Teses / dissertações sobre o tema "Business relationships"

Lic.-avh. Stockholm : Handelshögskolan, 2014

Decision making with the help of graphs has been applied for a long time. Previous to the introduction of computerized solutions, graphs and complementary pictures were hand drawn. With the introduction of computers came the colored and dynamic “animations” called simulations which are used today. The focal company of this study, Ångpanneföreningen AB, has during an extensive period of time constructed simulations of complex systems which they have used in order to satisfy specific needs of their customers in different areas. Depending on the complexity of the product and the needs it is ought to fulfill, the exchange of it will have a direct impact on the interactions carried out between the buying and selling parties in various ways. A question that this thesis looked to answer was how the utilization of simulations affects Ångpanneföreningen AB’s relationship with its customers. The purpose of this study is to describe how the use of a simulation program may affect the relation between two parties in a business relationship. A case study approach based on focused and semi-structural interviews has been used for this study.The effects of the use of simulations on a business relationship, in terms of benefits perceived, depend on the purpose set for the software. This meaning that it depends on whether the results and benefits are of such kind that they are possible to measure. However, if measurable, then the awareness of perceived benefits contributes to a stronger relationship since trust is likely to follow from met expectations. The simulation software offered by ÅF has the characteristics of both a product and a service with a highly technological nature. When dealing with simulations holding such attributes, a high level of exchanges is likely to be involved. Furthermore, interdependencies between two parties in a business relationship tend to develop as both the exchanges due to, and the complexities of, the simulation are of a high level, meaning that exchanges are needed in both directions.

This thesis aims to increase the understanding for how customer satisfaction is created in business-to-business relationships in the copying machine and IT sector. A second objective is to contribute to the small, yet growing literature on the topic of satisfaction in business-tobusiness settings. In order to accomplish this, one company in the copying machine and IT sector has been used as a base and its customers have been the focus of the study. The results show that if the expectations the customers have of the product are met, the customers are likely to be satisfied. Furthermore, parts that have a high influence on customer satisfaction are technical support, the products’ quality, the product’s user-friendliness and availability of the staff. The part that contributed the most to customer satisfaction was how the staff treatedthe customers. The parts which contributed the least were selection of products, handling of invoices and delivery times.

It is a well-established view that, over time, companies in a business-to-business setting develop long-lasting business relationships. The business relationship between two companies involves a wide range of exchanges on products, technical and economic issues. It also has a social content as it engages people in both companies. Business relationships are, therefore, argued to be founded on a varying extent of exchanges and content of behaviour. This thesis deals with the current and complex issue of the integration of information technology in such business relationships.

Integration in this thesis refers to when information technology is purposefully used and inseparable from the business relationship. A special standardized questionnaire was used to collect extensive empirical data on 353 business relationships between suppliers and one of their important customers. The results of the analysis of the data in the thesis show that high information technology integration, in terms of exchanges and behaviour, increases the efficiency of information exchanges in business relationships. Integration is also connected to the importance of business relationships for the development of information technology and increases a company’s knowledge on this technology. Furthermore, the results show that what is fundamental for the integration of information technology is its combination with the strength of the business relationship. Thereby, the integration of information technology has a wider impact on business relationships than simply facilitating higher efficiency under certain circumstances. It affects the general competence in using information technology, and allows new opportunities for the business relationship and the companies.

Through its rich empirical content, theoretical approach and proximity to current business situations, this thesis is of interest to researchers and students who wish to understand the employment of information technology in business relationships, or for business professionals who want to further understand their situation regarding information technology in order to make decisions about further employment.

Relationships of entrepreneur vary automatically over time; however, entrepreneurs themselves are the ones who create relationships. This process requires self-motivated action in order to gain good relationships and trusts. In this research, the particular ways that entrepreneurs use to create relationships with customers, suppliers and financial institutions follow each step of interest, commitment, adaptation and trust. The authors find that entrepreneurs use both similar and different methods in each stage depending on type and size of their business. In addition, we examine how organizations supporting entrepreneurs to start business influence the networking of entrepreneurs. The authors select Idélab as our case study. During joining Idélab’s activities, the attendants would gain more relationships from both inside and outside of Idélab which are apart from their backgrounds and experiences. Therefore, the entrepreneurs attending Idélab reach more relationships than entrepreneurs who do not.

Growing numbers of America’s 1,281,432 active licensed attorneys open their own law firms due to strained employment opportunities. With 50% of small businesses failing within 5 years, and solo law offices accounting for 75% of attorneys in private practice, there is a need for preparing solo criminal law practitioners for business success. Some solo criminal law practitioners do not understand the critical business performance variables that impact small business success. The total population for this quantitative correlational study included solo criminal law practitioners from the Philadelphia Bar Association Legal Directory and Pennsylvania Association of Criminal Defense Lawyers members. Barney’s resource-based theory (RBV) and Lussier’s nonfinancial success-failure business prediction model were the foundational frameworks of this study. I used Lussier’s nonfinancial success-failure questionnaire to collect data via a self-administered survey. A Kendall tau correlation was used to determine the relationship between Lussier’s 16 independent variables measuring success or failure and a single dependent variable of ‘level of profits’ for the 31 participants. 31 participants (4%) is a very low response rate. Increased participation is needed for better research results. Fifteen of the 16 variables showed no relationships with the level of success. Only 1 hypothesis showed a relationship between the type of start-up plan developed by the firm and the level of success (τ = .322, p = .032). The findings from this study support the Small Business Association’s definition of a business plan as a living roadmap for business success. The implications for positive social change include the potential to increase employment opportunities by directly impacting the economy in creating economic expansion.

Abstract

In the complex business environments of today, firms are in need of external expertise in order to achieve a competitive edge. The increased complexity is partly due to technological devel-opment and facilitated global access affecting most markets. Therefore, marketing activities has increased importance in a firm’s core strategy. Being able to communicate to customers in a creative and more direct way is vital in order to survive in a global battlefield. One interesting question is how one should involve external expertise in achieving successful marketing in an effective manner. There seem to be difficulties in maintaining long-term agency-client relation-ships and one could question why? Quite often one finds clear differences reflecting role defi-nition and what the parties expect of each other.

The purpose of this thesis is to analyse the relationship between advertising agencies and their clients. The authors aim to investigate how companies use external influence/advertising agencies in their marketing communication process and identify the crucial factors leading to suc-cess/failure of agency-client relationships.

A pre-study was made in order to get an understanding about the actual situation on the field, and gave us the interest in investigate the agency-client relationship. Then, a qualitative multiple case studies have been made and gave a relatively good insight in the agency-client relationship. Insight in where the relationships are lacking and where improvement is needed.

The authors discovered that why agencies and clients fail in their relationships, many times is a result of miscommunication and misunderstandings. Attitudes towards each others field of op-erating and lack of dialogue seem to be the reasons why this appears. They need to meet at a level somewhere in between the points at the present, hence need for agencies to have a deeper understanding than present client desire and for agencies to be able to adjust to client needs, and correlating their abilities. The key is communication. A lot of the improvements is up to agencies in mediating and marketing themselves in a more efficient manner than today. Advertising agencies are often failing in establishing an effective communication process with their clients.

As companies do business with each other they establish a number of close and longstandingrelationships. These relationships act as a source of stability and therefore become more andmore integrated into each other. Over time a set of interconnected relationships are formedand actor is viewed as being a part of a business network. The company however regards few ofthese relationships as most important and these companies make up what is called the actor’snetwork context. This context however changes over time as a result an actor’s interaction withother companies. This study examines the changes that take place in a company’s networkcontext as it enters into new relationships. The company ‐ Radi Medical ‐ referred to as theactor in this case has recently entered into two major relationships that have and will continueto result in a number of changes in its network context. From the accounts given by managerswithin the company we find that different new relationships depending on their nature, do havevarying impacts on an actor’s network context. Ultimately, the study indicates that no onecompany can with all certainty foresee or determine the outcome of any new relationship on itsnetwork context.

Networking is commonly used in many business clusters such as in San Diego, California. The strongcollaborative and networking culture spurs entrepreneurial activities and is crucial forentrepreneurial success in the region. Networking is a fascinating phenomenon much discussed inliterature. Sociologists have tried to map the patterns of networks and describe its existence andfunction in society. Relationship marketing theorists have taken to the discussion from a businessperspective and explained the relationships between the individuals in the business network. Thepurpose of this research is to analyze social networking and network organizations in San Diego inorder to investigate what entrepreneurs can gain from networking which can accelerate growth insmall businesses.

The empirical study consists of a qualitative case study in San Diego. Data has been collected throughsemi-structured interviews with entrepreneurs, business service providers, investor, networkorganizations representatives, consultants and well-experienced professionals with knowledge froma variety of organizations in different industries.

The theoretical study on networks, business networking, relationship marketing andentrepreneurship has led to the construction of the Entrepreneurial Relational Capital Model. Themodel is constructed on theories embraced in the thesis and is meant to work as a tool to evaluateentrepreneurs’ relational capital; or the entrepreneurs’ network of relationships and theirconstruction. The model has been used to analyze empirical data and the results show theimportance of evaluating business relationships for the entrepreneur to become more time efficientin networking, and to find the individual with the desired expertise. The research has shown thatentrepreneurs need to establish strong relationships to key individuals in the industry of their focus.The entrepreneurs’ social networking with key individuals accelerate the start-up process becausethe high level of trust in the relationship results in valuable referrals.