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Kawaguchi, Kohei. "Essays in industrial economics : applications for marketing and management decisions." Thesis, London School of Economics and Political Science (University of London), 2015. http://etheses.lse.ac.uk/3109/.
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IT innovation is allowing enterprises to find new ways to harness the power of information assets for decision making. This thesis presents three econometric method applications to marketing and management decisions. The first chapter empirically studies retail network product assortment decisions under uncertain underlying demand parameters using structural estimation. I use detailed data from a beverage vending machine network in Tokyo and find that agents increase the expected total revenue of the network by 19.6% than the baseline, where 12.3% is attributable to learning from the sales data, and 7.3% is attributable to agents’ informative initial belief. However, it is below the revenue when the demand parameters are known, which is 45.5% higher than the baseline. Furthermore, if the principal company could precisely process the sales data, the expected total revenue could be 39.6% higher even if the initial beliefs are no more informative than the rational expectation. The last observation indicates that there are some costs for the principal associated with the development and utilisation of sales data processing capabilities. The second chapter studies the causal effects of product recommendation by conducting a field experiment using many vending machines in railway stations that programmatically offer recommendations for consumers after recognising their characteristics via a built-in camera. We study the effects of recommending popular products and unpopular products, and ask how the effects differ across times of day and consumer characteristics. We find that both popular and unpopular product recommendations increase vending machine sales and choice probability of recommended products. But unpopular product recommendations cause opposite effects in the morning. The negative effects are mainly from male customers in crowded vending machines. We attribute the decrease in morning vending machine sales to the congestion created by recommendations. We conjecture that the negative effect on choice probabilities in the morning is because of social pressure from the surrounding consumers. In the third chapter, I derive a necessary condition for stochastic rationalisability by a set of utility functions with a unique maximiser, which I name the strong axiom of revealed stochastic preference (SARSP). I propose a test of rationality based on the SARSP that allows for any type of heterogeneity. The test can be implemented at low computational cost. Monte Carlo simulation shows that the test has an empirical size below the nominal level and relatively strong power.
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Khogeer, Yusra Khalid. "Brand anthropomorphism : the literary lives of marketing mascots." Thesis, University of Liverpool, 2013. http://livrepository.liverpool.ac.uk/16193/.
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There is no end to the brands that lend themselves to anthropomorphic comparison. As an area under researched, the ultimate aim of this thesis is to improve our understanding of the phenomenon of brand anthropomorphism via focusing on one of the most prominent tactics currently being used by industry – the use of marketing mascots. This research begins by theoretically positioning the topic in a rich body of literature. Drawing on branding literature, the multidimensional nature of brands is explored as a starting point for understanding brand mascots. The fundamental theories referred to are integrated to form the Brand Puzzle. Next, the phenomenon of anthropomorphism is examined by referring to literatures from the disciplines of anthropology, animal behaviour, English literature and religion. To complete the extensive literature review, this thesis draws on marketing, advertising, psychology and consumer behaviour literature to reveal any existing classifications for brand anthropomorphism prior to introducing a new typology. Additionally, an investigation into the use of mascots is carried out paying particular attention to their conceptual development and their ‘humanity’. By designing an interpretive case study methodology that relies on a variety of research techniques, including netnography, interviews and photo-essays, as well as a provocative style of presentation, this thesis sets out firstly to explore the development of three marketing mascots on the social media site of Facebook: Aleksandr Orlov mascot for price comparison website CompareTheMarket.com; The M&M’s Spokescandies mascots for Mars’ M&M’s chocolate; and Mr Peanut mascot for Planters peanuts. A literary approach was adopted when tackling this mysterious process of creating marketing mascots. Secondly, this thesis sets out to analyse consumer engagement with the brands via their engagement with the selected marketing mascots. Six forms of consumer engagement were identified which were perceived to have an effect on the narrative of marketing mascots. The discussion section of this thesis creatively links the empirical evidence presented in the findings chapters and the insights from the literature with novels, storytelling and genre reading. The prominence of these have led to the development of a Literary Wheel model that has scope for use by industry and offers a direction for future research. In conclusion, this research contributes to knowledge in the field of brand anthropomorphism. It provides a formula for the creation of captivating marketing mascots that fulfil the needs of our increasingly communication hungry culture, encouraging elevated consumer engagement and the development of stronger consumer-brand relationships.
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Sinkevičius, Justinas. "Industrial enterprises project management." Master's thesis, Lithuanian Academic Libraries Network (LABT), 2012. http://vddb.laba.lt/obj/LT-eLABa-0001:E.02~2012~D_20120723_111007-41367.
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In the final master work is analysing the industrial project management, its system and practical issues. Therefore is made analysis of theoretical aspects of fundamental project management methods. Questionnaire of manufacturing sector was made. Collected data about projects and its implementation from 42 enterprises of Lithuania industrial enterprises. Analysis is made by statistical data and empirical research results to evaluate parameters and successfulness of project management in industrial enterprises. Regression relationships are defined between organizational parameters and project implementation success. According to analysis of scientific literature, statistics and results of empirical research formed an improvement model of project management system in industrial organization.Baigiamajame magistro darbe nagrinėjama pramonės įmonių projektų vadyba, jos metodai ir praktinės problemos.Šiam tikslui atliekamas bedrosios projektų vadybos metodologijos teorinių teiginių analizė. Vykdyta gamybinio sektoriaus įmonių anketinė apklausa. Surinkti duomenys iš 42 Lietuvos pramonės įmonių apie projektus ir ju įgyvendinimą. Atlikta empirinių duomenų anlizė, kurios tikslas remiantis tyrimo ir statistiniais duomenimis įvertinti gamybos įmonių projektų parametrus bei jų įgyvendinamumą. Nustatytos regresinės priklauomybes tarp parinktų kriterijų ir projetų įgyvendinimo sėkmingumo įmonėse. Remiantis mokslinės literaturos analize, statistiniais duomenimis ir empiriniais tyrimo rezultatais suformuotas projektų vadybos sistemos tobulinimo pramonės įmonėms modelis.
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Chang, Mary Yabut. "High technology and Macau industrial transformation." Thesis, University of Macau, 1997. http://umaclib3.umac.mo/record=b1636693.
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Yang, Jun. "Software exclusivity decision in the presence of indirect network externality." Related electronic resource: Current Research at SU : database of SU dissertations, recent titles available full text, 2005. http://wwwlib.umi.com/cr/syr/main.
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Vanharanta, Markus. "Customer Portfolio Management A Study of Managerial Decision-Making in an Industrial Marketing Context." Thesis, Lancaster University, 2008. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.514411.
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Colosimo, Mark. "A Data-Driven and Mixed Methods Analysis of Automotive Retail Operations Management." Thesis, Wayne State University, 2019. http://pqdtopen.proquest.com/#viewpdf?dispub=10973231.
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The importance of effective retail operations management has never been more significant. Our research aims to expand the understanding for efficiency and dynamics of franchise outlets within retail networks with a focus on sales performance and profitability. The focus and contribution is the development of an actionable data analytics driven process by which automotive dealerships (retail outlets) can be analyzed to identify areas of opportunity for improvement. In general, automotive dealerships aim to sell product to make a profit, the manufacturer of the product/brand desires to sell vehicles to make a profit, and the customer desires to find a suitable transportation option that provides most utility. While substantial volumes of quantitative data exists about the details of operations and automotive dealership transactions, similar Key Performance Indicators (KPIs) are typically generated and reviewed in making decisions about operational change. We will focus on the actions (inputs) that relate to outcomes (outputs) at the dealership level, including factors relating to all three stakeholders and their interactions, which are anticipated to be relevant. Input variables and factors relating to the business outcomes of the stakeholders involved will be the desired target for finding synergies.
To address these concerns, we first developed an analytical process for providing recommendations to improve dealership efficiency and performance through quantitative data and demonstrated the effectiveness of the proposed process using a real-world dealership case study. With a desire to go beyond available datasets, there is a need to dig deeper into operations through aligning quantitative Key Performance Outcomes (KPOs) with qualitative survey analysis of dealership operators. This provides a detailed view of analysis not previously available, which should encourage dealerships to make change. Through the utilization of an interview process, with a focus on variance between dealerships, in creating a survey distributed to dealership management, an assessment of principal factors has been created. The assessment of these factors will help dealerships and manufacturers understand which activities, perceptions, and atmospheres have the greatest positive impact on new vehicle sales and profitability.
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Kim, Euk Hwan. "Team relationships, knowledge transfer, and human resource management in multinational companies : a comparison of R&D and marketing." Thesis, University of Warwick, 2014. http://wrap.warwick.ac.uk/62630/.
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This study examines the nature of knowledge creation and transfer in multinational companies and the configuration of the human resource management (HRM) system to sustain the relevant practices. It makes three contributions. Firstly, it argues that the nature of knowledge varies according to the organisation of work. Accordingly, it takes two functional activities, research and development (R&D) and marketing, and identifies the distinct processes of knowledge creation in each. Secondly, it also shows that the processes of knowledge transfer vary on the basis of project characteristics. Thirdly, it links debate on knowledge to debate on HRM and issues of ‘best practice’ or ‘best fit’. This research applies the best fit theory of HRM and the MNC knowledge transfer perspective to explain how and why the sets of HRM practices are configured. The basic premise is that the configurational approach of HRM systems based on different functional contexts is viable to MNC subsidiary settings. The perception of MNC employees confirms that HRM practices should be aligned internally with tasks and bundled to create better outcomes. Comparisons among tasks, work structures, or skill levels make a specific architecture of HRM practices internally consistent. Investigating the attributes of tasks and work structures is thus necessary for the understanding of HRM systems configured. Configurational fit related to knowledge processes has been explored mostly through qualitative approaches. This research employs quantitative approaches as well as a qualitative method to look into how, within the functional areas of R&D and marketing, knowledge is generated and transferred. These processes can be shaped by the industry context as well as the function. The research design thus takes two industries, ICT and automobiles, and looks at the functions within each. This produces a 2x2 research design. The subsidiaries of two Korean firms in each cell, that is eight subsidiaries in total, were studied through 35 interviews. These interviews shaped the design of a questionnaire that generated 558 responses from R&D and marketing employees in these eight subsidiaries plus eighteen others. In relation to knowledge creation, the study finds that there are greater complexity and interdependence in R&D than in marketing. This is true in both sectors. In relation to transfer, marketing subsidiaries are more embedded in their local context than their R&D counterparts are because marketing is directed at specific national markets while R&D is more related to the development of new products across the MNC as a whole. Factors such as cooperative work structures, work reporting types, information dependence, and decision autonomy in a subsidiary or the relationship with the parent company are identified as critical factors that distinguish R&D from marketing in knowledge processes. They bring about distinctive attributes such as procedural ambiguity, which requires a specific focus to support knowledge processes through the internal alignment of HRM. For example, the nature of performance incentives and the role of training differ between R&D and marketing subsidiaries.
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Zhang, Shiming. "Managing in conflict : how actors collaborate in marketing green chemistry." Thesis, University of Glasgow, 2016. http://theses.gla.ac.uk/7167/.
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The purpose of this research is to investigate business relationships, by drawing on conflict theories from organization studies and taking a mid-range research perspective to further develop these into industrial marketing research. IMP researchers have examined conflict as a threat to established business relationships and commercial exchanges, drawing on theories and concepts developed in organization studies. I adopt the behavioural approach from organisation studies, and contracts with particularly the socio-psychological approaches relating to the affective emotions of small groups. I find that there is much in common between the definitions of conflict developed by March (1999) and the theories of Jehn and Mannix (2001) on the combination of affective and cognitive ways of undertaking activities in conflicts, as conflict as experienced, emotional, aligned with material entities. These approaches have had a great influence but have not been fully considered in business-to-business research. This thesis aims to investigate how actors manage, and manage in, conflicts, and how their relationships dynamics work within networks. I develop conflict research by drawing on the IMP and Market Studies approaches, which address the pervasive conditions of business activity, encompassing the relationships and resources experienced by actors as events which trigger emotions. The overall research method chosen for this research is the case study. I identify five cases of relationships from the oil and gas industry’s service sector and examine conflict, its emotional dimensions and actors’ activities in conflicts within these cases in three empirical study chapters. Study 1 examines conflict of interest and resources and conflict as experienced by actors. Study 2 examines conflict from the emotional perspective by investigating a series of events and event-triggered emotions across the five cases of relationships. Study 3 focuses on adaptive activities undertaken in conditions of pervasive conflict, which produce incremental innovation. I propose an explanation of how actors manage, and manage in, conflict given that they tend to value and maintain relationships beyond individual episodes of exchange. Conflicts are investigated in relationships from a network perspective, showing that actors experienced these while adapting to changes in their business setting (regulation, technology or/and cost), modifying their roles in that network. By identifying conflict with the organizing forms of relationships and networks, the research shows how actors handle conflict by pursuing and combining a number of strategies, distributing the conflict across an enlarged network. By investigating the emotional dimension of conflicts, I find that affective emotion effects relationships and relationship dynamics. Actors transform and resource emotions with material entities, and in this process markets are shaped. Adaptations are part of the normal activities; actors, driven by medium term Chemical Management Service (CMS) contracts and cost pressures, undertake incremental innovation. An incremental innovation model is designed to illustrate the process of incremental innovation that operates for the ‘green chemical’ industry, and guides actors to contain costs through managing portfolios and resources, forecasting and innovation agenda, and reducing uncertainties in networks.
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Castro, Luciano Thomé e. "Incentivos em canais de distribuição: um estudo comparativo entre o Brasil e os EUA no setor de defensivos agrícolas." Universidade de São Paulo, 2008. http://www.teses.usp.br/teses/disponiveis/12/12139/tde-13012009-170904/.
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Programas de incentivos são um conjunto de benefícios oferecidos por fornecedores a distribuidores conforme distribuidores alcançam objetivos estabelecidos pelos fornecedores. Os incentivos em canais são utilizados para alocar recursos e alinhar interesses. Apesar do seu amplo uso pelas empresas, estes programas carecem de uma análise teórica mais profunda. Esta tese buscou entender como são compostos os programas de incentivo em canais de distribuição e também propor um método para sua construção. São feitas proposições teóricas que combinam diferentes linhas e os colocam como compostos por quatro principais variáveis, sendo o conjunto de metas de desempenho pedidas aos canais, os benefícios oferecidos, a presença de exclusividade no relacionamento entre distribuidor e fornecedor, e finalmente, o nível de formalização alcançado no relacionamento. Além disso, a caracterização dessas variáveis é sugerida como dependente da distribuição de poder entre fabricante e distribuidor. Foi utilizado o método de estudos de casos múltiplos com a inserção do estudo comparativo entre Brasil e EUA. Foram selecionadas três empresas no Brasil e as mesmas três nos EUA no setor de defensivos agrícolas e seus programas de incentivo em canais foram compreendidos e comparados, com o uso de análise documental e entrevistas pessoais. Por fim, a tese faz uso dos conceitos teóricos de diversas linhas em canais de distribuição e dos estudos de caso para propor uma seqüência de etapas para a elaboração de um programa de incentivos em canais. As etapas sugeridas são análise externa e da rede, definição da estratégia de valor, metas de desempenho, benefícios e gestão de canais especiais.Incentive programs are a set of benefits offered by manufacturers to dealers as dealers achieve the objectives established by manufacturers. Incentives in marketing channels are used by manufacturers to allocate resources and to align channel members objectives. Although marketing channel incentive programs have been widely used by different industries, they lack a deeper theoretical analysis. This thesis aimed at understanding how incentive programs are composed and at proposing a method for building an incentive program from a manufacturer perspective. Several different research lines were combined and theoretical propositions were formed to suggest that incentive programs are composed by four main variables, being the set of performance objectives asked to dealers, the set of benefits offered to them, the exclusivity level and finally the formalization of the agreement. Besides, the variables contents were suggested to be dependent on the distribution of power between the dealer and the manufacturer. The method used was a multiple case study approach with the use of a cross country analysis between Brazil and USA. Documental analysis was used along with personal interviews. Three crop protection manufacturers were selected in Brazil and the same three in USA and their incentive programs were compared and analyzed. Finally a method for building a marketing channel incentive program was suggested composed of a sequence of 5 steps. The steps are the external and the network analysis, the value strategy definition, performance objectives, benefits, and the key channel management.
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Wismer, Sebastian [Verfasser], Norbert [Gutachter] Schulz, and Peter [Gutachter] Welzel. "Essays in Industrial Organization: Intermediation, Marketing, and Strategic Pricing / Sebastian Wismer. Gutachter: Norbert Schulz ; Peter Welzel." Würzburg : Universität Würzburg, 2014. http://d-nb.info/1109749872/34.
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Jansen, van Rensburg Charmaine. "Online marketing of commercial and industrial properties and services in a small business." Thesis, Nelson Mandela Metropolitan University, 2013. http://hdl.handle.net/10948/d1020988.
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In view of the factors influencing and the steps in the design of a Website, building a successful Website will vary from business to business. This study investigates what is required from a small commercial and industrial property and services business to take their business online and create an effective Website. The environment of the property market reflected the role that government plays in the property industry and also the role of the private sector. Marketing in the real estate context indicated that if real estate agents have access to the right type of information, not only can they add value to their own organizations, but they can also capitalize on the same information to create added value for their clients. The elements of the marketing management process include four steps, namely to gather information, to set marketing goals and plan strategy, to organize and implement marketing strategy and to control the marketing activities. Marketing in the online environment showed that the Marketing Mix includes personalisation, privacy, customer services, community, site, security and sales promotion. The principles of online marketing revealed the important role of the customer and customer relationships. An investigation into the difference between e-commerce and online marketing made it clear that online marketing is one component of e-commerce. This study critically analysed the available literature in order to suggest a proposed framework of what should be included in the Website of a small commercial and industrial property and services business. In order to successfully research online marketing of commercial and industrial properties and services in a small business, a basic but thorough understanding of online marketing principles and Website content are important. In this study a qualitative research approach was followed where secondary sources were critically evaluated to design the required framework. Thereafter three Websites of marketing of commercial and industrial properties and services were content analysed to see whether anything else should be added to the framework. This would assist in taking a small business in commercial and industrial properties and services online. The framework suggests that the Website homepage content should include: Business overview/information Products/services What’s new Search Employment opportunities Interactive feedback Customer service/ assistance Index/directory Financial facts Links to other sites Online business services/utilities Guest book Frequently Asked Questions Messages from CEO A purposeful sample of three Websites was then content analysed so as to provide the information necessary to reach the objectives of the study. The following Websites were included in the content analysis: Broll, which operates as a national agency with international associations. The firm renders services (Estate Agency) and does not own property. Bruce McWilliams Industries Pty Ltd is operative in Port Elizabeth, Uitenhage and surrounds. It is a family business that owns property, which it develops and markets itself. Seeff is a national agency. It renders services (estate agency) and does not own property. Lastly, a narrative of a small commercial and industrial property and services business was created by means of document analysis of a specific business. The researcher was allowed to study the documents and diaries of the business in order to provide a narrative for this business. This narrative can be used as part of the envisaged Website for the business.
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Massad, Nelson Heckman Robert. "Perceived transaction satisfaction with electronic service encounters: a critical incident analysis of product-related services and pure services on the Web." Related Electronic Resource: Current Research at SU : database of SU dissertations, recent titles available full text, 2003. http://wwwlib.umi.com/cr/syr/main.
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Donaldson, William George. "An inquiry into the relative importance of customer service in the marketing of industrial products." Thesis, University of Strathclyde, 1993. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.261853.
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Poddar, Amit. "Structure and process of channel program selections retailers choice among parity trade promotions/." unrestricted, 2007. http://etd.gsu.edu/theses/available/etd-08142007-164744/.
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Thesis (Ph. D.)--Georgia State University, 2007.Title from file title page. Naveen Donthu, committee chair; Detmar Straub, Dan Bello, James Boles, committee members. Electronic text (152 p. : ill.) : digital, PDF file. Description based on contents viewed Nov. 14, 2007. Includes bibliographical references (p. 142-151).
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Murtha, Brian Robert. "Zigzagging across the boundary examining the interplay of marketing activities within and between firms /." Diss., Atlanta, Ga. : Georgia Institute of Technology, 2008. http://hdl.handle.net/1853/24701.
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Thesis (Ph.D.)--Management, Georgia Institute of Technology, 2009.Committee Co-Chair: Goutam Challagalla; Committee Co-Chair: Sundar Bharadwaj; Committee Member: Ajay Kohli; Committee Member: Alka Citrin; Committee Member: Koert van Ittersum
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Bechtle, Scott Edward. "Crimson Eagle Global Enterprise." CSUSB ScholarWorks, 2003. https://scholarworks.lib.csusb.edu/etd-project/2340.
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This project for Crimson Eagle Global Enterprise is the initial step in developing a strategic business plan. The traditional business plan contains many sections (business description, marketing, competition, operating procedures, personnel, business insurance, and finacial data). Using a different style, this project simply highlights those sections, rather than going into detail.
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Harding, Andreas. "Exploring brand identity practice in video game start-ups : Industrial Marketing." Thesis, Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:ltu:diva-74485.
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The video game industry is a rapidly growing industry due to technology advancements andhas made video games to a mass phenomenon. The diffusion of today’s technologies has created and expanded the video game market, both demographical and geographical, which has attracted more customers and increased the intensity of the competition. Companies in the industry have to professionalize their marketing processes and business strategies in a moreflexible and quickly fashion than before to be able to stay competitive. An overcrowded market with thousands of products released every year creates problems for actors to get recognized. The purpose of this dissertation has been therefore to study small start-ups brand identity in its inception phase within the video game industry to assist their brand strategic approach and be able to strengthen their competitive advantage in a saturated market. The dissertation has adopted the corporate brand identity matrix framework by Urde (2013) and investigated the brand-driven elements in a start-up context; thus, the framework has only been applied incorporation-setting where the companies are large and known. Five indie game developers from northern Sweden participated in the study’s field research. The dissertation shows that the corporate brand identity matrix is adaptable for start-ups and are not dependent on the company size. Findings confirm early signs of brand identity and found correspondence between competence and value proposition, expression and personality and culture and relationship, which address interconnection between its brand-elements and its brand core. The unique findings where they all show signs of social engagements, passion and a fan-centric ambition of doing business and most of all everyone had a “community first” approach and were more inspired to deliver value to its customers rather than how they can achieve value for themselves. A concept model for start-ups in the inception phase of the video game industry has been made based on the empirical results of the study that can be adopted early in a company's start-up process and provide guidance and support for its future brand identity development to address the issues of discoverability.
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Johansson, Daniel, and Patrik Fredriksson. "Customer Needings : Finding the Relationship Gaps between Rolls Royce and their Industrial Customers." Thesis, Karlstad University, Faculty of Economic Sciences, Communication and IT, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:kau:diva-4263.
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Purpose
The purpose of this thesis is to investigate to what extent Rolls Royce in Kristinehamn manages to fulfil their customer needings. By identifying gaps between offerings and needings, the authors will give recommendations on how Rolls Royce can increase their customers' satisfaction by providing them with what they need.
Method
A qualitative research is used in the form of in-depth face-to-face- and telephone interviews. Eight such interviews have been conducted in this thesis; three interviews with representatives from Rolls Royce and five interviews with representatives from three of their customers.
Findings
Many gaps have been found in the analysis of the empirical study. The most frequently discovered gaps are that; Rolls Royce should have better control over their sub-suppliers and Rolls Royce should agree on higher penalty fees for delay or poor quality. Further gaps have been found in which activities the customer wants to be relieved or enabled of.
Recommendations
A figure of customer specific recommendations have been compiled through the findings. From this figure, general recommendations have been discovered that can, to some extent, represent all of Rolls Royce's customers.
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Theron, Edwin. "The management of long-term marketing relationships in business-to-business financial services." Thesis, Stellenbosch : Stellenbosch University, 2008. http://hdl.handle.net/10019.1/1409.
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Thesis (PhD (Business Management))--Stellenbosch University, 2008.Since relationship marketing re-emerged as an approach to marketing, the concept was met with a great deal of interest. This interest resulted in relationship marketing being researched extensively, whilst businesses started to look for ways to build relationships with their clients. Relationships with clients can, however, only be managed if the dimensions contributing to the relationship are adequately identified. From an academic viewpoint, once all the relevant dimensions have been identified, these dimensions can be used to construct a model that can guide the management of long-term marketing relationships. The aim of this study was to identify the dimensions that are important when longterm marketing relationships in business-to-business (B2B) financial services are managed. The study started with a comprehensive review of the marketing literature. The literature review was followed by two empirical studies. The first empirical study was conducted among relationship managers, while the second empirical study focused on both the relationship managers and clients of a leading South African financial services provider. Both the relationship managers as well as the clients were part of the afore-mentioned financial services provider’s B2B domain. Phase 1 of the empirical research (the exploratory study) focused on an assessment of the perceptions of 75 relationship managers in respect of the importance of a number of pre-determined dimensions. A web-based approach was used and a questionnaire was developed according to the requirements of the Analytic Hierarchical Process (AHP) method. Based on the literature review and the results of the exploratory study, a set of 11 dimensions emerged as important for the management of long-term relationships in B2B financial services. The second phase of the empirical research focused on the perceptions of both relationship managers (the relationship manager sample) and B2B clients (the client sample). In the case of the relationship manager sample, a web-based questionnaire was sent to 300 relationship managers, while 400 clients participated in the client study. Relationship manager data were analysed by means of regression analysis whereas the client data were analysed with the aid of Structural Equation Modelling (SEM). The LISREL 8.80 software program was used to fit both the measurement model and the SEM model. The results of the study confirmed the important roles of especially trust and commitment on a person’s intention to stay in a relationship. Furthermore, the study found that relationship managers and clients appear to view the process of relationship management as an intricate process. Although relationship managers and clients differ on the importance of some of the further dimensions, agreement existed for the importance of especially satisfaction and communication. It was also found that relationship managers appear to over-estimate their performance levels on some of the identified dimensions. The uniqueness of the study lies in the simultaneous consideration of the perceptions of both relationship managers and clients. The most important contribution of the study is the construction of a model through which long-term marketing relationships in the B2B financial services industry can be managed.
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Pliszka, Sylwia, Slawomir Olijarczyk, and François-Pascal Iweins. "Flexible company on rapidly changing market - Case study of HMS Industrial Networks." Thesis, Halmstad University, School of Business and Engineering (SET), 2007. http://urn.kb.se/resolve?urn=urn:nbn:se:hh:diva-801.
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This paper is structured to answer the question why it is significant to be flexible on the market and also how to become a flexible company. To create cognitive perception of this issue, analyse of flexible company - an example of still prospering, a leader company HMS Industrial Network, is presented.
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Grohmann, Alexander. "Influences of marketing response time on sales planning and forecasting in the industrial context." Thesis, Bloemfontein : Central University of Technology, Free State, 2012. http://hdl.handle.net/11462/166.
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Thesis (D. Tech.(Marketing)) - Central University of Technology, Free state, 2012A reliable sales plan and forecast is the basis for good cash flow management and capacity planning. If the sales figures are below plan, the sales manager will increase the sales efforts in order to compensate these deviations. Usually, it can be expected that these efforts should be at least partly successful in the consumer markets. This situation is expected to be different in the industrial markets, as usually the generation of sales turnover can only be achieved by either new customers or new products sold to existing customers. It is therefore expected not to be possible to immediately compensate a loss of sales turnover within the planning period by increased sales efforts. This research project investigated whether industrial markets react differently from consumer markets by investigating the sales planning and forecasting process in the Machinery & Equipment Industry, the Automotive Supplier Tier 1 and the Automotive Supplier Tier 2 Industry. It investigated several time aspects of the sales process, displayed as customer-supplier interaction. The results of the research project showed that in fact sales processes in the investigated industry sectors have such a long duration, that it is not possible for sales managers to immediately compensate low sales figures by increased sales efforts. The sales turnover raise will come in a later period and thus simply too late for the current one. This results in the fact that the reliability of the sales forecast (for the established sales plan) is reduced, if industry characteristics and special time aspects of the sales process are not taken into consideration. These time aspects can be described best by the Market Response Time (MRT). The MRT is defined as the time lag between the start of an increase of sales efforts by the supplier (first contact) and the market response in terms of increased purchase. This is at the time when the customer starts to financially respond, with the result of a sales turnover increase at the supplier’s side. If the MRT is long, sales planning and forecasting has increased importance, because sales efforts need to be planned well in advance. For this reason response times are major elements in planning and forecasting, although it was previously not very well recognised in literature and practice. Based on a qualitative empirical study with the case study methodology, 41 case studies were undertaken within the three industry sectors. The investigated companies showed that these three industry sectors have different MRTs, such as 68 weeks in the Machinery & Equipment Industry, 138 weeks in the Automotive Supplier Tier 1, and 62 weeks in the Automotive Supplier Tier 2 Industry. These different MRTs influence the companies planning and forecasting processes in different ways. This research project qualitatively showed that if time aspects were taken into consideration in sales planning and forecasting, forecast accuracy could improve. It was furthermore indicated that an adequate sales planning approach could improve forecast accuracy as well. In a second step, it was indicated that these companies, which are aware of the time aspects, have shown a better sales performance in terms of sales force productivity, growth of productivity and market position. Concluding it can be stated that the respect of time aspects, such as MRT, may increase sales performance. The study's results have some limitations, which are the research context and the research methodology. As the project only investigated the industrial context, namely the Machinery & Equipment and the Automotive Tier 1 Supplier and Tier 2 Supplier Industry, its results can only be applicable to this context. The research methodology of this project is a qualitative one, which means that the sample size is small but deep and statistical generalisations cannot be made. Based on this, further research implications of this project are that its results may further be statistically generalised by quantitative studies. Especially the sales planning and forecasting processes in the detected clusters per industry sector should be investigated on a broad sample. Thirdly, the indicated relation between market knowledge and accuracy should be further investigated. This is because it can be estimated that the forecast accuracy is the highest if the company’s information horizon is equal to the product life cycle time of the products produced. Last of all, as there are only a few research projects done in the industrial context regarding market response models and time aspects, therefore these topics should be further investigated.
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Poitevin, Michel. "Three essays on the strategic interaction between production and financial decisions." Thesis, University of British Columbia, 1987. http://hdl.handle.net/2429/29164.
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This thesis consists of three essays in the theory of Industrial Organization. More specifically, the thesis focuses on the interaction of financial structure and market structure. The intellectual starting point of this thesis is the Modigliani-Miller theorem. Modigliani & Miller (1958) show that in the presence of perfect financial and output markets, financial structure has no effect on the value of the firm. This thesis departs from a Modigliani-Miller economic environment by assuming that firms have more information about their projects than financiers have. In imperfect output markets, this departure from Modigliani-Miller world implies that there may exist important strategic interactions between production and financial decisions. In the three essays of this thesis, we derive theoretical links between financial structure and output market competition.
We show that in the presence of asymmetric information in output and financial markets, firms may affect the outcome of various oligopolistic and entry games by choosing an appropriate financial policy. We explicitly introduce financial variables in these types of games to show that they may have an important role to play in the resolution of the output competition. The presence of asymmetric information is usually a sufficient condition for financial structure relevance to the firm's market value. However, this is not necessary. It is shown elsewhere that taxes or bankruptcy costs may also affect financial decisions. Throughout this thesis, we abstract from these important determinants of financial structure to focus on asymmetric information in output and financial markets to show that a firm's financial policy may be used strategically in oligopolies. The three essays may be united under the common theme of asymmetric information and strategic financial decisions.
In the first essay, the choice of a lender in a debt contract becomes a determinant of the extent of competition in downstream industries. We show that in the presence of imperfect output markets and asymmetric information in financial markets, members of an industry may achieve a partial collusion in the output market by borrowing from the same bank. In an oligopoly, debt is pro-competitive as it gives incentives to the borrowing firm to undertake an aggressive output strategy. This aggressiveness is translated into an increased output. As both firms borrow, the industry becomes more competitive. The industry also becomes riskier and firms' debt value is decreased. A common lender can better control these incentive effects and hence, limit the extent of competition in the output market. This model finds a natural interpretation in an international trade context. In this framework, the result shows that freeing financial markets from trade barriers may decrease the competitiveness of international oligopolies by allowing firms to borrow from the same lender. In the second essay, we develop a theoretical link between firms' financial structure and their output market structure. In the presence of asymmetric information about the incumbent's cost level, an incumbent's financial structure may constitute a signal of its efficiency and prevent potential entrants from coming into the market. A market, threatened by entry, is occupied by one of two possible types of incumbent. The firm's type is completely characterized by its cost level. Only the own firm knows with certainty its true type while the entrant and financiers are uncertain of it. Entry is profitable for the entrant if and only if the market is occupied by the high cost type incumbent. The low cost firm chooses a financial structure that credibly distinguishes itself from the high cost incumbent. From the observation of the incumbent's financial policy, the entrant can correctly infer the incumbent's type. If it observes a financial structure consistent with the low cost incumbent's financial strategy, it stays out of the market. Otherwise, it enters. In equilibrium, financial structure allows credible revelation of all private information and entry occurs in the same circumstances as with perfect information.
In the third essay, we give a formal representation of Telser (1966)'s 'deep pocket' argument. We propose that entrants are financially vulnerable because they must signal their value to financiers before entering the market. We assume that there are two possible types of entrant threatening to enter a monopoly market. The entrant's type is parametrized by its cost level. This information is private to each entrant as other players are uncertain of the entrant's true type. Entry is profitable only for the low cost entrant. But if the high cost type can misrepresent as a low cost firm, there exist financial structures which yield positive equity value. The low cost firm must avoid these structures to credibly reveal its type to financiers, secure sufficient funds and finance its entry. In equilibrium, the low cost entrant must issue debt to signal its quality to investors. It enters the market heavily leveraged. This provides incentives for the incumbent to engage in a price war to financially exhaust the entrant and cause its bankruptcy. The price war may be interpreted as the incumbent's predatory response to the entrant's leveraged entry. We argue that a diversified pool of undistinguishable entrants is sufficient to justify the 'deep pocket' argument put forward by Telser (1966). We base our explanation on the presence of asymmetric information in financial and output markets.Arts, Faculty of
Vancouver School of Economics
Graduate
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Kane, Ian J. "A business and revenue model for the B to B E-marketplace environment." Thesis, Stellenbosch : Stellenbosch University, 2001. http://hdl.handle.net/10019.1/52059.
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Thesis (MBA)--Stellenbosch University, 2001.ENGLISH ABSTRACT: Organisations have progressed from managing their information system isolated from each department to a fully integrated enterprise resource planning system. This has resulted in transparency of information throughout the organisation. Organisations initially communicated directly with each other via facsimile and electronic data interchange on a oneto- one basis, whereas the business-to-business e-marketplace facilitates a many-to-many relationship and assists in improving efficiencies in the supply chain. In order for these emarketplaces to succeed, it is vital that they focus on achieving the critical success factors such as liquidity, fulfilment and implementation of basic business principles to name a few. The backing of the industry’s “Bricks and Mortar” organisations is important since this gives the buyer or supplier the capability to attract the other members of the e-marketplace. Further to this, these organisations contribute knowledge of the industry and an understanding of the customer’s requirements. The e-marketplace should be seen as a community, where not only the procurement process is facilitated, but where also other value adding services such as logistics and finance are offered. In order to ensure the sustainability of the e-marketplace, it is important to define its life cycle. It is envisaged that the life cycle will consist of four phases, namely procurement, value added services, knowledge and customer relations management. The business model should be focused on ensuring that the maximum revenue is achieved during each of these phases. One of biggest benefits of the e-marketplace and also an essential component for its survival, is that all information relating to the procurement process and value added services should be rooted through and stored in the data warehouse. This data warehouse will thus become rich in information that could be sold as knowledge in the long term and create a significant revenue stream in the later life cycle phases of the e-marketplace. A case study of Quadrem illustrates that the e-marketplace is in the early stage of the life cycle and that extensive further development is required before the true value of the businessto- business e-marketplace can be attained.
AFRIKAANSE OPSOMMING: Ondernemings het vordering gemaak vanaf die bestuur van inligtingstelsels, geïsoleerd van mekaar in departemente, na ‘n ten volle geïntegreerde besigheidsbronbeplanningstelsel. Dit het gelei tot deursigtigheid van inligting dwarsdeur die hele onderneming. Ondernemings het aanvanklik direk met mekaar gekommunikeer op ‘n een-tot-een basis met behulp van fakse en EDI, terwyl die besigheid-tot-besigheid e-markomgewing ‘n baie-tot-baie verwantskap fasiliteer en bydra tot die verbetering van effektiwiteit in die toevoerketting. Dit is noodsaaklik dat die e-markomgewing daarop fokus om die kritiese suksesfaktore soos likiditeit, uitvoering en implementering van basiese besigheidsbeginsels, om slegs ‘n paar te noem, te bereik, ten einde suksesvol te wees. Die ondersteuning van die industrie se tradisionele “Bricks and Mortar” ondernemings is belangrik, aangesien dit die koper of verskaffer die vermoë gee om ander lede van die e-markomgewing aan te trek. Buitendien maak dié ondernemings ‘n bydrae tot die kennis van die industrie en insig in die klante se behoeftes. Die e-markomgewing moet as ‘n gemeenskap gesien word, waar nie alleen die verskaffingsproses gefasiliteer word nie, maar waar ook ander waarde toevoegingsdienste soos logistiek en finansier aangebied word. Ten einde die volhoudbaarheid van die emarkomgewing te verseker, is dit belangrik om die lewensiklus te definieer. Dit word voorsien dat die lewensiklus uit vier fases sal bestaan, naamlik verskaffing, waarde toevoegingsdienste, kennis en kliënteverhoudingsbestuur. Die besigheidsmodel moet daarop fokus om te verseker dat die maksimum inkomste gedurende elke fase gegenereer word. Een van die grootste voordele van die e-markomgewing, en ook ‘n noodsaaklike komponent vir oorlewing, is dat al die inligting verwant aan die verskaffingsproses en waarde toevoegingsdienste deur die datastoor gekanaliseer moet word en daar gestoor word. Hierdie datastoor sal dus ryk aan inligting word wat op die langtermyn as kennis verkoop kan word en sodoende ‘n wesenlike inkomstestroom genereer in die latere fases van die lewensiklus van die e-markomgewing. ‘n Gevallestudie van Quadrem illustreer dat die e-markomgewing in die vroeë stadium van die lewensiklus is en dat omvattende verdere ontwikkeling vereis word voordat die ware waarde van die besigheid-tot-besigheid e-markomgewing bereik kan word.
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Bester, Jan. "Market feasibility of high technology products in a business-to-business marketing environment : an SADC perspective." Thesis, Stellenbosch : Stellenbosch University, 2013. http://hdl.handle.net/10019.1/95636.
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Thesis (MBA)--Stellenbosch University, 2013.South African companies, as well as international companies using South Africa as a base, that have reached an appropriate size, track record and capacity to consider expanding abroad often look at business opportunities in their neighbouring countries, specifically those that are members of the Southern African Development Corporation (SADC). The markets and business environment of the 15 members in the Community differ substantially amongst themselves, but each has some characteristics and business potential to recommend it to the expansion seeking SA corporation. This paper provides an exhaustive analysis of the SADC's economic environment and characteristics. As such, it makes sense for a South African company that produces high-technology products or services and sells in the business-to-business market space to explore markets in geographical proximity to itself. The existence of the SADC region as a trade block, its associated objectives to improve regional inter-trade and regional socio-economic stability and established infrastructure motivates the focus of this study. It is envisaged that further study could be suggested to identify and develop methods to ascertain market feasibility that could be applied to other countries in Africa and in the world market. According to Thompson (2006b: 1), a business feasibility study can be defined as “a controlled process for identifying problems and opportunities, determining objectives, describing situations, defining successful outcomes and asssesing the range of costs and benefits associated with several alternatives for solving a problem.” The identification, extraction, presentation and consolidation of lessons learnt could benefit new market entrants by identifying possible pitfalls before they embark on a market entry campaign. The study delves into the intricacies of doing business in emerging economies, doing business in Africa and doing business in SADC countries. The external and internal forces that could prove instrumental and decisive in the success of an organisation that seeks to measure market feasibility is examined, thus identifying key warning signs or hazards that would hamper feasibility before embarking on costly business plans and marketing campaigns. The study develops a proposed decision support matrix to determine market feasibility. This matrix could prove useful as a preliminary investigation tool for companies active in the sector and exploring the different geographical markets in question to base an initial business decision on, prior to investing in a business plan or more focused business intelligence.
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Willcocks, Geoff. "UK market efficiency and the Myners review : a univariate analysis of strategic asset allocation by industrial sectors." Thesis, Bournemouth University, 2006. http://eprints.bournemouth.ac.uk/10549/.
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The Treasury's report "Institutional Investment in the United Kingdom: A Review" (the Myners Review) suggested in 2001 that various sectors of the UK equity market may be suitable for active investment management, tacitly assuming that some sectors are efficient whilst others are not. The validity of this assumption is tested against 29 industrial sector indices within the FTSE All Share index. Sector efficiency is, taken to be that index values reflect information correctly (strong efficient) or to the point where benefits do not exceed costs (weakly efficient). Existence of a sector index following a random walk is used to identify strong efficiency with the subsequent conclusion that passive management would be appropriate. Where the time series is not random, forecasting gains less than the management costs of active trading indicate weak efficiency with the corollary that passive management is still applicable. Industrial sectors where the index can be forecast with gains in excess of costs are not efficient and are appropriate for active management. The indices are tested for stationarity: none are stationary in levels but all reject the Dickey Fuller null hypothesis of a unit root in their first difference, the logarithmic return. Tests for randomness are based on pure random walks and random walks with drift and/or trend. Non-random time series are examined for maintained regressions based on AR, MA and ARMA. Where appropriate, ARCH is applied to the variance, utilising GARCH, Threshold GARCH, GARCH-in mean, Exponential GARCH and Component GARCH. Additionally there is a test for cointegration. All potential data generating processes' residuals are tested for independent identical distributions using the BDS test. If the maintained regression produces residuals that are III) then that series is assumed to be explained. The results show that four indices are strong efficient and five are weak; giving nine sectors that should be managed passively. Only one sector is found where there is scope for active management to make an abnormal gain in excess of costs. Nineteen of the indices had GARCH, which indicated a possible lack of efficiency but no decision on management style. One index was unexplained. Thus the Myners review's suggestion of active management where appropriate was valid, but limited solely to the Personal Care & Household Products sector.
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Trigo, Virginia. "The upsurge of private entrepreneurship in China : the case of Tian He high-and-new technology industrial development zone in Guangzhou." Thesis, University of Macau, 1994. http://umaclib3.umac.mo/record=b1636776.
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Park, Hyeyoung Helen. "Determinants on Mechanism of Emotional Marketing| Emotional Intelligence, Perception of Emotional Labor' Action, Efficacy and Customer' Coping Strategy on Customer Satisfaction." Thesis, Oklahoma State University, 2013. http://pqdtopen.proquest.com/#viewpdf?dispub=3598952.
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This study was to examine to identify the determinants on mechanism of emotional marketing in the restaurant business. The previous studied mostly examined to find out the service failure from the service qualities by service employees and by the service facilities. Limited studies were conducted to identify the service failure based on the emotional relationships among customers' emotional intelligence, and interactions to recover service failure from emotional labors as well as from customers.
The purposes of this study were conducted three steps. First, this study examined to identify how different characteristics of customer' characteristics of emotional intelligence such as perceiving emotion, social management, understanding emotion, use of emotion, and managing emotion can interact with 1) customer' perception on emotional labor' acting-out (deep and superficial), 2) customer' efficacy (for self and for other), 3) customer' coping strategy (emotional coping focus and problem coping focus) under unexpected service failure circumstances. Secondly, these three major theoretical constructs were tested to identify the statistical associations with customer' participation and satisfaction. Lastly, the group differences were conducted to test the mean differences between gender in customer' emotional intelligence, ethnicity, nationality and interactions between ethnicity and nationality.
The total of 598 responses was used for the group differences and the final structural equation modeling. Independent samples t-test was used to identify the mean differences between gender, and the Multivariate Analysis of Variance (MANOVA) was conducted to test the vector differences between the two ethnicity groups and nationality origins from the western countries and the eastern countries.
The findings from the group differences explained 1) customer' emotional intelligence has statistical differences between male and female customers, 2) customer' EI had significant meanings in the vector differences among ethnicity, nationality, and interactions of ethnicity and nationality between the western countries and eastern countries. The comparative fit index of the final competing structural model was 0.918, RMSEA = 0.059, thus the overall SEM fit indices were over the cut-off of the powerful model fits. Thus, the this study identified the determinants on mechanism of emotional marketing using the theoretical constructs of EI, emotional labor's action, customer efficacy, coping strategy on customer satisfaction under unexpectedly encountered service failure and the interactions among emotional changes in the service recovery from emotional labors as well as customers. This study contributes to establish theory on how customer' different characters of the EI can associate with different emotional constructs in this studies for hospitality, tourism and service oriented industries.
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Dickinson, Ronald Byrom 1952. "Linking environmental scanning to marketing strategy: Factors influencing vertical communication of externally scanned information." Thesis, The University of Arizona, 1994. http://hdl.handle.net/10150/278421.
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This study develops a conceptual model for managerial control of environmental scanning behavior in their subordinate organizations. It is developed within a boundary-spanning framework where the boundary of the organization is part of the conceptualization of the environmental scanning process. Aggregate and individual effects specific to the organizational boundary layer are included in the conceptual model. Environmental scanning behavior is stimulated and focussed by managers like a "push-pull" pump. Subordinate perceptions of managerial communication are central to the "pump mechanism." Perceptions of strategically important themes for the organization supply the push to engage in environmental scanning. Perceptions of managerial receptivity to external information on strategic themes supply the pull. In concert these factors draw environmental information across the organizational boundary, then vertically in the organization, making environmental information available to senior management.
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Ngasu-Betek, Ngole, and Munir Haroon. "Total Quality Management as a Competitive Advantage - From a Marketing Perspective : A Case study of HMS Industrial Networks AB and Ernst & Young LLP." Thesis, Halmstad University, School of Business and Engineering (SET), 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:hh:diva-1601.
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This research study focuses on how a company can achieve competitive advantage through total quality management from a marketing mix standpoint. To gain a deeper grasp of the research topic, a research question was formulated and the thesis is based on the marketing mix and competitive advantage model which is the theoretical framework of this study.
The research is a qualitative study and the empirical data was collected from two international companies operating in Halmstad i.e. HMS Industrial Networks AB and Ernst & Young LLP.
The findings show that quality is not an extra cost for the company, rather it is a way to increase your productivity, the better quality you have, the fewer products you discard and the better planning you have. Hence it was deduced from the research that competitive advantage is achievable by ensuring proper quality management in the pricing, product, promotion and distribution strategies implemented by a company.
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Hemsley-Brown, Jane. "Marketing post-sixteen colleges : a qualitative and quantitative study of pupils' choice of post sixteen institution." Thesis, University of Southampton, 1996. https://eprints.soton.ac.uk/192399/.
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The thesis concentrates on both the supply and the demand sides of the post sixteen education market place. On the supply side, the study examines four key issues - responses to competition; changes in the performance of colleges; the effect of the market on social inequality; and the possibility of bias and manipulation in marketing information. Firstly, on the supply side, the marketing undertaken by one sixth form college is examined alongside quantitative data from college records, (retained over a period of twelve years.) Data are analysed to determine patterns and trends in the profiles and qualifications of students entering the college throughout the period when a niche marketing strategy was emerging. On the demand side, qualitative research data were collected through a series of interviews with twenty five fourteen to sixteen year olds, in a multisite study. Analysis concentrates on the decision making processes and strategies emerging during the period when students selected among post sixteen colleges. The study concludes that firstly, the potential to manipulate information about colleges is increased in a culture of markets and competition. Colleges need to evaluate and gain feedback on the success of promotional communications through marketing research, to monitor the development of the college's reputation, as well as to identify new markets. Secondly, markets have the potential to allocate resources by socioeconomic class. Colleges seeking to reduce inequalities in post sixteen education and training need to ensure that a number of niche markets are identified, appropriate to local need and labour market conditions, to accommodate a range of decision makers in the market. Thirdly, the findings suggest that sixteen year olds are rarely able to give coherent reasons for selecting colleges until they are exposed to the marketing and promotional information provided by colleges. The findings emphasise the importance of effective promotion and public relations, to ensure that positive and accurate marketing information is entering the marketing and choice cycle. Finally, a 'Typology of Decision Makers' is developed to summarise the decision making behaviour of sixteen year olds. The study concludes with a 'Marketing, Choice and Communications Input-Output Model', which highlights the significance of 'psychological defence mechanisms', and reinforcement strategies', in the decision making processes employed by sixteen year olds when selecting among post sixteen colleges.
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Almansoori, Mohammed Eisa Alshedi. "Perceptions of public sector staff of an organisation performance measurement system : a case study of the Abu Dhabi police service." Thesis, Liverpool John Moores University, 2011. http://researchonline.ljmu.ac.uk/6088/.
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Weatherly, Kristopher Allen 1964. "Managing multiple demands: Examining the behaviors of customer-contact workers in service industries." Thesis, The University of Arizona, 1991. http://hdl.handle.net/10150/291991.
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This thesis presents the results of two field studies: a preliminary qualitative ethnographic study and an empirical field survey. The research investigated the strategies used by customer-contact workers in service industries when they experience role stress. Four strategies emerged: effort, negotiation, preempting, and avoiding. Negotiation was positively related to role conflict and role ambiguity. Job satisfaction was positively related to effort and negatively related to avoiding. Implications of the findings for service industry managers and researchers are discussed.
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Yung, King Stanley. "Application of multi-agent technology to supply chain management /." Hong Kong : University of Hong Kong, 1999. http://sunzi.lib.hku.hk/hkuto/record.jsp?B21852170.
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Kahn, Kenneth B. "Marketing's integration with other departments." Diss., Virginia Tech, 1994. http://hdl.handle.net/10919/39734.
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In light of greater emphasis on horizontal management and team-oriented approaches to product development/management, there is a growing need to better understand interdepartmental integration. To meet this need, this dissertation proposed a model of interdepartmental integration, which distinguished integration as a composite of interaction and collaboration. Incorporating contingency and sociotechnical theories, two main research propositions were developed and served as the foundation for the proposed model: 1) an individual department's attributes will influence its interaction behavior and 2) attribute differences between departments will influence departments' collaboration.
A mail survey of marketing, manufacturing, and R&D managers in 860 electronics firms was undertaken to investigate these two propositions and the hypotheses associated with the proposed model. While study results did not convincingly support the given propositions nor a majority of hypotheses, results did indicate that collaboration has a primary influence on performance. Conversely, interaction was shown to have minimal influence on performance, and in certain cases, was shown to even reduce performance. Among other significant findings, interdependence and cooperative goals were identified as two key antecedents to collaboration.
This dissertation therefore highlights the need for departments to work together (collaborate) versus simply forcing communication through meetings and documented information exchange (interaction). Collaboration appears to be a key means by which all departments and the entire company can achieve and maintain performance success.Ph. D.
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Wuorimaa, Olivia, and Katharina Klimkeit. "Preferred Approaches of Industrial Marketing by Innovative Technology Firms to Enhance the Diffusion of Innovation in the Financial Industry." Thesis, KTH, Industriell ekonomi och organisation (Inst.), 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-254321.
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This paper will discuss the challenges that arise in the business-to-business marketing process in the area of highly technological and innovative solutions. The authors will depict the processes that are involved in the business-to-business marketing approach and portray the challenges that arise due to a number of factors, such as trust, customer value and early adoption, when it comes to selling new technology and innovative solutions, and innovations overall, that companies nowadays need, but not necessarily want. The Diffusion of Innovation theory as well as the concept of Relationship Management will be used to put this topic into theoretical frameworks. With the support of existing literature, the qualitative methodologies of this paper are chosen in order to gain knowledge of the preferred approaches of business-to-business marketing. In accordance to this, the authors aim to analyze the diffusion of innovation and how companies today can attain customers not only within the early adopters group, but also the early and later majority, thus increasing market value and share. This exact transition has been analyzed, however not in the exact field of industrial marketing with a focus on the financial industry, though innovation and digitalization is now more important than ever. Firms need to establish personal and trustworthy relationships with potential and actual customers in order to generate more value and implement necessary innovative solutions. In a survey conducted within the scope of this thesis, respondents emphasize the perceived level of expertise suppliers need in order to initiate collaborations. The focus on innovation and increasing customer and market values through its implementation will be discussed in order to accelerate value generation for all parties involved in an ever-changing digital environment and to fill the research gap within innovation diffusion in industrial marketing.
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Rego, Bruno Bordeaux. "Criação de valor para o cliente: um estudo exploratório sobre programas de Key Account Management (KAM)." Universidade de São Paulo, 2016. http://www.teses.usp.br/teses/disponiveis/12/12139/tde-03062016-160121/.
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Nas últimas décadas, a maturidade de alguns mercados, a globalização e o crescente poder de barganha dos clientes aumentam ainda mais a necessidade das empresas em manterem e desenvolverem de forma eficaz seus clientes mais importantes. Neste contexto, ganham relevância os programas de Key Account Management (KAM), iniciativas corporativas que tratam de forma especial os clientes mais importantes do fornecedor. Para obter o desempenho financeiro superior, o programa de KAM precisa criar valor para o cliente para posterior apropriação de valor pelo fornecedor. Contudo, a maioria dos estudos enfatiza a apropriação de valor pelo fornecedor, porém poucas pesquisas investigam a criação de valor para o cliente em programas de KAM. Além disso, a maioria das pesquisas em marketing de relacionamento ainda foca muito nos impactos positivos do relacionamento. Dessa forma, é importante analisar empiricamente como é a implementação da criação de valor para o cliente em programas de KAM, identificando as principais dimensões e os fatores críticos. O objetivo do presente estudo é analisar o processo de criação de valor para o cliente em programas de Key Account Management (KAM) e propor um modelo de criação de valor para o cliente segundo a perspectiva da empresa fornecedora. As análises e o modelo são elaborados a partir de um processo de investigação abdutiva, ou seja, a combinação entre a fundamentação teórica sobre o conceito de valor e programas de KAM e a análise de conteúdo de 22 entrevistas em profundidade com especialistas em programas de KAM, profissionais de marketing/vendas que trabalham por pelo menos cinco anos com programas de KAM em grandes empresas no Brasil. O modelo proposto explica de forma integrada e sistemática como é a criação de valor para o cliente em programas de KAM segundo cinco dimensões (Desenvolvimento de relacionamentos; Entendimento dos direcionadores de valor; Desenvolvimento da proposta de valor; Comunicação da proposta de valor; e mensuração de valor), quatro moderadores (Orientação relacional do cliente; Formalização do programa de KAM para o cliente; Abordagem do fornecedor: \"orientada ao cliente\" vs. \"orientar o cliente\"; e Fit estratégico entre o fornecedor e o cliente) e três riscos (Não entrega do valor básico para o cliente; Rotatividade do Key Account Manager; e Sentimento de injustiça do cliente). Contribui-se com a teoria sobre o tema, ao incluir uma dimensão específica no modelo para desenvolvimento de relacionamentos do nível da díade (organização-organização) e indivíduo (funcionário-funcionário), e ao abordar não somente aspectos positivos do relacionamento, mas também os aspectos negativos (ou riscos da criação de valor para o cliente). Contribui-se também para a prática, ao prover uma visão mais ampla, sistemática e integradora dos diversos elementos da criação de valor para o cliente aos executivos das empresas que possuem programas de KAM, e ao recomendar práticas organizacionais que servem como guias para a tomada de decisão dos gestores de programas de KAM. Ademais, como a parte empírica do estudo é baseada no contexto brasileiro, amplia-se o conhecimento sobre KAM no Brasil. Por fim, apresentam-se as limitações do estudo com a agenda de pesquisas futurasIn recent decades, with the maturity of some markets, globalization and increasing power of the customers is becoming more important for the companies to maintain and develop effectively their most important customers. In this context, increases the relevance of Key Account Management (KAM) programs, a corporate initiative that performs special treatment to the most important supplier\'s customers. To obtain the superior financial performance, the KAM program improves the customer value creation for the value appropriation by the supplier. However, the majority of studies emphasize the value appropriation by the supplier, but few researches investigate the customer valuer creation on KAM programs. In addition, most of relationship marketing research still focuses much on the positive impacts of the relationship. Thus, it is important to empirically analyze how the implementation of customer value creation on KAM programs, identifying the main dimensions and the critical factors. The aim of this study is to analyze the customer value creation process on Key Account Management programs (KAM) and to propose a model of customer value creation from the supplier perspective. The analysis and the model are made through an abductive research process that combines the theoretical framework of the value concept and KAM programs, and content analysis of 22 in-depth interviews with experts on KAM programs, marketing or sales professionals who work for at least five years with KAM programs in large companies in Brazil. The proposed model explains in an integrated and systematic way the customer value creation on KAM programs according to five dimensions (Relationships development; Value drivers understanding; Value proposition development; Value proposition communication; and Value measurement), four moderators (Customer relational orientation; Formalization of the KAM program for the customer; Supplier approach: \"customer driven\" vs. \"customer driving\"; and strategic fit between the supplier and the customer) and three risks ( Not delivering the basic customer value; the Key Account Manager turnover; and Perceived injustice by the customer). The study contributes to the KAM theory through the inclusion of a specific dimension for the development of dyad relationships (organization-organization) and individual relationships (employee-employee) in the model, and through not only addressing the positive aspects of the relationship, but also the negatives (or customer value creation risks). It contributes also to the practice by providing a broader, systematic and integrating view of the several elements of customer value creation to executives of companies that have KAM programs, and recommending organizational practices that can be drivers for the decision making of KAM programs managers. Moreover, as the empirical part of the study is based in the Brazilian context, it broadens the knowledge of KAM in Brazil. Finally, we present study limitations with the future research agenda
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Jonker, Graeme. "Buyer power procurement strategy : a case study of South African Breweries and Consol Glass." Thesis, Stellenbosch : Stellenbosch University, 2007. http://hdl.handle.net/10019.1/80785.
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Thesis (MBA)--Stellenbosch University, 2007.ENGLISH ABSTRACT: This research report presents a framework for designing a procurement strategy using the concept of Power. Companies like Toyota have pioneered the use of the “lean thinking” concept of supply chain management to ensure that the entire supply chain co-operates to build a competitive advantage that saves money and provides a better product to the consumer. The basis of the “lean thinking” concept has been that buyers no longer treat suppliers as adversaries with the sole objective of leveraging the best price but engage with suppliers to develop long-term strategic relationships based on trust and collaboration. Power has always existed in business relationships. Power and the “lean thinking” concept appear to be unable to co-exist in the same supply chain relationships as one deals with trust and collaboration while the other deals with domination. This research reports shows that power and “lean thinking” can co-exist and that power has the potential to play a key role in understand the dynamics present in supply chain relationships both from the perspective of the buyer and the supplier. By mapping the power relationship between parties in the Supply Chain a company can understand the strategic options available to it to increase its impact on the supply chain and to use its position to leverage the best value possible both towards the other parties in the supply chain and to parties operating in competing supply chains. The power relationship between The South African Breweries Ltd and Consol Glass will be mapped to enable SAB to understand its available strategic options for the design of a 3 to 5 year procurement strategy. The strategies that crystallize from the power mapping process will be analysed with a view to selecting a single option that the SAB procurement function could adopt over the next 3 to 5 years.
AFRIKAANSE OPSOMMING: Hierdie navorsingsverslag bied 'n raamwerk vir die ontwerp van 'n verkrygingstrategie met behulp van die konsep van mag. Maatskappye soos Toyota het met die gebruik van die “soepel denke”-konsep met betrekking tot aanvoerkettingbestuur baanbrekerswerk gedoen om te verseker dat die algehele aanvoerketting saamwerk om 'n mededingende voordeel te skep wat geld spaar én 'n beter produk aan die verbruiker bied. Die grondslag van die “soepel denke”-konsep is dat kopers nie meer verskaffers as teenstanders beskou en ten alle koste bloot die beste prys wil bewerkstellig nie, maar dat kopers in der waarheid deesdae nouer by verskaffers betrokke raak om langtermyn- strategiese bande op grond van vertroue en samewerking te smee. Mag was nog altyd deel van sakeverhoudinge. Mag en die “soepel denke”-konsep kon tot op hede skynbaar nie naas mekaar in dieselfde aanvoerkettingverhouding bestaan nie – die een handel op stuk van sake oor vertroue en samewerking, en die ander oor oorheersing. Hierdie navorsingsverslag toon dat mag en “soepel denke” wél gelyktydig kan bestaan en dat mag 'n sleutelrol kan speel om die dinamiek in aanvoerkettingbestuursverhoudinge, uit die koper sowel as die verskaffer se oogpunt, te begryp. Deur die magsverhoudinge tussen verskillende partye in die aanvoerketting af te beeld, kan 'n maatskappy verstaan watter strategiese opsies beskikbaar is om sy impak op die aanvoerketting te vergroot en sy posisie te gebruik om vir die ander partye in die aanvoerketting, sowel as partye in mededingende aanvoerkettings, die beste moontlike waarde te bekom. Vervolgens sal die magsverhouding tussen Suid-Afrikaanse Brouerye (SAB) Bpk. en Consol Glass afgebeeld word sodat SAB sy beskikbare opsies vir die ontwerp van 'n drie- tot vyfjaarverkrygingstrategie kan verstaan. Die strategieë wat uit dié magafbeeldingsproses na vore kom sal ontleed word met die oog daarop om 'n enkele opsie te kies wat SAB oor die volgende drie tot vyf jaar kan aanvaar.
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Zhaoxian, Xu. "Chinese petroleum industry analysis and entry strategies." CSUSB ScholarWorks, 2001. https://scholarworks.lib.csusb.edu/etd-project/2260.
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This comprehensive project introduces the past and present of the Chinese petroleum industry, conducts industry analysis using Michael Porter's Five forces model, and discusses the changes made in recent years and the business oppurtunities for foreign companies. In order to effectively enter the chinese petroleum market, four commonly used entry strategies are introduced. Key issues, weaknesses and strengths, as well as implications of each entry strategy are discussed in detail.
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De, la Cruz Barboza Bianca Stefany. "Diseño de un plan de marketing relacional orientado al posicionamiento del mercado minero de una empresa de alquiler de bombas sumergibles." Bachelor's thesis, Universidad Nacional Mayor de San Marcos, 2018. https://hdl.handle.net/20.500.12672/7631.
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Publicación a texto completo no autorizada por el autorLa empresa en investigación, a partir de ahora denominada “La Empresa”, es una contratista especializada en el alquiler, mantenimiento y supervisión de bombas sumergibles de agua y lodo para la extracción de minerales en minas subterráneas. Dentro de las unidades de negocio descritas, la presente investigación sólo se enfocará en la unidad de negocio de alquiler de bombas sumergibles, ya que es el producto principal de La Empresa. La Empresa inició sus operaciones en el año 2007 y ha ido creciendo durante los últimos años, siendo actualmente reconocida a nivel nacional dentro del rubro de bombas sumergibles para el mercado minero. Este crecimiento conllevó a incrementar su infraestructura y la contratación de personal, sin embargo; dejó de lado el planeamiento, los procedimientos adecuados y sobretodo, la correcta atención al cliente. La presente investigación se enfoca en el planeamiento estratégico y el marketing relacional, tomando como base la perspectiva y expectativa que tiene el cliente del servicio ofrecido por La Empresa. De esta manera, se planifica qué estrategias son las más adecuadas para mejorar la satisfacción del cliente, fidelizarlo y así, poder acaparar la demanda total requerida por la cartera de clientes que maneja actualmente.
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Ghalehkhondabi, Iman. "Developing Customer Order Penetration Point within Production Lines, Newsvendor Supply Chains, and Supply Chains with Demand Uncertainties in Two Consecutive Echelons." Ohio University / OhioLINK, 2017. http://rave.ohiolink.edu/etdc/view?acc_num=ohiou1500055043949766.
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Pekgun-Cakmak, Pelin. "An Analysis of Pricing and Leadtime Policies within the Marketing/Operations Interface." Diss., Georgia Institute of Technology, 2007. http://hdl.handle.net/1853/19858.
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In this thesis, we analyze the impact of the decentralization of price and leadtime decisions made by the marketing and production departments, respectively, in a make-to-order firm. We first study a monopoly environment, and find that in the decentralized setting, the total demand generated is larger, leadtimes are longer, quoted prices are lower, and the firm profits are lower as compared to the centralized setting. We show that coordination can be achieved using a transfer price contract with bonus payments, where both departments receive a fraction of the total revenues generated as a bonus payment. In the second study, we extend this work to a duopoly environment, where two firms compete on the basis of their price and leadtime quotes in a common market. We find that under intense price competition, firms may suffer from a decentralized structure, particularly under high flexibility induced by high capacity, where revenue based sales incentives motivate sales/marketing for more aggressive price cuts resulting in eroding margins.
We take the parameters of the demand models in the first two studies as constant, while estimating those parameters based on historical data is a very important problem in practice. In the last study of this thesis, we address the challenges encountered in estimating the price sensitivity of customers shifting focus to the passenger travel industry. We explore how to obtain better price elasticity estimates through an empirical study with an emphasis on the endogeneity problem, which arises as a result of the simultaneous determination of supply and demand. We show that if one does not account for endogeneity, price elasticities may induce an upward-sloping demand curve suggesting that high price produces high demand, or may be biased downward to the extent that elastic demand curves are incorrectly classified as inelastic. We show the improvement in price elasticities through an instrumental variable approach.
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Smith, David L. G. "The role of retailers as channel captains in retail supply chain change : the example of Tesco." Thesis, University of Stirling, 2006. http://hdl.handle.net/1893/190.
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The large scale retailer with a strong retail brand and sufficient critical mass in the market place may reach a pivotal point in its development when the directors can address the question: “Does the company want to get directly involved in the functions of centralised buying, logistics and supply chain management?” This thesis takes one such company and expands in some detail about its growth towards excellence in the techniques of retail supply chain change. The evolution and critical decision moments provide an in depth case study for others to use as a benchmark. Its purpose is to examine the role of the retailer as a channel captain; a concept from an earlier marketing era, whose origins it reveals. It takes that learning together with contemporary supply chain thinking and examines real retail supply chain events in Tesco. The results of matching the new and old academic theory with practitioner events confirm that the channel captain is the retailer. It demonstrates that retailers can make the transition into that leadership position and apply supply chain management skills to competitive advantage. This can become a strategic tool both at national and international levels. The principles of this thesis could be used or applied in research in three areas: in depth with Tesco; in breadth, exporting expertise to other retailers; globally with retailers extending the operations internationally and suppliers seeking to trade with European retailers.
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Kahan, Milton. "Orientação de negócios nos institutos de pesquisas tecnológicas industriais brasileiros: um estudo exploratório." Universidade de São Paulo, 2003. http://www.teses.usp.br/teses/disponiveis/12/12139/tde-01032007-134316/.
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Trata-se de um estudo exploratório, utilizando o método do estudo de caso, que investiga quais as orientações de negócios predominantes nos Institutos de Pesquisas Tecnológicas Industriais (IPTIs) brasileiros. No contexto atual de ciclos de vida dos produtos cada vez mais curtos e de concorrência acirrada entre empresas, cadeias produtivas, setores econômicos e países decorrente da globalização, os IPTIs são chamados a dar suporte tecnológico fundamental aos agentes econômicos nacionais, os quais não têm condições ou recursos para gerar internamente. Para que isto ocorra efetivamente dentro deste quadro, somado à escassez de recursos governamentais, crises econômicas cíclicas e concorrência de fontes alternativas de suporte tecnológico, os IPTIs têm que estar orientados para os seus mercados. O trabalho faz uma revisão da literatura sobre orientação de negócios, com ênfase na orientação para o mercado (OM), e estuda dois IPTIs nacionais: o Instituto de Pesquisas Tecnológicas do Estado de São Paulo (IPT) e o Instituto de Pesquisas Energéticas e Nucleares (IPEN). Após análise dos dados, o estudo propõe o aprofundamento da investigação em futuros estudos com base em um modelo de OM que introduz variáveis apropriadas para os IPTIs nacionais, como ?natureza jurídica do instituto? e ?consciência e orgulho do papel dos empregados?. Propõe ainda que em futuros estudos sejam também investigados os clientes dos IPTIs para que os efeitos de suas orientações de negócios sejam avaliados por aqueles para quem estas orientações são dirigidas.This dissertation is a exploratory study, using case study method, that investigates what business orientations prevail in Brazilian Industrial Technology Research Institutes (ITRIs). On the current context of shorter product life cycles and strong competition amongst value chains, industries and countries due globalization, ITRIs are being pushed to provide essential technological support to domestic economic agents, which don?t have resources and conditions to generate them internally. In order to play this role effectively amidst this picture, adding up lack of governmental funds, cyclical economic crisis and alternative technology sources competition, ITRIs must be market oriented. This work performs a literature survey, emphasizing market orientation (MO), and studies two Brazilian major ITRIs: Instituto de Pesquisas Tecnológicas do Estado de São Paulo (IPT) e o Instituto de Pesquisas Energéticas e Nucleares (IPEN). After accomplishment of data analysis, the study suggests deeper investigation on future researches based on a MO model that introduces variables suitable for Brazilian ITRIs, such as ?juridical status? and ?employees pride and consciousness of their role?. It also proposes the investigation of ITRIs clients, on their perceptions about ITRIs MO outcomes effects in their businesses.
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Söderlund, Magnus. "Omvärldsmodeller hos beslutsfattare i industriföretag : en studie av svenska leverantörer till fordonsindustrin." Doctoral thesis, Handelshögskolan i Stockholm, Marknadsföring, Distributionsekonomi och Industriell Dynamik (D), 1993. http://urn.kb.se/resolve?urn=urn:nbn:se:hhs:diva-897.
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I denna avhandling studeras hur beslutsfattare tänker på förhållandet mellan det företag i vilket de arbetar och företagets omvärld. Avhandlingen syftar till att blottlägga "modeller" som beslutsfattare måste använda för att överhuvudtaget kunna hantera information om företagets omvärld. En viktig uppgift för beslutsfattare i företag är att försöka begripa hur det företag i vilket de arbetar förhåller sig till företagets omvärld. Detta eftersom varje företag är beroende av ett utbyte med sin omvärld. Men uppgiften är långt ifrån enkel, ty ett företags omvärld omfattar definitionsmässigt "allt" utanför företaget - kunder, leverantörer, konkurrenter, lagar, ränteläget, arbetsmarknadens villkor, politiska trender och mycket, mycket annat. Ingen kan emellertid tillgodogöra sig information om allt i omvärlden, därför att människans informationsbehandlingskapacitet är begränsad. Konsekvensen blir att beslutsfattare måste arbeta med förenklade "modeller" av företagets förhållande till omvärlden. Senare tids forskning har visat att många problem som företag räkar ut för kan förklaras med de modeller beslutsfattare använder - ibland blir modellerna alltför enkla och ibland tillåts modellerna att träda i kraft så automatiskt, att beslutsfattare inte är medvetna om vilken modell de använder. Ett par exempel där detta tycks ha varit fallet är gasolyckan i Union Carbides anläggning i Bhopal och rymdfärjan Challengers tragiska öde. Av denna anledning, dvs att beslutsfattares tänkande påverkar vad beslutsfattare gör och inte gör, framstår det som väsentligt att försöka undersöka hur beslutsfattares modeller egentligen ser ut. Det är just detta som är syftet med studien Omvärldsmodeller hos beslutsfattare. Studien handlar om beslutsfattare i svenska företag som har leveranser till fordonsindustrin som huvudsaklig verksamhet, det vill säga s k underleverantörer. I ett läge där fordonstillverkningen kännetecknas av många förändringar - inte minst övergången från massproduktion till "lean production" - samt i ett läge med ökande osäkerhet om vilka aktörer som egentligen skall vara delaktiga i framtidens fordonstillverkning, står beslutsfattarna i underleverantörsföretagen inför en betydande intellektuell utmaning: deras uppgift är att försöka begripa vad som händer i omvärlden. Men det är inte bara begriplighet som står på spel - de som inte kan anpassa sig till den nya tidens förändringar torde ha föga som motiverar deras fortsatta existens som underleverantörer. Studien visar att beslutsfattarna delvis uppträder i enlighet med vad man kan förvänta sig mot bakgrund av kognitiv teori - beslutsfattarnas modeller är förenklingar av verkligheten, exempelvis i så måtto att de innehåller en låg grad av samband mellan variabler, förhållandevis korta kausala kedjor som sammanlänkar variabler, få inslag av återföring mellan variabler, samt att modellerna fokuserar på ett par omvärldsdelar i det lokala företagets omedelbara närhet. Eftersom de företag där beslutsfattarna arbetar kännetecknas av att företagen ännu inte blivit föremål för den utslagning av leverantörer som ett flertal tidigare utredningar antyder att vi kan förvänta oss, och givet att vi tror att beslutsfattares modeller av omvärlden påverkar företagets beteende, kan resultatet tolkas som att det går att klara sig med enkla modeller. Men studien lyfter också fram ett antal egenskaper hos beslutsfattarens modeller som inte kan relateras till befintlig teori på ett tydligt sätt. Ett exempel är att beslutsfattarnas modeller ger uttryck för en kundorientering som vida överskrider det som rekommenderas inom ämnet marknadsföring. Ett annat exempel är att beslutsfattarna förefaller att ha en kluven inställning till vad konkurrens egentligen är. Kundorientering och konkurrens har onekligen kommit att bli allt viktigare begrepp i den strävan mot ökande marknadsorientering som vi ser inom både offentlig och privat sektor, såväl inom enskilda branscher som hela länder, men det tycks som om beslutsfattares syn på detta inte sammanfaller med vad vi tror oss veta från tidigare forskning - något som får betraktas som ett intressant kunskapsgap, därför att beslutsfattare i företag kommer att spela en central roll i genomförandet av ökad marknadsorientering.Diss. Stockholm : Handelshögskolan, 1993
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BERN, PATRIK, and Joakim Larsen. "How to Target the Need for Self-Scanning Solutions in the Northeastern American Food Retail Market : A Case Study with Datema." Thesis, KTH, Industriell marknadsföring, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-189466.
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The development of digital solutions has changed the way consumers complete purchases today. New distribution channels through internet and mobile applications have come to challenge the business of traditional retailers. Thus, retailers must find new ways of keeping customers loyal to the store. One way of retaining customers is to provide a more prominent customer experience. This study focuses on technological solutions for the food retail industry that enables the creation of this experience, more specifically self-scanning applications provided by the Swedish company Datema.The Swedish market, in which Datema acts, is among the most technologically advanced in the world regarding self-scanning solutions and has begun to reach a maturity phase. This, along with desires to expand the marketplace, has created an attraction to larger foreign markets such as North America. Similarities in business culture and a strong buying power have led to a certain interest in the Northeastern part of America. Thus, the purpose of this thesis is to investigate the need for self-scanning solutions in this specific area and to provide recommendations for how the market could be targeted.To create an overview of the market structure the consumer market has been studied through an in-depth literature review of the latest market investigations. Furthermore, the technological level of Northeastern supermarket chains was investigated through market observations and interviews with store managers in Boston, Massachusetts. To create the holistic view of the market, interviews with experts in the US retail market and with US IT-vendors were conducted. Additionally, interviews with management consultants and experts in market entries have contributed to answering the question of how the market should be entered. Finally, in order to provide conclusions and recommendations, the results have been analyzed with relevant literature and theories within marketing, change management and entry mode management.The findings in this master thesis indicates that there is a need for technological solutions that enhance the customer experience in the Northeastern American food retail market. Furthermore, the technological level of the existing supermarket chains in Boston is considered low and that the level and acceptance varies with the store concept. The previous resistance towards implementation of new technological solutions in the stores was found to mainly depend on a low knowledge, low trust in the consumers and fear of losing customer interaction.Datema is recommended to address the middle and high-end supermarket chains with a follower approach. Further recommendations include that the market should be entered through a joint venture with a local partner.
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Jaktlund, Michaela, and Helena Olow. "Möjligheter till utvecklad miljökommunikation kring återanvändning av restmaterial : En studie av hur återvinningsföretag kan anpassa sin miljökommunikation efter kunders efterfrågan och miljövärderingar." Thesis, Linköpings universitet, Industriell miljöteknik, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-167221.
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Återvinningsföretag och deras utbyten med sina kunder spelar en viktig roll för möjliggörandet av återcirkulering av restmaterial, något som bidrar till en mer effektiv och hållbar resurshantering i samhället. Denna studie har därför undersökt hur återvinningsföretag kan utveckla sin miljökommunikation genom att studera hur kunder värderar miljönytta, vilka miljöåtgärder och -effekter de främst prioriterar samt vilken typ av information de skulle kunna ha användning av. Detta för att stärka marknaden för produkter och tjänster kopplade till återvinning av restmaterial och på så sätt bidra till en mer hållbar resursanvändning och slutna kretslopp. Studien baseras på teorier och kunskap utvecklade inom de vetenskapliga områdena industriell ekologi och industriell symbios, grön marknadsföring samt gröna inköp. För att besvara studiens frågeställningar genomfördes en intervjustudie med kunder till ett återvinningsföretag, kompletterad med dokument- och litteraturstudier. Kunder till återvinningsföretaget Econova intervjuades rörande hur de värderar miljönytta och miljökommunikation samt hur de själva prioriterar miljöfrågor. Även säljare på Econova tillfrågades om hur de ser på behovet av utökad miljökommunikation. Studien visade på att minskade växthusgasutsläpp var den miljönytta som prioriterades och efterfrågades främst på alla nivåer i värdekedjan, vilket gör det till en bra aspekt för återvinningsföretag att lyfta i sin miljökommunikation. Studien visade även att företagens restmaterialhantering idag inte är ett av deras mest prioriterade områden för miljöåtgärder, och det är inte heller något som deras kunder frågar om i någon större utsträckning. Därför är det heller inte det område där det finns störst betalningsvilja för åtgärder med bättre miljönytta. Det är dock möjligt för Econova och andra återvinningsföretag att vara i framkant av hållbarhetstrenden genom att tydligare lyfta fördelarna kopplade till deras cirkulära tjänster. En utökad grön marknadsföring kan bidra till att de ökar medvetenheten hos sina kunder och hos allmänheten, vilket i slutändan kan stärka marknaden för gröna affärer kopplade till återvinning av restmaterial och främja industriella samarbeten.the enabling of recirculation of waste materials, which can lead to a more efficient and sustainable use of resources. This study explores the possibilities for recycling companies to develop their environmental communication by studying how customers value the environmental benefits generated from the re-use of waste materials. This may contribute to strengthening the market for products and services related to the recycling of waste materials and in that way create a more sustainable use of resources and close material cycles. The study is based on the scientific knowledge developed within the fields of industrial ecology, industrial symbiosis, green marketing and green purchasing. To answer the research questions, an interview study was undertaken alongside with document and literature studies. Interviews were held with customers of the recycling company Econova, concerning how they value environmental benefits and communication and how they prioritize environmental issues. Further interviews were held with sales personnel at Econova, concerning their views of the need for further environmental communication. The findings suggest that decreased emissions of greenhouse gases is the environmental benefit most valued at all levels of the supply chain. This indicates that it is a benefit worth highlighting in the marketing materials of recycling companies. The findings also show that the handling of waste is not a highly prioritized area for green investments, at least not within the interviewed companies. Neither is it an aspect that is prioritized by their customers. However, it is possible for companies like Econova to be proactive by clearly highlighting the benefits of their circular services. Improved environmental communications can contribute to greater awareness among their customers and in society. This awareness could, in the long run, lead to a stronger market for green products associated with the re-circulation of waste materials, which in turn could promote industrial collaborations.
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容勁 and King Stanley Yung. "Application of multi-agent technology to supply chain management." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1999. http://hub.hku.hk/bib/B31223886.
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Müller-Bungart, Michael. "Revenue Management with flexible products : models and methods for the broadcasting industry ; 28 tab. /." Berlin : Springer-Verlag, 2007. http://opac.nebis.ch/cgi-bin/showAbstract.pl?u20=9783540723158.
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Yu, Linnan, and Yanhao Gu. "Impact of critical value chain activities on product performances in process industry : a case study of Korsnäs AB." Thesis, Högskolan i Gävle, Avdelningen för Industriell utveckling, IT och Samhällsbyggnad, 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:hig:diva-9492.
Full textAbstract:
Problem: What are the most critical activities for process industry? Whether general view of impact of these value chain activities on product performance (quality, cost and innovation) applied to process industry? How do those activities impact to product performances? If they cannot affect product performance, what could be the reason behind it? Purpose: This paper aims to conclude general view of impact of value chain activities on product performances (quality, cost and innovation). Accordingly we would create a conceptual model. And then test whether this model applies for process industry and further more figure out the reason behind through case study. Methodology: In this paper, qualitative research is our approach. We choose single case study as research strategy and conduct three interviews. Documentation and interview data are collected and analyzed to provide theoretical framework and empirical evidence for the whole paper. Result: Based on case study, and previous work, the model concerning impact of major activities for process industry (Marketing sales, Human Resource and Supplier management) on product performances (Quality, Cost and Innovation) is derived. This model contains answers to nine hypotheses assumed in theoretical part, giving reader a new and easy way to understand process industry. Conclusions: Distinguished from other industry, process industry with its own unique characteristics does not lend support to all nine hypotheses. Fundamental analysis proved that some assumptions do not establish for process industry while the others may have more significant relationships. To be specific, there exists strong impact of human resource on product quality and cost, supplier management on product cost and also marketing and sales on product quality. But, to our surprise, the other assumed relationships are not that significant while product innovation has adverse affect on marketing and sales.