployer brands for B2Bs in the ICT industry to enhance their appeal to talents with vital skillsthat help organizations to win in the globa

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Hederén, Amanda. "Evaluating material efficiency assessment methods : An assessment of the adaptability to B2B products using Ericsson telecom network infrastructure product as a case study." Thesis, KTH, Hållbar utveckling, miljövetenskap och teknik, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-231048.

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Unsustainable consumption patterns and material scarcity has been recognised as one of the challenges within the European Union. To change these patterns policy makers within EU are looking towards a transitioning into circular economy. Electronics and manufacturers of energy related products is found to be important actors in this transition, due to the unsustainable trends of consumption and the materials of important contained in electronics. Energy related products are regulated by the Eco design directive (Directive 2009/125/EC) containing implementing measures on energy efficacy. Today t

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Wendin, Ingrid, and Per Bark. "Data at your service! : A case study of utilizing in-service data to support the B2B sales process at a large information and communications technology company." Thesis, Linköpings universitet, Industriell ekonomi, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-176403.

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The digitalization of our society and the creation of data intense industries are transforming how industrial sales can be made. Large volumes of data are generated when businesses and people use digital products and services which are available in the modern world. Some of this data describes the digital products and services when they are in use, i.e., it is in-service data. Furthermore, data has during the last decade been seen as an asset which can improve decision-making and has made sales activities become increasingly customer specific. The purpose of this study was to explore how knowl

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45

Wilhelmsson, Per Albin, and Isak Boghammar. "Lönsamma relationer mellan företag : En kvalitativ studie på hur leverantörer av högteknologisk SaaS kan arbeta med relationsmarknadsföring för att attrahera kundgrupperna på den tidiga marknaden utifrån The Technology Adoption Life Cycle." Thesis, Södertörns högskola, Företagsekonomi, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:sh:diva-45832.

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I denna uppsats diskuteras hur relationsmarknadsföring kan användas av företag som utvecklar högteknologiska SaaS-lösningar för att bygga lönsamma relationer på en tidig marknad. För att svara på frågeställningen “Hur kan högteknologiska SaaS-leverantörer arbeta med relationsmarknadsföring för att attrahera kundgrupperna Innovators och Early adopters på den tidiga marknaden utifrån The Technology Adoption Life Cycle?” har en kvalitativ metod i form av en fallstudie använts. Semistrukturerade intervjuer med respondenter från en SaaS-leverantör och deras kunder nyttjas för insamling av empirin.

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46

Venkatesh, Uma Devi, and Omar Ali Ahmed Alsamuraaiy. "Adoption of Smart Packaging : Case Study Analysis from retailer’s perspective." Thesis, Högskolan i Halmstad, Centrum för innovations-, entreprenörskaps- och lärandeforskning (CIEL), 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:hh:diva-39224.

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This paper presents the challenges faced by the retailers during the adoption of smart packaging in food packaging industry. The paper introduces three largest food retailers in Sweden, and the problems they faced during the introduction of the adoption of smart packaging technologies packaging. Introduction- The authors present the paper with complete background of the food packaging industry in general, as well as each types of smart packaging techniques. In addition, the paper introduces the adoption process for the smart packaging. The research question of this paper is: What are the hinde

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47

Iqbal, Rais, and Jessica Jarrell. "BUSINESS-TO-BUSINESS IT INTEGRATION : A study of B2B IT integration patterns for short & long-term goals." Thesis, Mälardalen University, School of Sustainable Development of Society and Technology, 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-4306.

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<p>Date June 12, 2008</p><p>Program IT Management</p><p>Authors Jessica Jarrell, 820506.</p><p>Västerås</p><p>Rais Iqbal, 791229.</p><p>Västerås</p><p>Supervisor Ole Liljefors</p><p>Title Business-to-Business IT Integration</p><p>Introduction</p><p>As business world has moved into digital era, new trends in business models have been emerged to do business. Digital infrastructure provided by internet enables enterprises to extend their boundaries for new customer and trading partners. Extending the enterprise without a solid IT infrastructure is incomplete, this is the reasons that enterprises

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Klauck, Ákila Monique. "Fatores explicativos da manutenção do relacionamento no contexto B2B: um estudo no setor de serviços de tecnologia da informação." Universidade do Vale do Rio dos Sinos, 2012. http://www.repositorio.jesuita.org.br/handle/UNISINOS/4470.

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Submitted by William Justo Figueiro (williamjf) on 2015-07-15T19:35:00Z No. of bitstreams: 1 08c.pdf: 2228899 bytes, checksum: 701767d0aa524e44453a3607ff14bcf8 (MD5)<br>Made available in DSpace on 2015-07-15T19:35:00Z (GMT). No. of bitstreams: 1 08c.pdf: 2228899 bytes, checksum: 701767d0aa524e44453a3607ff14bcf8 (MD5) Previous issue date: 2012-03-26<br>Banco Santander / Banespa<br>A crescente participação dos serviços na economia atual, impulsionada pela tecnologia da informação (TI), transformou a demanda, a oferta e o ambiente dos negócios. Com as mudanças no contexto industrial, a conc

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49

AMIRTHALINGAM, ILAKIA, and NADJA ZAHIRALDINNI. "Requirement Management in Product Development in B2B : A Study on the Process of Capturing Customer Requirements." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-279771.

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Our world is ever-changing hence the surroundings ought to develop accordingly. This applies particularly to the product development process and therefore, it is of high priority to adapt to the changes. This can be achieved by observing the market and especially the customers. It is believed that customers possess certain knowledge that can be crucial pieces of information when developing products. According to the literature, involving customer will result in the increased diversity of information and as a result, this may enhance the quality as well as the development process. Nevertheless,

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50

Ravichandran, Balachandar, and Harshavardhan Ramanujam. "Implementing Design Thinking principles for increasing customer centricity in a B2B company : A case study at Mycronic." Thesis, KTH, Produktinnovationsteknik, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-281244.

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Design Thinking (designtänkande) är ett kundfokuserat förhållningssätt som används för att stödja innovation. Sedan starten har designtänkandet utvecklats från ett rättframt sätt att lösa tekniska designproblem till en komplex paraplykonstruktion för innovation och förhållningssättet har genom åren blivit ett allmänt accepterat och målinriktat tillvägagångssätt för effektiv produktutveckling. Flera av de praktiska användningsfallen som finns tillgängliga om designtänkande i forskning hänvisar till ett enskilt fall för att lösa specifika problem eller dess tillämpning i business-tocustomer före

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