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Novák, Jiří. "Analýza a návrh distribuční B2B, B2C aplikace". Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2010. http://www.nusl.cz/ntk/nusl-222591.
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The diploma thesis is concerned with an analysis and design of distributional B2B and B2C application. The fundamental part is especially focused on design of features and functions of the application, selection of suitable technologies and the project of the data storage. The diploma paper also contains a scheme of administration of particular versions and binding regulations for development and resulting maintainance and expanding of the application.
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Shohat, Michael. "E-Commerce in Chile Entwicklungspotenziale für B2B, B2C & C2C". Saarbrücken VDM Verlag Dr. Müller, 2007. http://d-nb.info/985669349/04.
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Cechetti, Junior Dorremi. "Comércio eletrônico B2B". Florianópolis, SC, 2003. http://repositorio.ufsc.br/xmlui/handle/123456789/85216.
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Dissertação (mestrado) - Universidade Federal de Santa Catarina, Centro Tecnológico. Programa de Pós-Graduação em Ciência da Computação.Made available in DSpace on 2012-10-20T16:26:25Z (GMT). No. of bitstreams: 0Bitstream added on 2013-07-16T19:16:10Z : No. of bitstreams: 1 191580.pdf: 0 bytes, checksum: d41d8cd98f00b204e9800998ecf8427e (MD5)
Fonte de diversos estudos em diferentes áreas do conhecimento, o Comércio Eletrônico (CE) vem tendo um papel de crescimento de utilização entre pessoas e organizações a cada ano. A evolução das TIC's (Tecnologias de Informação e Comunicações) possibilitam a disseminação do CE por grandes, médias e pequenas organizações. O Business-to-Business (B2B) é uma categoria de CE que possui aspectos comuns com as outras categorias, mas também aspectos próprios, como a interoperabilidade entre o site WEB e sistemas de back-end organizacionais. Neste trabalho estuda-se aspectos como privacidade e segurança, sistemas eletrônicos de pagamentos e o relacionamento entre clientes e fornecedores abordando aspectos do CE B2B. A interoperabilidade nos sistemas de CE B2B é um aspecto bastante considerado basicamente por: reduzir as chances de erros operacionais e possibilitar a obtenção de informação em tempo real. Inicialmente constituída pela tecnologia EDI, a interoperabilidade evolui para soluções como a tecnologia XML, adotada por grande parte dos frameworks disponíveis no mercado atual. Este trabalho estuda os principais frameworks disponíveis no mercado que propõem a interoperabilidade em sistemas de CE B2B, bem como apresenta uma estrutura utilizando a tendência tecnológica XML para demonstrar a integração de sites WEB B2B com sistemas de back-end organizacionais. O presente trabalho demonstra que a tecnologia atual torna possível o desenvolvimento de interoperabilidade entre sites WEB B2B e entidades empresariais utilizando o modelo de agregação, onde uma entidade (site WEB B2B) agrega valor para produtores, fornecedores, clientes e consumidores criando uma identificação e realizando serviços que agregam valor aos demais participantes.
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Stanevičiūtė, Rasa. "Elektroninio verslo įtaka Vaidotų geležinkelio stoties veiklos plėtrai". Master's thesis, Lithuanian Academic Libraries Network (LABT), 2013. http://vddb.laba.lt/obj/LT-eLABa-0001:E.02~2013~D_20130128_150950-88959.
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Baigiamajame magistro darbe buvo pabandyta atskleisti elektroninio verslo plėtros įtaką geležinkelių transporto struktūriniams pokyčiams. Darbe buvo atlikta mokslinės literatūros skirtos elektroninio verslo kuriamai vertei analizė, atskleisti šiuolaikinio elektroninio verslo logistikos ypatumai, išnagrinėta elektroninio verslo įtakos geležinkelių transporto plėtrai tyrimo metodologija, taip pat aptartos AB „Lietuvos geležinkeliai“ funkcijos ir vieta šiuolaikinėje ūkio sistemoje. Kaip tiriamasis objektas buvo pasirikta Vaidotų geležinkelio stotis. Atliktas e-verslo elementų diegimo Vaidotų geležinkelio stotyje projektas, pagal anketinio tyrimo atliktos apklausos rezultatų analizę, kuri parodė, jog viena iš problemų, spręstinų Vaidotų geležinkelio stotyje yra vagonų prastovos, dėl kurių patiriami gan dideli nuostoliai. Siekiant sumažinti šiuos nuostolius, šiame darbe siūloma atnaujinti kompiuterinę techniką ir įdiegti krovinio dokumentų apdorojimo automatizavimo programą.In this master degree thesis it was tried to reveal the impact of electronic business development on the structural changes of railway transport. It was carried out the analysis of scientific literature aimed at the value generated by electronic business, the peculiarities of logistics of contemporary electronic business were revealed, the methodology of research of electronic business influence on railway transport development was examined, the functions and the position of AB „Lietuvos geležinkeliai“ in today’s economics system were discussed. The railway station of Vaidotai was chosen as the study of this paper. The project of implementation of e-business elements in railway station of Vaidotai was carried out, the analysis of the results of the survey showed that one of the problems to be solved in the railway station of Vaidotai is the outage of cars, which causes quite big losses. In order to reduce these losses it is suggested to renew computer technology and to implement computerization program of cargo document processing.
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Madosh, Farzana, i 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 business to business (B2B) and business to consumer (B2C) dichotomy. Therefore, the purpose of this study was to evaluate the marketing process used by B2B and B2C Software as a Service (SaaS) startups. This in order to contribute with understanding of the marketing process in the startup context and contribute with development of the research within the B2B and B2C dichotomy. This was done by conducting a multiple case study where the empire was collected from four SaaS startups either selling to consumers or businesses. The empirical findings of the study show that the customer type, being a consumer or a business, affects the marketing process. Both differences and similarities were identified between the marketing process applied in the B2B and the B2C startups. Due to different levels of knowledge within the companies and different complexity levels in the buying process differences were found in the evaluation, segmentation, targeting and positioning done by the B2B and the B2C startups. It was found that the B2B companies put in less effort into the market analysis and segmentation compared to the B2C companies. Historically the channels utilized were identified to be different between the segments. However, a trend towards similar targeting channels was identified since the B2B segment is moving towards using more inbound marketing, which already is the main approach applied by the B2C segment. The B2B segment was, compared with the B2C segment, also identified to put more emphasize on achieving a position within the market that radiates credibility. Furthermore, the marketing process was found to be approached differently in startups than what was suggested in literature due to the lacking attention given to the scare resources and the innovative environment of a startup. A suggestion was therefore provided of how the marketing process better could be adapted to the startup context by including a feedback loop, making the marketing process more iterative.Marknadsföring är en nyckelfunktion för alla organisationer och ses som en avgörande framgångsfaktor vid uppstarten av ett nytt företag. Till följd av den överväldigande mängden data som många företag besitter finns det ett behov av att förstå vilka aktiviteter som ska ingå i marknadsföringsprocessen samt hur man på bästa sätt hanterar dessa aktiviteter. Trots marknadsföringens vitala roll och det identifierade behovet av ytterligare förståelse är det brist på forskning om marknadsföring inom det entreprenöriella småföretagskontext som påträffas i startups. Vidare identifierades ett behov för vidareutveckling av den empiriska forskningen inom business to business (B2B) och business to consumer (B2C) dikotomin. Syftet med denna studie var därför att utvärdera marknadsföringsprocessen som används av B2B och B2C startups som tillhandahåller mjukvara som en tjänst. Detta för att skapa ökad förståelse av marknadsföringsprocessen i startupkontexten, men även för att bidra i utvecklingen av forskningen inom B2B och B2C dikotomin. Detta gjordes genom en fallstudie där empirisk data samlades in från fyra startups som tillhandahåller en mjukvara som en tjänst och som antingen säljer till konsumenter eller till företag. De empiriska resultaten av studien påvisar att kundtypen, konsument eller företag, påverkar marknadsföringsprocessen. Både skillnader och likheter identifierades mellan marknadsförings-processen som används av startups som säljer till antingen konsumenter eller företag. På grund av olika kunskapsnivåer inom företagen och olika komplexitetsnivåer i inköpsprocessen identifierades skillnader i utvärderingen, segmenteringen, inriktningen och positioneringen som gjordes av B2B och B2C startups. Det påvisades att företagen som säljer till andra företag satsar mindre på marknadsanalys och segmentering jämfört med de företagen som säljer till konsumenter. Historiskt sett har olika marknadsföringskanaler använts av de två segmenten. En trend har emellertid identifierats mot användning av liknande kanaler, eftersom B2B segmentet rör sig mot att tillämpa inkommande marknadsföring, vilket redan är det huvudsakliga tillvägagångssättet som tillämpas inom B2C segmentet. B2B segmentet identifierades även, jämfört med B2C segmentet, lägga vikt vid att uppnå en position inom marknaden som utstrålar trovärdighet. Vidare visade sig marknadsföringsprocessen i startups skilja sig från vad som föreslogs i litteraturen, detta till följd av att litteraturen inte tar hänsyn till de bristande resurserna och den innovativa miljön som präglar en startup. Därför tillhandahålls ett förslag på hur marknadsföringsprocessen bättre kan anpassas till startupkontexten, detta genom att inkludera en återkopplingsslinga vilket resulterar i en mer iterativ marknadsföringsprocess.
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Lundahl, Robert. "Fördelar och nackdelar med B2B : en studie om hur företag upplever B2B". Thesis, University of Skövde, Department of Computer Science, 2002. http://urn.kb.se/resolve?urn=urn:nbn:se:his:diva-669.
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I detta arbete undersöks företag med utgångspunkt från hur de upplever B2B och då främst vilka för respektive nackdelar som upplevs. Denna undersökning är gjord genom intervjuer med personer som har erfarenhet utav B2B från olika företag runt om i Västsverige.
Rapporten inleds med en inledande introduktion och bakgrund till ämnet. En presentation av e-handel följs av en presentation utav B2B, därefter beskrivs Internetterminologi följt av en genomgång utav dagens informationssystemsutveckling.
Som grund för arbetet ligger en fallstudie gjord av Stefansson (2002), arbetet är en fortsättning utav hans arbete som var att kartlägga användandet utav EDI. Resultatet utav de intervjuer som genomförts har jämförts först internt med varandra men också med de konstateranden som Stefansson (2002) gjort.
Resultatet visar att företagen som deltagit undersökningen anser att deras satsning mot B2B har bidragit med mest positiva effekter, då framförallt att den har bidragit till mindre administrativt arbete, snabbare transaktioner och en bättre överblick av verksamheten.
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Ek, Hanna, i Mie Månsson. "Prissättning inom B2B-företag". Thesis, Linnéuniversitetet, Institutionen för ekonomistyrning och logistik (ELO), 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-54102.
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Syfte: Syftet med studien är att genom en flerfallsstudie analysera och söka förståelse för sambanden mellan prissättningsstrategier och prissättningsmetoder som tillämpas hos företag som riktar sin verksamhet främst mot andra företag, B2B. Analysen av empirin sker med hjälp av redan existerande teorier om prisstrategier och prissättningsmetoder. Trots studiens fokus på ett visst företag inom en viss bransch är ändå förhoppningen att studiens slutsatser ska kunna vara av intresse för B2B-företag med samma kostnadsstrukturer. Metod: Ramen för studien utgörs av en deduktiv ansats med kvalitativ undersökningsdesign. Företagen i studien har studerats genom en flerfallsstudie med semistrukturerade intervjuer som metod för att insamla data. Teoretisk referensram: Uppsatsens teoretiska del innefattar teorier från företagsekonomisk forskning som förklarar vanliga prisstrategier, prissättningsmetoder och dess funktioner. Begreppen Price Waterfall och Strategic Fit har behandlats för att i analysen kunna se hur väl företagens övriga aktiviteter integrerar med prissättningsprocessen. Slutsats: Målet med denna studie är att besvara frågeställningen: Vilka samband finns det mellan prissättningsstrategier och prissättningsmetoder inom B2B-fötetag? Resultatet visar att det finns tydliga samband på flera områden. Det finns flera slutsatser att dra av denna studie, men den viktigaste slutsatsen är: För att vinstmaximera sina prisstrategier måste man hitta samband med flera olika prissättningsmetoder och arbeta med dessa på ett aktivt sätt i hela organisationenPurpose: The purpose of this thesis is to analyze and seek knowledge about the connection between pricing strategy and pricing methods in B2B companies. The analysis was conducted with help from already exciting theory about pricing strategy and pricing methods. Even though the study is conducted on a small amount of companies in a special branch, the ambition is that this thesis could be of interest for B2B-companies with the same structures of cost. Method: The thesis uses a deductive and qualitative approach. The data is collected from a case study conducted through semi-structured interviews. Theoretical framework: The base of the theoretical approach is a number of theories from business and specialist literature that have explained common pricing strategy and pricing methods. The concept of Price Waterfall and Strategic Fit is used to analyze how the companies’ activities integrate with the pricing process. Conclusion: The purpose of this study is to answer the question: What is the relationship between pricing strategies and pricing practices in B2B companies? The result shows that there are clear links in several areas. There are several conclusions to draw from this study, but the main conclusion is that to maximize profits the pricing strategies must be associated with several different pricing methods and work with them in an active way in the whole organization
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Maršíková, Anna. "Zlepšování B2B procesu objednávání". Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2021. http://www.nusl.cz/ntk/nusl-442955.
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The diploma thesis is focused on the improvement of goods ordering process through the wholesale system in a small company dealing with import of household products and gift items from Asian countries. Diploma thesis is divided into three parts. The theoretical part serves as an introduction to business processes, information systems and change management. The second part consists of an analysis of the internal environment of the company, a B2B ordering process analysis and a research on requirements for an improved version of the wholesale system. The third part is devoted to a proposal of the ordering process improvement and suggestion of a new version of the wholesale system based on the identified requirements of the process and stakeholders.
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Hloušková, Jana. "B2B marketing v telekomunikacích". Master's thesis, Vysoká škola ekonomická v Praze, 2007. http://www.nusl.cz/ntk/nusl-1532.
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Pipová, Jana. "Marketingový výskum v B2B". Master's thesis, Vysoká škola ekonomická v Praze, 2008. http://www.nusl.cz/ntk/nusl-5101.
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The Diploma Thesis consists of four chapters. The first one describes B-2-B market and compare its approach to the customers with its approach to the consumers' market. Further this chapter describes the latest trends and specifics of the pharmaceutical field. The second chapter describes the marketing research and its various ways of realization. The following chapter depicts this marketing research in connection with the B-2-B market. The last chapter is the practice part of the thesis. Firstly there are the reasons that led me to realize this research. Then the main goal and the hypothesis are mentioned. The description of the researches course, its main summaries and the methodical edifications are not absent as well.
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Elizabeth, Nuñez Arana Claudia. "Marketing B2b-CM37-201602". Universidad Peruana de Ciencias Aplicadas (UPC), 2016. http://hdl.handle.net/10757/633607.
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Curso de especialidad en la carrera de Comunicación y Marketing de carácter teórico dirigido a los estudiantes del noveno ciclo que busca desarrollar la competencia general de pensamiento crítico y la competencia específica de gestión comercial y de marketing.En este curso los estudiantes desarrollarán estrategias puntuales y diferenciadas de marketing para comercializar productos industriales que representan muchas veces un reto en la organización pues se trata de un sector sumamente complejo muy segmentado y especializado y con características distintivas.
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Antonio, Vizcarra Bermudez Jose, i Bendezu Valdivia Christian Leonardo. "Marketing B2b-CM37-201701". Universidad Peruana de Ciencias Aplicadas (UPC), 2017. http://hdl.handle.net/10757/633608.
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Curso de especialidad en la carrera de Comunicación y Marketing de carácter teórico dirigido a los estudiantes del noveno ciclo que busca desarrollar la competencia general de pensamiento crítico y la competencia específica de gestión comercial y de marketing.En este curso los estudiantes desarrollarán estrategias puntuales y diferenciadas de marketing para comercializar productos industriales que representan muchas veces un reto en la organización pues se trata de un sector sumamente complejo muy segmentado y especializado y con características distintivas.
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Antonio, Vizcarra Bermudez Jose, i Bendezu Valdivia Christian Leonardo. "Marketing B2b-CM37-201702". Universidad Peruana de Ciencias Aplicadas (UPC), 2017. http://hdl.handle.net/10757/633609.
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Curso de especialidad en la carrera de Comunicación y Marketing de carácter teórico dirigido a los estudiantes del noveno ciclo que busca desarrollar la competencia general de pensamiento crítico y la competencia específica de gestión comercial y de marketing.En este curso los estudiantes desarrollarán estrategias puntuales y diferenciadas de marketing para comercializar productos industriales que representan muchas veces un reto en la organización pues se trata de un sector sumamente complejo muy segmentado y especializado y con características distintivas.
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Leonardo, Bendezu Valdivia Christian. "Marketing B2b-CM37-201802". Universidad Peruana de Ciencias Aplicadas (UPC), 2018. http://hdl.handle.net/10757/633611.
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Descripción: Curso de Marketing B2B que desarrolla el pensamiento crítico de las distintas estrategias usadas en el proceso de planeamiento estratégico para mejorar los indicadores de la gestión comercial y de marketing.Propósito: Este curso ha sido diseñado para desarrollar en el futuro profesional un profundo análisis diagnóstico y desarrollo de estrategias en un proceso de planeamiento de marketing de un modelo B2B. El curso contribuye directamente al desarrollo de la competencia general de Pensamiento Crítico a un nivel avanzado (nivel 3) y la competencia específica de Gestión Comercial y de Marketing a un nivel avanzado (nivel 3).
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Leonardo, Bendezu Valdivia Christian, Escala Pasco Enzo i Ulloa Cadenas Jose Francisco. "Marketing B2b-CM37-201901". Universidad Peruana de Ciencias Aplicadas (UPC), 2019. http://hdl.handle.net/10757/633612.
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Descripción: Curso de Marketing B2B que desarrolla el pensamiento crítico de las distintas estrategias usadas en el proceso de planeamiento estratégico para mejorar los indicadores de la gestión comercial y de marketing.Propósito: Este curso ha sido diseñado para desarrollar en el futuro profesional un profundo análisis diagnóstico y desarrollo de estrategias en un proceso de planeamiento de marketing de un modelo B2B. El curso contribuye directamente al desarrollo de la competencia general de Pensamiento Crítico y la competencia específica de Gestión Comercial y de Marketing ambas a un nivel avanzado (nivel 3).
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Eck, Johanna, i 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 evaluate the findings of this study the Technology Acceptance Model (TAM) was used. By identifying the external variables that deter B2B companies from using social media the perceived usefulness and ease of use were analysed in order to explore what affects the difference in social media acceptance for marketing between B2B and B2C companies. The findings of this study show that the perceived ease of use is the dominant factor that deters B2B companies from using social media for marketing purposes. This is however not the reason for the difference between B2B and B2C. The difference can instead be explained by a more negative perception of the usefulness of marketing on social media. This negative perception is a result of the characteristics of social media, the industry the company is operating within, as well as the company’s products and customers.Sociala medier är en snabbt växande plattform när det kommer till marknadsföring. Det används dock i större utsträckning av business-to-consumer (B2C) företag än av business-to-business (B2B) företag. På grund av detta har det gjorts betydligt mindre forskning gällande marknadsföring på sociala medier för B2B än vad som har gjorts för B2C. Denna studie utforskar varför marknadsföring på sociala medier är mindre vanligt i B2B än B2C. Detta har gjorts genom att genomföra 11 intervjuer, öga-mot-öga, med personer som arbetar på olika B2B-företag och som har inflytande över sitt respektive företags marknadsföringsprocess. För att analysera och utvärdera resultaten från denna studie användes Technology Acceptance Model (TAM), en modell som mäter acceptansen av olika tekniska plattformar. Genom att identifiera de externa variabler som hindrar B2B-företag från att använda sociala medier analyserades användbarheten och användarvänligheten, som den uppfattas av dem intervjuade, för att undersöka vad som påverkar skillnaden i sociala media acceptans i marknadsföringssyfte mellan B2C- och B2B-företag. Resultaten av denna studie visar att den upplevda användarvänligheten är den dominerande faktorn som hindrar B2B-företag från att använda sociala medier för marknadsföringssyften. Detta är dock inte orsaken till skillnaden mellan B2B och B2C. Skillnaden kan istället förklaras av en negativare uppfattning av användbarheten av marknadsföring på sociala medier. Denna negativa uppfattning är ett resultat av egenskaperna hos sociala medier, den bransch som företaget är verksam inom, samt företagets produkter och kunder.
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Johansson, Sofie, i 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 evaluate the findings of this study the Technology Acceptance Model (TAM) was used. By identifying the external variables that deter B2B companies from using social media the perceived usefulness and ease of use were analysed in order to explore what affects the difference in social media acceptance for marketing between B2B and B2C companies. The findings of this study show that the perceived ease of use is the dominant factor that deters B2B companies from using social media for marketing purposes. This is however not the reason for the difference between B2B and B2C. The difference can instead be explained by a more negative perception of the usefulness of marketing on social media. This negative perception is a result of the characteristics of social media, the industry the company is operating within, as well as the company’s products and customers.Sociala medier är en snabbt växande plattform när det kommer till marknadsföring. Det används dock i större utsträckning av business-to-consumer (B2C) företag än av business-to-business (B2B) företag. På grund av detta har det gjorts betydligt mindre forskning gällande marknadsföring på sociala medier för B2B än vad som har gjorts för B2C. Denna studie utforskar varför marknadsföring på sociala medier är mindre vanligt i B2B än B2C. Detta har gjorts genom att genomföra 11 intervjuer, öga-mot-öga, med personer som arbetar på olika B2B-företag och som har inflytande över sitt respektive företags marknadsföringsprocess. För att analysera och utvärdera resultaten från denna studie användes Technology Acceptance Model (TAM), en modell som mäter acceptansen av olika tekniska plattformar. Genom att identifiera de externa variabler som hindrar B2B-företag från att använda sociala medier analyserades användbarheten och användarvänligheten, som den uppfattas av dem intervjuade, för att undersöka vad som påverkar skillnaden i sociala media acceptans i marknadsföringssyfte mellan B2C- och B2B-företag. Resultaten av denna studie visar att den upplevda användarvänligheten är den dominerande faktorn som hindrar B2B-företag från att använda sociala medier för marknadsföringssyften. Detta är dock inte orsaken till skillnaden mellan B2B och B2C. Skillnaden kan istället förklaras av en negativare uppfattning av användbarheten av marknadsföring på sociala medier. Denna negativa uppfattning är ett resultat av egenskaperna hos sociala medier, den bransch som företaget är verksam inom, samt företagets produkter och kunder.
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Cerimagic, Lejla, i Sigrid Aronson. "Att mäta kundnöjdhet inom B2B : B2B relationen mellan leverantör & distributör i en tjänstefieringskontext". Thesis, Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-176962.
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Title: Measuring customer satisfaction within B2B: The B2B relationship between supplierand distributor in a servitization context. Authors: Sigrid Aronson & Lejla Cerimagic Supervisor: Ramsin Yakob Background: The importance of relationships has increased along with the servitizationprocess of many manufacturers. The servitization leads companies to include several parties in their network. The specific relationship between manufacturer and distributor is found within many of these networks. Such B2B relationships, are crucial yet complex in its nature. However, limited research has been conducted dealing with this topic. Long term relationships are generally important within the B2B context; Thus, it is important to develop and keep these relationships. Consequently, it is important to keep the B2B customer satisfied. By measuring customer satisfaction, the manufacturer obtains an image of their performance in customer satisfaction. Measuring customer satisfaction within the B2B context tends to be a complex subject yet limited research has been done on this topic. Purpose: The purpose of this study is to create an understanding of the relationalconsequences of servitization for customer satisfaction measurement within B2Brelationships. Methodology: The study is based on a case study of an international manufacturer. Thestudy contains several analysis units which consist of worldwide distributors, both internal and external. The study was conducted through a qualitative method with semi-structured interviews and participatory observations at the case company. Conclusion: The research findings indicate that individuals who are directly involved in the B2B relationship, from both customer and manufacturer side, are an important source of information and insight in how the customer satisfaction measure should be designed, conducted and followed up on. The customer contributes to an insight into the needs and expectations which could contribute to the design of the customer satisfaction measure as well as with information about relevant respondents. The person that works closest to the customer has also turned out to play an important role for the design of the measure as well as for the interpretation of its results. The customer satisfaction measure has also shown to be affected by frequency of the measure, follow-up, actions and anonymity (honesty); which is why these measures should be considered when measuring customer satisfaction within the B2B context.Titel: Att mäta kundnöjdhet inom B2B kontexten: B2B relationen mellan leverantör & distributör i en tjänstefieringskontext Författare: Sigrid Aronson & Lejla Cerimagic Handledare: Ramsin Yakob Problematisering: Relationers betydelse har ökat till följd av den tjänstefieringen som sker hos många tillverkningsföretag. I och med tjänstefieringen inkluderar företag allt oftare fler parter i dess nätverk. I dessa nätverk kan man återfinna den specifika relationen mellan leverantör och distributör vilket är en avgörande men komplex B2B- relation där forskningen tycks vara begränsad. Generellt är det viktigt med långsiktiga relationer inom B2B där det är viktigt att arbeta för att utveckla och kvarhålla dessa relationer. Därmed tycks det också vara viktigt att säkerställa att kunden inom B2B kontexten är nöjd. Genom att mäta kundnöjdheten får leverantören därmed ett svar på hur väl de presterar inom kundnöjdhet. Mätning av kundnöjdhet inom B2B kontexten tycks dock vara nedtonad forskningsmässigt och till det hör också att det anses vara ett komplext område. Syfte: Syftet med denna studie är att skapa förståelse för de relationsmässiga konsekvenser som tjänstefieringen medfört i mätning av kundnöjdhet inom B2B relationer. Metod: Denna studie är en enfallsstudie där fallet avser ett internationellt tillverkningsföretag. I studien ingår flertalet analysenheter vilka utgörs av distributörer världen över, både interna och externa. Studien genomförs med en kvalitativ metod och innehåller semistrukturerade intervjuer samt deltagande observationer på fallföretaget. Slutsats: Studiens resultat visar på att de personer som är involverade i B2B relationen från både kundens och leverantörens sida utgör en viktig källa till information och insikt i hur kundnöjdhetsmätningen bör utformas, genomföras samt följas upp. Kunden bidrar till insikt i behov och förväntningar som bidrar till utformningen men även information om relevanta deltagare för mätningen. Den person som arbetar närmast kunden är viktig för mätningens utformning likväl tolkning av dess resultat. Kundnöjdhetsmätningens resultat har även visat sig kunna påverkas av sådant som frekvens, uppföljning och åtgärder samt anonymitet (ärlighet) varför även dessa bör tas i beaktande vid mätning av kundnöjdheten inom B2B kontexten.
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Carlsson, Helene, i Malin Holmström. "Den Hållbara Redovisningen : En jämförande studie av upprättandet bland B2B och B2C-företag". Thesis, Umeå universitet, Handelshögskolan vid Umeå universitet, 2010. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-37478.
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Alexandersson, Erik, Andrea Martin i Jonas Ortman. "Att mäta tjänstekvalité inom B2B". Thesis, Uppsala University, Department of Business Studies, 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-8793.
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Syftet med denna uppsats är att analysera hur tjänstekvalité inom B2B kan utvärderas samt att analysera om ViewsCapture, en frågeteknik med öppna frågor där respondenten själv kategoriserar sina egna kommentarer, kan tillföra något till befintliga metoder. Vidare avses att koppla samman utvärderingsmetoder med de olika syften företag har för att mäta kvalité.
Uppsatsen byggs upp av en omfattande litteraturstudie om vad tjänster och tjänstekvalité är, samt varför det är viktigt att utvärdera tjänstekvalité inom B2B. De utvärderingsmetoder som beskrivs i uppsatsen är dels attributbaserade och dels händelsebaserade metoder. Empiridelen består av material från Unified Dialogs AB som har utvecklat frågetekniken ViewsCapture som sedan analyseras tillsammans med befintliga metoder.
Undersökningen visar att tjänstekvalité handlar om att infria de förväntningar kunden har på en tjänst. Om kunderna skiljer sig signifikant ifrån varandra faller det sig naturligt att mer kvalitativa och mindre standardiserade metoder bör passa bättre. Det beror på att varje kund är unik och tillvägagångssättet många gånger inte är standardiserat, därför är det svårare att på förhand generalisera kring vad företagets kunder finner problematiskt. Genom användning av ViewsCaptures frågeteknik med öppna frågor skapas förutsättningar för att vidareutveckla de befintliga mätmetoderna i syfte att bättre tjäna företags och forskares syften för mätningen. Detta görs exempelvis genom att inhämtning av djupare information från attributbaserade mätmetoder möjliggörs samt att analys av de öppna svaren från en händelsebaserad metod underlättas.
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Binckebanck, Lars. "Interaktive Markenführung im B2B-Verkauf /". Sankt Gallen : [s.n.], 2006. http://www.gbv.de/dms/zbw/511107374.pdf.
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Universiẗat, Diss.--St. Gallen, 2006.Auch als Buchhandelsausg. u.d.T.: Interaktive Markenführung : der Persönliche Verkauf als Instrument des Markenmanagements im B2B-Geschäft. Zsfassung in engl. Sprache.
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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.Also available online at the DSpace at MIT website.
Includes bibliographical references (leaves 71-72).
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 the Telecommunications Act of 1996 is giving rise to significant new competition in the industry. In addition to this, the advent of the Internet has made the traditional circuit-switched telephony no longer efficient and economical, and to a certain extent obsolete. The less expensive and easily maintainable IP-switched networks are in greater demand. Information age has made Ecommerce the process of empowering the organizations for information exchange using digital technology. This study includes an analysis of the effect of the above factors on a network operator's business. It also consists of the case studies of two new-age network operators, Level 3 and Qwest.
by Tharunidhar Narravula.
S.M.M.O.T.
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Pereira, Joana Rita Martins. "Inbound marketing no segmento B2B". Master's thesis, FEUC, 2013. http://hdl.handle.net/10316/24793.
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Relatório de estágio do mestrado em Gestão, apresentado à Faculdade de Economia da Universidade de Coimbra, sob a orientação de Marcelo Amado Garcia da Rocha Torres e Pedro Mendes.Este relatório tem como objetivo a descrição das atividades desenvolvidas durante o estágio realizado em Marketing & Business Development na Unidade de Negócios Oil & Gas da empresa ISA – Intelligent Sensing Anywhere, SA, em Coimbra, com início no dia 21 de fevereiro de 2013 e término a 2 de julho de 2013, sendo parte integrante do Mestrado em Gestão da Faculdade de Economia da Universidade de Coimbra. Com o objetivo de abordar as novas oportunidades que o marketing enfrenta, é feita uma caracterização do Inbound Marketing que se apresenta como uma tendência com potencial no segmento B2B, potenciando o relacionamento com o público-alvo e verificando-se como técnica efetiva na criação de leads a menor custo para a empresa. O presente relatório encontra-se dividido em três capítulos: no primeiro é feita uma revisão da literatura, caracterizando o Inbound Marketing e o Mercado de Gás de Petróleo Liquefeito; no segundo capítulo são apresentadas a empresa, as oportunidades identificadas para esta, bem como as tarefas realizadas durante o período de estágio; no terceiro e último capítulo é feita uma análise crítica, tecendo as devidas conclusões em torno do trabalho realizado na qualidade de colaboradora do departamento de marketing.
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Morina, Albana, i 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 miljöaspekten är avgörande för kunden vid val avleverantörer. En litteraturundersökning som kompletterades med en enkätundersökning genomfördes för att få svar på vilka av de fyra aspekter (kvalité, miljö, service, pris) är avgörande vid val av leverantör. Gruppen har använt sig av ett företag inom textil- och konfektionsbranschen som utgångspunkt för vilka företag enkäterna skulle skickas till. Undersökningen baseras främst på företag inom hotellbranschen i områdena Göteborg, Borås, Varberg och Falkenberg. Gruppen har använt sig av enkäter där deltagarna tillfrågades hur avgörande aspekterna kvalité, miljö, pris och service är vid val av leverantör av arbetskläder. Resultatet av litteraturstudien visar att kvalité och service är avgörande vid val av leverantör i ett B2B sammanhang och att pris inte är lika avgörande. Resultatet av enkätundersökning visar att samtliga hotell som deltog i undersökningen anser att det mest avgörande vid val avleverantör är kvalité och näst viktigast är miljö. Service och pris hamnade på en tredjerespektive fjärde plats i rangordning.Business-to-Business (B2B) describes the relationship between two companies where one company sells products or services to another company. In today's highly competitive market, businesses are forced to continually improve and develop their products in order to satisfy their customers. In addition, today's customers can search and compare what they want just with just one click on the internet, which means that companies are expected to constantly improve and develop their products to survive in the highly competitive market. The purpose of this work is to find out what customers consider important in choosing a supplier and whether the environmental aspect is crucial for the customer in choosing suppliers. A literature study supplemented with a survey was conducted to find answer on which of the four aspects (quality, environment, service, price) is crucial in selecting a supplier. The group has used a company in the textile and clothing industry as the starting point for which companies the questionnaires were to be sent to. The survey is primarily based on companies in the hotel industry in the areas of Gothenburg, Borås, Varberg and Falkenberg. The group has used questionnaires where participants were asked how crucial aspects of quality, environment, price and service are when choosing a supplier of work clothes. The outcome of the literature study shows that quality and service are crucial in choosing a supplier in a B2Bcontext and that price is not as crucial. The results from the survey indicate that all hotels participated in the survey find that the most crucial in choosing a supplier is quality and the second most important is the environment. Service and award ended in a third and fourth place in ranking.
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Moretto, Elisa <1992>. "Online lead generation nel B2B". Master's Degree Thesis, Università Ca' Foscari Venezia, 2017. http://hdl.handle.net/10579/10557.
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La generazione di Lead nel B2B viene solitamente vissuta come un punto di complessità, una domanda da evitare per le agenzie. In questa tesi vado a sperimentare sul campo alcune tecniche di impatto sul funnel di conversione, come l’inbound marketing, che stanno garantendo eccellenti risultati e permettono di parlare di vera digital strategy B2B. L'analisi si concentra quindi su un’analisi teorica dei concetti di micro-momenti (Google) e customer journey, mappando per diverse realtà aziendali questi concetti e trasformandoli in casi reali, incrociati con le user persona e, solo in questo momento, provare a derivare una strategia di marketing in cui “customer is king” e non “content is king”.
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Elgueta, Suárez Felipe Gonzalo, Montt José Miguel Maluenda i Merani Andrés Ignacio Villagrán. "Emprendimiento digital para empresas B2B : identificación de oportunidad y plan de negocios para cuponera B2B". Tesis, Universidad de Chile, 2013. http://www.repositorio.uchile.cl/handle/2250/114921.
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Seminario para optar al grado de Ingeniero Comercial, Mención AdministraciónEl objetivo de este seminario es presentar un plan de negocios de un emprendimiento digital que hemos desarrollado en conjunto durante estos meses. Para contextualizar se trata de un portal de ventas online basado en el conocido sistema de “cuponeras online”, sin embargo, la diferencia con las que ya existen en el mercado es que se trata de cuponeras B2B, es decir, los clientes o consumidores de estos cupones también serán empresas (no personas) y por lo tanto también podrían ser los anunciantes, generando así una comunidad de empresas entre anunciantes y consumidores. Primero comenzamos identificando la oportunidad de negocio y analizando la industria en la cual se encontrará el emprendimiento. También se presentará un benchmarking con otras empresas posicionadas tanto en Chile como en el extranjero y se evaluará el gran éxito que estas han tenido. Luego continuamos definiendo y desarrollando el modelo de negocios de este emprendimiento, considerando tanto análisis del interior de la empresa como del entorno industrial en el que se desarrollará, mostrando el segmento de clientes a cual se dirige, su propuesta de valor, su estructura de costos y fuentes de ingresos entre otras características importantes. Posteriormente consideramos todos los pasos de un plan de negocios, donde dentro de un plan de marketing desarrollamos una campaña de medios, argumentando el por qué la elección de cada uno de ellos, la estrategia, medición y el presupuesto necesario para llevarla a cabo. Este plan de medios explicará también al segmento al que va dirigido y cómo lograremos llegar a este. También tenemos un plan de financiamiento, en el cual escogeremos las fuentes necesarias para el correcto desarrollo de este proyecto, así como también el plan de inversiones, donde se muestran todas las inversiones que se realizarían una vez puesto en marcha el emprendimiento, como por ejemplo maquinaria y equipos. Finalmente terminaremos este seminario con unas conclusiones donde se explicará lo viable de este emprendimiento y lo beneficioso que podría ser para las pymes y emprendedores. También se mencionará la relevancia que tiene el plan de financiamiento, ya que este será el que nos permitirá conseguir nuestros objetivos generales y específicos, y finalmente poder obtener los resultados esperados
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Ullberg, Matilda, Alexandra Greus i Sofia Dollerup. "Does the Experience really matter in B2B? : A Qualitative Study on Customer Experience Management in B2B". Thesis, Högskolan i Jönköping, Internationella Handelshögskolan, 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-44041.
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Background: The concept of Customer Experience Management (CEM) is growing as a marketing tool used in order to remain a competitive actor on the market. By designing a customer experience, companies are able to differentiate themselves by offering a holistic customer experience. Problem: The existing body of knowledge regarding CEM in the B2B setting is limited. However, recent studies have begun to examine the fact that the buying process in B2B does not only concern task related and rational decision-making criteria, but also that emotional consideration plays a part in the buying process. Additionally, during recent years the Office Space Interior Solutions (OSIS) companies have gone through the development from selling simple furniture to offering activity-based environments as well as using a profile as design companies. Purpose: The aim of this thesis is to create an understanding regarding how the phenomena of CEM is implemented within the B2B industry, more specifically Swedish OSIS companies within the regions of Småland and Västra Götaland. Method: Through semi-structured interviews with four case companies that all are operating within the OSIS industry, qualitative data has been collected and analysed through a thematic analysis approach. The answers have later been revised through a conceptual framework that has been identified through a review of existing literature concerning CEM. Result: The findings suggested that OSIS companies do practice all the dimensions identified in the conceptual framework regarding customer experience and experience value. However, implementing the dimensions as a holistic experience design did not seem to be practiced by the companies. Finally, by providing a customer experience, OSIS companies are able to influence the purchase intentions, establish relationships and generate WOM which in turn can attract and retain customers.
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Alzahar, Abeer, i Sarah Tariq. "Adopting CS towards International Hotels' B2B customers in international markets : A Qualitative study in B2B context". Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-90126.
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Background: As mentioned by the hoteliers in our study, the Saudi Arabian markets are not in a full usage or application of Corporate Social Responsibility (CSR). There have been several reviews formed by the United Nation Development Program show the efforts done by the different sectors of the country to reach the 2030 Agenda which aim for a sustainable development. Sustainability became a requirement for any business to start in the region. CS has changed the way Saudi hotels market are conducting their business a few years ago. Besides that, doing business online has also been an important factor of this change. In many cases, being sustainable might be very costly to apply to many kinds of businesses, and for that reason companies must plan well. So, the companies should take into consideration several factors that might affect their relation with their B2B customers. Problem Discussion: There has been a huge pressure from customers and the public on companies to perform their business in an environmentally sustainable way. The increased number of hotels which led to higher competition in the region causing the companies in the hotels industry to carefully manage their B2B relationship. Second is the obligatory laws for companies to apply CS actions. Sustainable behaviors have today grown to become a compulsion to practice; however, these actions are not limited to the B2C sector of a business, CS has become a vital part of marketing strategies for business within B2B markets. In spite CS has proven to be advantageous to be practiced with B2B customers, the research on the subject has been very limited. The research and studies towards CS and CSR have been limited to B2C markets Due to the lack of enough research on the subject of being sustainability and its relationship to B2B customers, this paper will dig deep to fill this gap. Purpose: The aim of this research paper is to uncover the hotels CS and CSR strategies that hoteliers’ practice with their B2B customers. While also considering the aspect of CS in markets where these hotels are gradually indulging into it, such as the Saudi Arabian Market. This research paper’s goal is to analyze and study different approaches for hoteliers that could be beneficial for them focused towards their business customer and guide them to gain competitive advantage and turn it into a profitable business decision through building and strengthening their relationships with their B2B customers. Research Question: - What are the current CS strategies practiced by international five-star hotel chains situated in Saudi Arabia? 2. How can these hotel’s CS strategies be developed and adopted to positively influence and strengthen its relationship with their B2B customers internationally? Methodology: The authors of this study have been using qualitative method as their research approach which gave them the way in order to deeply understand the application of CS actions and its relation with the pricing strategies chosen by the companies in the hotel industry. The theory was collected from different database, and the empirical data was collected from 9 interviews within 3 hotels. The data collected was from high ranked journals. As for the type of interviews, it was semi-structured interviews. The authors used open questions to give a space to the interviewees to discuss in depth the topic of the question. Conclusion: This study shows that within the hotel industry social sustainability dimension of CS and instrumental theories of CSR, these hotels could develop and strengthen their relationships with their B2B customers as well as suppliers. Within the academic literature CS has been categorized into three sections; environment, that actions to sustain the planet, social, that is working for the welfare of the people and lastly economical that is the financial benefits gained from CS activities. In this study, the authors concluded that the international five-star hotel chains residing within Saudi Arabia have not been actively working toward their CS and CSR behaviors.
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Calafiore, Monica. "Il marketing assicurativo nei mercati B2B". Master's thesis, Alma Mater Studiorum - Università di Bologna, 2017.
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Il seguente elaborato di tesi si pone come obiettivo l’analisi del marketing assicurativo con particolare focus al mercato B2B (Business to Business). Per fare ciò si è partiti da un’analisi generale del mondo assicurativo fino ad arrivare all’analisi di tre casi di studio, relativi alle compagnie Allianz, Generali e Unipol. Per completare il quadro di riferimento è stato analizzato il canale distributivo delle compagnie, rappresentato da agenti e broker.
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Perérs, Tomas, Fredrik Ryberg i Martin Svensson. "Positioneringsbeslutsmodellen : För ett litet B2B företag". Thesis, University of Kalmar, Baltic Business School, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hik:diva-2349.
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The purpose of this essay is to analyze theories about positioning that will create an image of the positioning process, which we later on shall benchmark with other companies way to position their brand. By this, we want to obtain a well-documented work on how Luma Metall AB should work with the positioning on its brand in the future. This essay is based on a qualitative method that is characterized by an abductive approach. The empirical materials we have gathered through interviews with 5 selected persons that are well experienced on the subject have given us important information. We have come to a conclusion how a small company in a B2B market can position itself. With support of theoretical and empirical studies we have created a model for positioning decisions that shows how a company with these criteria can proceed. We have also come to a conclusion about which type of marketing communication channels that are most efficient for a small company in a B2B market. The essay final chapter is based on our own thoughts and ideas, also the material that we collected from our interviews that we have presented in the chapter empirical and theoretical analysis.
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Söderström, Eva. "B2B standards implementation : issues and solutions /". Kista : Institutionen för data- och systemvetenskap, Univ, 2004. http://urn.kb.se/resolve?urn=urn:nbn:se:su:diva-266.
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CARPENTER, EDUARDA MACHADO LOWNDES. "CREDIT RISK MODEL IN B2B RELATIONS". PONTIFÍCIA UNIVERSIDADE CATÓLICA DO RIO DE JANEIRO, 2006. http://www.maxwell.vrac.puc-rio.br/Busca_etds.php?strSecao=resultado&nrSeq=8351@1.
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Este trabalho visa analisar os modelos atuais de avaliação
de risco de
crédito aplicados a empresas não-financeiras e desenvolver
um modelo estatístico
com o emprego da ferramenta LOGIT - Regressão Logística
com base nos
clientes jurídicos de uma empresa do ramo industrial. Este
modelo tem como
objetivo principal determinar a probabilidade de um
cliente ser considerado como
adimplente ou inadimplente. Com esta ferramenta o analista
de crédito pode
definir até que ponto se torna interessante para a empresa
efetuar uma venda a
prazo para o cliente.This dissertation has the objective of analyzing the current models of credit risk in non financial companies and to develop a statistical model with Logistic Regression. The main purpose of this model is to determine the probability of a client (business company) being considered a good or bad risk. This model will allow the credit analyst to measure the credit risk involved with credit sales.
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Minier, Denise Nicole 1971. "An exploratory study of B2B marketplaces". Thesis, Massachusetts Institute of Technology, 2003. http://hdl.handle.net/1721.1/28580.
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Thesis (M. Eng. in Logistics)--Massachusetts Institute of Technology, Engineering Systems Division, 2003.Includes bibliographical references (leaves 48-53).
A business-to-business (B2B) e-marketplace brings together buyers and sellers using the Internet to conduct or facilitate business transactions. They came onto the scene in the late 1990's. There are independent exchanges, those formed by industry consortia, and private exchanges which are formed for the exclusive use of the single owner and its suppliers and customers. E-marketplaces support nearly all major types of B2B transactions, such as sales via catalogs, contracts, auctions, procurement via reverse auctions and RFQ's (request for quotes), and trading via exchanges. At the height of the dot-com boom, there were approximately 2,500 B2B exchanges worldwide. There was tremendous hype and expectations surrounding them. They were to revolutionize the way companies do business and fundamentally transform industries and the global economy. But the B2B e-marketplace has experienced a shakeout, and most have merged, closed down, or been converted to software vendors. Only about 1,000 are still operating, and this number will likely decline further. Even so, there are still great benefits to be had in the B2B exchange arena. B2B digital marketplaces reduce transaction costs by automating purchasing and sales processes. They reduce information inefficiencies by making prices more transparent and aggregating relevant real-time industry news into one easily accessible place, and they diminish geographic limitations. This research examines the different types and strategies of B2B marketplaces, the rise and fall of exchanges, examples of successful marketplaces, and future trends in the area.
by Denise Nicole Minier.
M.Eng.in Logistics
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Santos, Ana Marta Soares da Costa. "Plano de marketing B2B - Papelaria Alto". Master's thesis, Instituto Superior de Economia e Gestão, 2013. http://hdl.handle.net/10400.5/11210.
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Mestrado em MarketingPerante o contexto de crise económica, ao mesmo tempo que as tecnologias de informação evoluem a um ritmo crescente e ganham terreno à imprensa em papel, como pode uma papelaria sobreviver nos próximos dez anos? Localizada no Estoril desde meados de 1970, a Papelaria Alto quer, em 2014, explorar novos segmentos de mercado, através da disponibilização de um serviço de entregas a empresas. Este projecto consiste assim na elaboração de um Plano de Marketing para a Papelaria Alto, tendo em conta as especificidades do contexto de marketing business-to-business (B2B). Recorrendo à metodologia action research, que pressupõe o envolvimento do investigador com a empresa alvo de estudo, a recolha de dados primários foi feita através de entrevistas semi-estruturadas e da aplicação de um questionário. O plano foi desenvolvido tendo em conta as características que diferenciam o mercado empresarial do mercado de consumo, que se verificam sobretudo ao nível da estrutura do mercado, características da procura, comportamento de compra, segmentação e marketing mix. O desenvolvimento de uma submarca para o segmento empresarial e uma estratégia de comunicação e distribuição baseada na criação de uma plataforma online são factores-chave para o sucesso da nova estratégia empresarial da Papelaria Alto.
In a time where information technologies evolve in an expanding rhythm - threatening the written press - and given the current context of economical crisis, how can a stationary survive in the next ten years? Located in Estoril since the mid-seventies, Papelaria Alto's planning for 2014 aims to explore new market segments through the provision of a business-oriented delivery service. This project consists in the elaboration of a Marketing Plan for Papelaria Alto customized for business-to-business (B2B) marketing. Making use of action research methodology which assumes the researcher's involvement with the company they are studying primary data collection was achieved through non-structured interviews and survey application. The plan was developed taking into account the characteristics that differentiate industrial market from consumer market mainly related to market structure, demand characteristics, purchase behaviour, segmentation, and marketing mix. The development of a business-targeted sub-brand and a communication and distribution strategy based on the creation of a online platform are key factors for the success of Papelaria Alto’s new business strategy.
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Uimonen, V. (Valle). "Asiakassuhteiden hallinnan vaiheittainen käyttöönotto B2B-asiaintuntijaorganisaatiossa". Master's thesis, University of Oulu, 2018. http://urn.fi/URN:NBN:fi:oulu-201805301954.
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Asiakassuhteiden hallinta on yrityksiin kokonaisvaltaisesti vaikuttava toimintamalli, joka sekoitetaan usein asiakassuhteiden hallintaa määritelmällisesti tukevaan tietojärjestelmään. Asiakassuhteiden hallinnan tietojärjestelmä mahdollistaa toimintatavan, mutta pelkkä järjestelmän hankinta ei riitä sen omaksumiseksi yrityksessä. Asiakassuhteiden hallinnan käyttöönotto tarkoittaa strategiatason toiminnallisia muutoksia sitä käyttöönottavassa organisaatiossa. Tämä diplomityö sai alkunsa asiakassuhteiden hallinnan järjestelmän hankintaselvityksestä. Tämän diplomityön tarkoituksena on selvittää, kuinka tutkimuksen kohdeyrityksen olisi järkevintä toimia asiakassuhteiden hallintaa käyttöönottaessaan. Tutkimus lähestyy kysymystä selvittämällä mitä asiakassuhteiden hallinta on, kuinka asiakassuhteiden hallinnan käyttöönotto tulisi toteuttaa ja kuinka käyttöönotto olisi toteutettava tavallista rajoitetummilla resursseilla. Nämä kysymykset muodostavat pohjan, jonka avulla tutkimuksen keskeisimpään kysymykseen vastataan. Kohdeyritys on asiantuntijapalveluita tiiviissä yhteistyössä asiakkaidensa kanssa tuottava B2B-yritys. Kohdeyritys on aloittanut asiakassuhteiden hallinnan käyttöönoton selvityksen asiakastiedon hallinnassa syntyneiden haasteiden myötä. Tutkimuksen pohjana toimii kirjallisuuskatsaus asiakassuhteiden hallinnan tutkimukseen. Kirjallisuuskatsauksessa tutustutaan asiakassuhteiden hallinnan vaikutuksiin, asiakassuhteiden hallinnan järjestelmiin, asiakassuhteiden hallinnan strategiaan, asiakassuhteiden hallinnan prosessiin, asiakastietämyksen hallintaan sekä avainasiakkuuksien hallintaan. Tämän lisäksi kirjallisuuskatsauksessa syvennytään asiakassuhteiden hallinnassa hyödynnettäviin mittareihin ja asiakassuhteiden hallinnan käyttöönottoon. Tutkimuksessa luodaan kirjallisuuskatsauksen pohjalta konstruktio, jonka avulla voidaan suunnitella asiakassuhteiden hallinnan vaiheittaisen käyttöönoton strategia. Vaiheittainen asiakassuhteiden hallinnan käyttöönotto vähentää käyttöönottoprojektiin sitoutuvia resursseja ja riskejä. Tutkimuksessa luodun konstruktion avulla selvitetään tutkimuksen kohdeyrityksen potentiaalisimmat asiakassuhteiden hallinnan avulla yhdistettävät asiakaskanavat. Konstruktion mukaisesti tutkimuksessa kartoitetaan kohdeyrityksen liiketoimintastrategia ja asiakasstrategia sekä verrataan niitä asiakassuhteiden hallinnan vaatimaan asiakaskeskeiseen strategiaan. Kohdeyrityksen nykytoimintaa tarkastellaan ja verrataan asiakassuhteiden hallinnan menestystekijöihin. Selvityksen tuloksena kohdeyritys voi toteuttaa asiakassuhteiden hallinnan käyttöönoton heidän potentiaalisimmissa asiakaskanavissa. Kohdeyrityksen tilannetta tutkitaan avainhenkilöhaastattelujen avulla. Tutkimuksessa luotua asiakassuhteiden hallinnan vaiheittaisen käyttöönoton strategian selvitysmallia voidaan hyödyntää myös kohdeyrityksen ulkopuolella. Tämän lisäksi mallia voitaisiin kehittää esimerkiksi keräämällä laajempaa tutkimustietoa kyselytutkimuksen avulla avainhenkilöhaastatteluiden toteuttamisen ohella. Laajemman tietomäärän kautta selvitysmallin tarkkuutta voitaisiin lisätä. Yhtenäisen tiedonkeruun kautta eri yritysten valmiuksia asiakassuhteiden hallinnan käyttöönotossa olisi myös mahdollista vertailla keskenäänCustomer relationship management is a comprehensive operations model of companies that is frequently confused with information systems that by definition support CRM. CRM systems make customer relationship management possible, but the procurement of such a system is not enough to implement CRM in a company. Implementation of customer relationship management requires changes in the strategic level of a company that is adopting the operations model. This diploma thesis begun as a report on customer relationship management system procurement. The purpose of this thesis is to examine how the case company should operate implementing customer relationship management. The research approaches the topic by examining what customer relationship management is, how the implementation of customer relationship management should be conducted, and how the implementation could be executed with limited resources. These questions form a base which helps to answer the main research question. The case company is a B2B professional services provider who is working in extensive cooperation with its customers. The case company has begun researching the implementation of customer relationship management as it has encountered problems regarding customer data management. The basis of this research is a literature review regarding customer relationship management research. The literature review focuses on the effects of customer relationship management, customer relationship management systems, customer relationship management strategy, customer relationship management process, customer knowledge management, and key account management. In addition, the literature review looks at indicators and implementation of customer relationship management. A construction based on the literature review is created to design a strategy for gradual implementation of customer relationship management. Implementing customer relationship management in stages reduces the resources tied and risks related to the implementation project. The most potential customer channels of the target company to be integrated through the implementation of customer relationship management are observed by applying the construction of the research. According to the construction, the target company’s business strategy and customer strategy are examined and compared to customer centric strategy required by customer relationship management. Current operations of the target company are viewed and compared to success factors of customer relationship management. Results of the research allow the target company to perform the implementation of customer relationship management in its most potential customer channels. The current situation of the target company is observed through key informant interviews. The model for designing a strategy for phased implementation of customer relationship management can be utilized outside of the target company as well. The model could be improved upon by collecting research data through questionnaire research in addition to the key informant interviews. A wider set of research data would improve the accuracy of the model. Acquiring the data more consistently through questionnaires could allow comparing different companies with the model
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Koivisto, M. (Mikko). "B2B-asiantuntijapalveluiden myynnin muutos digitalisaation myötä". Master's thesis, University of Oulu, 2018. http://urn.fi/URN:NBN:fi:oulu-201805091646.
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Tämän tutkimuksen tarkoituksena on lisätä ymmärrystä digitaalisten sovellusten käyttämisestä ja niiden aiheuttamista muutoksista yrityksen myyntiprosessiin, asiakkaiden hankintaan, lisämyyntiin sekä organisaatioon. Tavoitteena tutkimuksessa on selvittää, mitä ja kuinka voimakkaita nämä vaikutukset ovat olleet sekä miten aikaisempi tutkimus on kartoittanut digitaalisten sovellusten käytöstä johtuvaa muutosta. Tutkimuksen kohteena ovat B2B-asiantuntijapalveluita tarjoavat yritykset, jotka ovat toiminnassaan hyödyntäneet digitaalisia sovelluksia, kuten esimerkiksi CRM-järjestelmiä ja hakukonemarkkinointia.
Tutkittavaa aihetta lähestytään myyvänä osapuolena olevan yrityksen näkökulmasta. Tutkimuksen ensimmäisessä osassa tarkastellaan yleistä myynnin muutosta digitalisaation myötä, käytettyjen digitaalisten sovellusten lisääntymistä ja niiden luomia mahdollisuuksia, sekä B2B-asiantuntijapalveluiden luonnetta ja erityispiirteitä. Lisäksi teoriaosuudessa tarkastellaan, mitä ongelmia ja mahdollisuuksia digitaalisiin sovelluksiin sekä niiden käytöstä aiheutuviin muutoksiin mahdollisesti liittyy. Aikaisemman tutkimuksen tarkastelussa on pyritty saavuttamaan mahdollisimman laaja-alainen näkemys tutkittavaan aiheeseen käyttämällä lähteinä viimeisimpiä tieteellisiä julkaisuja.
Tämä tutkimus toteutettiin käyttämällä kvalitatiivista menetelmää. Tutkimusmateriaali kerättiin haastattelemalla useita eri aloilla toimivia ja eri kokoisia yrityksiä, jotka myyvät B2B-asiantuntijapalveluita. Haastateltavat yritykset valikoituivat tutkijan oman kartoituksen kautta ja haastattelut toteutettiin käyttämällä puolistrukturoituja teemahaastatteluja. Kriteereinä yritysten valinnalle olivat B2B-asiantuntijapalveluiden myyminen sekä digitaalisten sovellusten hyödyntäminen yrityksen myyntitoiminnoissa.
Tutkimuksen tulokset ovat varsin mielenkiintoisia ja osoittavat, ettei digitaalisten sovellusten käyttäminen ole kohdeyritysten osalta aiheuttanut toistaiseksi merkittäviä muutoksia yritysten myyntiprosessiin. Digitaaliset sovellukset olivat kyllä selventäneet prosessia sekä helpottaneet myynnin ja markkinoinnin välistä kommunikointia, mutta itse myyntityön tekemiseen sovelluksilla ei näissä yrityksissä näytä olevan vaikutusta. Yhden yrityksen kohdalla ei myöskään myyntiprosessin läpimeno ollut nopeutunut. Tutkimukseen osallistuneiden yritysten organisaatiotkaan eivät olleet muuttuneet digitaalisten sovellusten ansiosta. Vaikka tutkimuksen tuloksissa ei ollut havaittavissa selkeitä mullistuksia, on muutos kuitenkin tulevaisuutta. Useimmissa tutkimukseen osallistuneissa yrityksissä digitaalisten sovellusten täysimittainen hyödyntäminen on vielä kesken ja olisikin mielenkiintoista nähdä vastaavat tulokset esimerkiksi viiden vuoden kuluttua.
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Kovalenko, Y. "Peculiarities of internet-marketing for B2B". Thesis, Сумський державний університет, 2014. http://essuir.sumdu.edu.ua/handle/123456789/34895.
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Nowadays many companies use different tools to attract customers such as press (newspapers, magazines), audio-visual aids (TV, radio), indoor and outdoor advertisements, event-marketing, PR etc. Internet is a tool that emerged with the development of scientific and technical progress and replaced the traditional marketing tools
When you are citing the document, use the following link http://essuir.sumdu.edu.ua/handle/123456789/34895
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Hammargren, Martin, i Patrik Skoog. "Ledarskapets påverkan på kundrelationer inom B2B". Thesis, Malmö högskola, Fakulteten för kultur och samhälle (KS), 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:mau:diva-22521.
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Sammanfattning Titel: Ledarskapets påverkan på kundrelationer inom B2B. Hur motiveras medarbetare att skapa och bibehålla kundrelationer? Författare: Martin Hammargren, Patrik Skoog Kurs: EK230A Företagsekonomi III, 61-90 hpHandledare: Jean-Charles Languilaire Nyckelord: Transaktionellt ledarskap, transformativt ledarskap, motivation hos medarbetare, kundrelationer, B2B-kontext Syfte: Syftet med studien är att förklara hur transaktionellt och transformativt ledarskap påverkar medarbetares motivation till att skapa och bibehålla kundrelationer inom företag i en B2B-kontext. Teoretisk ansats: En teoretisk referensram utgås ifrån i studien med en övergripande modell som kopplar de olika teoretiska begreppen ledarskap, motivation och kundrelationer med varandra. Metod: Denna studie genomsyras av kvalitativ forskning med insamlingsmetod i form av intervjuer. Empiri: Det empiriska materialet utgörs av sex semistrukturerade intervjuer med ledare och medarbetare på tre olika företag. Det insamlade materialet har analyserats och utifrån denna analys har slutsatser kunnat dras. Slutsats: Transformativt ledarskap bidrar till att skapa en inre motivation hos medarbetare och fungerar på ett gynnsamt sätt för att skapa och bibehålla kundrelationer på lång sikt.Abstract Title: The impact of leadership on customer relations within B2B. What motivates employees to create and maintain customer relations? Authors: Martin Hammargren, Patrik Skoog Course: EK230A Business Administration III, 61-90 hp Advisor: Jean-Charles Languilaire Key words: Transactional leadership, transformational leadership, employee motivation, customer relations, B2B context Purpose: The purpose of the study is to explain how transactional and transformational leadership affect employees’ motivation to create and maintain customer relations in companies in B2B context. Theoretical approach: A theoretical framework together with a comprehensive model is what connects the different theoretical concepts of leadership, motivation and customer relations with each other. Method: This study consists by qualitative research with the collection method through interviews. Empirical foundation: The empirical material consists of six semi-structured interviews with managers and employees at three different companies. The collected material was analyzed, and based upon this analysis the conclusions were made. Conclusions: Transformative leadership contributes to inner motivation among employees and helps to create and maintain customer relations in the long term.
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Ambekar, Shubham, i Jonathan Andrews Danny Duke Samuel. "Investigating Perceive Value in B2B Setting". Thesis, Uppsala universitet, Institutionen för samhällsbyggnad och industriell teknik, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-445340.
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Value is fundamental in business-to-business marketing, where marketing revolves around the term value. Understanding the value of offering through customers' eyes is important for business success. Due to the subjective nature of value, it's imperative to understand the value based on the customer's individual interpretation. In this context, perceived value plays a central theme for this study, and analyzed in the terms of benefits and sacrifices. But to capture the broader picture of customers' value functional, social, and emotional perceived values were considered. The research questions were formed to investigate the kind of values that customers perceive, and another question was framed to investigate the multidimensionality of values. In order to answer the research questions, a qualitative descriptive approach was applied and through judgmental sampling, respondents were chosen. The five potential customers were interviewed through semi-structured technique. The authors applied the model “value hierarchy” to investigate the customer's perceived value which consists of three layers: attributes, consequences and objects; it shows correlation among the three layers. The laddering technique was used in connection with hierarchy, through this technique authors understood how consumers were able to perceive value in each layer. The tangibilization strategy was used to provide cues that helped build mental construct of services in customer’s minds. Customers assess the services by evaluating its value. The value from the consequences were perceived multidimensionally by customers depending on the attributes. Customers perceived functional value in aspects of saving time and ease of workload. They were able to perceive value socially, when some features helped manage stress among the employees and through provision of these services to end customers saw an increase in firm awareness in the market. Customers also felt a feeling of happiness when using certain attributes especially among the end customers thereby bringing emotional value into the picture. All the different values perceived helped reach their respective end-goals. The model found useful to investigate the customer value sequentially, also evaluating current customer’s needs. The study revealed that the attributes aren't chosen without a purpose. Customers perceive some benefits from the attributes that help achieve their specific needs. The study was confirmation about integrating the model with different value dimensions helped determine the connection of these dimensions with customer value. The study ends with presenting managerial, theoretical and practical implications and provides ground for future research in exploring other framework of values, followed by limitations of the study.
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Szabó, Attila. "B2B marketingová komunikace společnosti John Deere". Master's thesis, Vysoká škola ekonomická v Praze, 2013. http://www.nusl.cz/ntk/nusl-192670.
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The aim of this master's thesis is to evaluate the implementation of the B2B marketing strategy of John Deere on a specific example. The theoretical part of the thesis focuses on defining the basics of modern marketing communications. Next it deals with defining the concept of B2B marketing and related strategies. The practical part focuses on the characterisation of the agricultural machinery industry and the slovak agricultural sector. Further it includes the introduction of other B2B marketing tools of John Deere in practice.
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Matela, Vít. "Propagace softwarového produktu na B2B trhu". Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2018. http://www.nusl.cz/ntk/nusl-378374.
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This diploma thesis deals with the problem of lead generation using online marketing tools on the example of the specific Comprimato product. This work analyses the state and the environment in which the company is before launching the campaign. The results of the analysis are reflected in the practical part, where the lead generation strategy is described. Also, an economic evaluation of the campaign and recommendations how to improve the campaign in the future is included.
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Lindblom, Matilda, i Amelia Andréasson. "Inbound marketing from a B2B-perspective". Thesis, Högskolan i Halmstad, Akademin för ekonomi, teknik och naturvetenskap, 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:hh:diva-39967.
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There has been a lot of research and studies done about the positive effects of inbound marketing and previous research clearly states that engaging customers is crucial when developing a successful inbound marketing strategy. However, a gap in connecting inbound marketing to a B2B-perspective is evident. Little information can be found about this specific field of practice when using inbound marketing strategy. Therefore, the aim of this study is to increase the understanding of in what way business to business companies use inbound marketing and the reasons they have for applying this strategy. This study was constructed by a qualitative method with an abductive approach where six companies were interviewed. The interviews were then compared with each other and the collected data from the Frame of Reference in order to gain a deeper understanding of the companies work with inbound marketing. The result of the study gives an insight into how companies can implement inbound marketing in their marketing strategy and the benefits it will lead to if executed correctly. Furthermore, a model has been created to help companies implement inbound marketing and shows which inbound marketing tools that can be used in the different stages of the sales and marketing process.
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Bryngemark, Adam, i Sebastian Baard. "”En vecka fick jag fler ölleveranser än virkesleveranser.” : Hur B2B-kunder hanterar och navigerar i B2B-relationer". Thesis, Linnéuniversitetet, Institutionen för organisation och entreprenörskap (OE), 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-66055.
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Bakgrund: Vikten av mer bundna business-to-business-relationer från leverantörsidan är vida erkänd. Det är dock inte självklart att kunden i en B2B-relation strävar efter samma mål som leverantören i detta anseende. Kunden påverkas av faktorer i mer bundna och mer obundna relationer och måste förhålla sig till dessa samtidigt som de navigerar i sina leverantörsrelationer för att försöka åtnjuta fördelarna med både lång- och kortsiktighet. Syfte: Att förstå hur B2B-kunder hanterar och navigerar i B2B-relationer för att åtnjuta fördelar med både mer bundna och mer obundna B2B-relationer. Metod: Studien har använt en kvalitativ ansats och en deduktiv metod där en teoribas lagts fram. Sedan har tre ostrukturerade intervjuer genomförts med personer som på företag ansvarar för, hanterar eller beslutar om företagets leverantörsrelationer. Slutsats: Studien visar bland annat att: (1) Kunder kan erhålla mer frihet genom att vara mer bundna med sina leverantörer. (2) Kunder har flera relationer med samma leverantör där det inte är möjligt att uppnå bundna och obundna fördelar med enbart en relation till leverantören. (3) Kunder inte eftersträvar fullständig organisatorisk bundenhet eller obundenhet utan att istället åtnjuta fördelarna med att positionera sig däremellan. Kunder önskar ramarna av en mer bunden relation och samtidigt vara i stånd att inom dessa ramar röra sig mer fritt, likt en mer obunden relation; en slags gyllene medelväg.
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Menezes, Aires Manuel Ribeiro. "A relevância de um projecto para os recursos e estratégia de uma empresa". Master's thesis, Instituto Superior de Economia e Gestão, 2014. http://hdl.handle.net/10400.5/7601.
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Mestrado em MarketingPerante a alteração dos relacionamentos que uma empresa tem com os seus fornecedores e clientes, o horizonte, contexto e identidade da rede na qual a empresa está encrustada pode sofrer alterações. Através de um estudo de caso singular, procurou-se analisar os impactos numa empresa antes, durante e depois de estar envolvida num projecto de grande dimensão. A análise desses impactos é feita considerando a sua identidade e contexto de rede. Procura-se avaliar também a relevância da marca corporativa neste contexto. Conclui-se que ao nível dos relacionamentos com os fornecedores, devido à singularidade desses relacionamentos e a confluência das suas actividades e recursos, não existiram mudanças substanciais nos mesmos; o mesmo acontece com os relacionamentos com os clientes. No entanto, este projecto permitiu o acesso a quatro novos clientes, maioritariamente na área da embalagem. A identidade da empresa enquanto fornecedor mudou consideravelmente. Relativamente à marca corporativa, é possível interpretar que a marca está associada ao domínio efectivo de certas competências.
Faced with the change of relationships a company has with its suppliers and customers, the horizon, context and identity of the network in which the company is crusted may change. Through a singular case study, we sought to analyze the impacts on a company before, during and after being involved in a large project. The analysis of these impacts is made considering the identity and network context. Also seeks to assess the relevance of the corporate brand in this context. It is concluded that the level of relationships with suppliers, due to the uniqueness of these relationships and the confluence of its activities and resources, there were no substantial changes in them; the same happens with relationships with customers. However, this project enabled access to four new customers, mainly in the field of packaging. The identity of the company as a supplier changed considerably. Regarding the corporate brand, it is possible to interpret that the brand is associated with effective control of certain skills.
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Pčolová, Oľga. "Analýza súčasnej situácie na trhu telekomunikacií so zameraním na B2B". Master's thesis, Vysoká škola ekonomická v Praze, 2013. http://www.nusl.cz/ntk/nusl-198048.
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The master's thesis deals with the telecommunication market in the Czech Republic. The aim is to examine the entry of telecommunication companies into the field of information and communication technologies (ICT) with a focus on market of business customers. Essential for achieving this objective is the analysis of the current state of the telecommunication market, which is followed by qualitative research focusing on telecommunication companies and their future direction.
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Rosqvist, Henrik. "Att mäta effekterna av B2B e-handel : Användning av mätetal för att utvärdera och mäta effekterna av B2B". Thesis, University of Skövde, School of Humanities and Informatics, 2007. http://urn.kb.se/resolve?urn=urn:nbn:se:his:diva-112.
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Elektronisk handel B2B växer sig allt starkare. Företag, organisationer och kommuner har börjat bedriva detta för att automatisera och rationalisera samt på sikt spara pengar. Detta examensarbete fokuserar på de effekter som införandet av B2B medför, samt hur dessa kan mätas på ett effektivt sätt, något som förekommer i liten skala i nuläget. Syftet med detta arbete har varit att se vilka effekter ett B2B samarbete leder till, samt visa på hur dessa effekter kan mätas. Genom att intervjua samt att skicka ut enkäter till personer i den berörda verksamheten erhölls olika typer av effekter och faktorer som bör mätas för att få ett lyckat resultat i framtiden.
Bakgrundsmaterialet i detta arbete presenterar en rad olika typer av mätmetoder som existerar idag samt hur de används. Vidare presenteras de större typerna av elektronisk handel som idag förekommer. Resultatet som arbetet genererat är att kommuner idag har ett intresse av att mäta effekter, problemet ligger i att kunna mäta dem. Ett av resultaten har visat att större delen av dagens mätmetoder är för komplexa att använda för att mäta effekterna av B2B i mellanstora kommuner, det krävs mer generella och egenutvecklade mätmetoder för ett lyckat resultat.
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Lönnberg, Annie, Elma Macanovic i Izabelle Pettersson. "Negative Effects on Trust in B2B Relationships". Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-53416.
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Background: The concept of relationship marketing is a continuously growing research area in the field of academic research. A topic being widely discussed is which factors builds trust and the importance of having trust in business-to-business (B2B) relationships. However, there is a lack of research in the field of which factors have a negative effect on the level of trust in business relationships. Purpose: The purpose of this study is to explain which factors are crucial to maintain trust in a B2B relationship. Focus: The focus in this study is on trust in B2B relationships. Particularly how it is negatively affected by lacking the building blocks needed in order to have trust in such a relationship. Method: This study made use of a deductive, quantitative approach. By using a survey, the data was gathered through an online questionnaire sent out via e-mail to 700 Swedish B2B companies. Results: In total, answers from 141 were reliable. In SPSS analyses for regression, reliability, and validity were conducted. Out of the five stated hypotheses, three were accepted and two rejected. Conflict handling was shown to have the largest influence on the level of trust together with communication and competence. Commitment and contracts were rejected in the hypotheses testing. Conclusion: A new model is presented where the accepted hypotheses act as influencers on trust. The conclusion of this study is that if there is a lack of conflict handling, communication, and competence it will have a negative effect on trust in a B2B relationship. Due to limitations of the study, other research opportunities derive. It is suggested that future research should explore the differentiation between different industries and/or different kind of actors within the B2B-relation or countries.
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Kaddura, Layla, i 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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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.
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.
We have carried out interviews, through phone and visits, with four chosen companies that fit our criterias: Swedish B2B-company that is successful in social media.
The result of the interviews show that B2B-companies use social media for various purposes, for example networking (to create and build long term relations with other companies) and to improve the company’s image among the end customers. Most of our interviewees reach their end customers (consumers) in first place and customers (companies) in second place, since many B2B-companies do not yet use social media.
Half of our respondents mention that social media should not be used for advertising and campaigns (one way communication). Instead they should be used for building relations and conversations (two way communication).
The majority of our respondents believe that it is essential to participate in the social channels where their consumers are, and let the target group control the choice of the channels. By being next to the consumers, a relationship will be formed that will lead to an increased loyalty. Three of the interviewed companies have noticed a growth in demand and sales, and a better recognition of the company.
Most of our respondents are strongly convinced that their presence in social media has an effect on the customers’ buying decisions, though they cannot statistically prove it. They do however see that the preference that individuals form around the brand have a significant meaning.
All of the companies that we interviewed state that they use both quantitative and qualitative measurements to find out what effect their activities in social media have on sales, commercial benefits, and what subjects that will raise interest and engagement. From one extreme to another, one of the companies can directly see, with help of statistics, if the activities in social media are increasing the sales, while another company claims that it is impossible to jump to conclusions about that connection, since there are many things that affect the customers’ buying decisions.
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Wu, Xueying, i Jingfang Zhao. "Relationship Management of key Customers - in B2B". Thesis, Jönköping University, Jönköping University, Jönköping International Business School, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-9557.
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Olsson, Anders. "Understanding Acceptance of Online Shopping in B2B". Thesis, Örebro universitet, Handelshögskolan vid Örebro Universitet, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:oru:diva-46686.
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