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Dissertations / Theses on the topic 'Industrial selling'
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1
Åge, Lars-Johan. "Business manoeuvring : a grounded theory of complex selling processes." Doctoral thesis, Handelshögskolan i Stockholm, Marknadsföring, Distributionsekonomi och Industriell Dynamik (D), 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hhs:diva-926.
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Industrial selling processes are complex phenomena. The involvement of diverse persons and the prevalence of service elements in integrated sales offerings have meant that collaboration and dialogue are now essential aspects of any successful selling process. The present study is based on the premise that these essential aspects of contemporary industrial selling processes have not been sufficiently conceptualised in the extant literature and that new concepts are therefore required. In particular, relevant new concepts that are based on the personal experiences of the actors involved in the selling process are urgently needed. Grounded-theory methodology was chosen for this inductive study because this approach is especially suitable for the development of empirically based concepts derived from the real-life experiences of involved actors who are addressing their issues of concern. The substantive theory that is subsequently produced by this grounded-theory approach posits a core category of ‘business manoeuvring’ as the basic social process whereby the involved actors resolve their main concern—which is the conduct of effective business. This resolution is achieved within the core category of ‘business manoeuvring’ by the judicious management of mutually dependent and complementary activities, which are reflected in the other categories of the substantive theory—(i) ‘business standardisation’; (ii) ‘business fraternisation’; (iii) ‘personalisation’; and (iv) ‘probationary business rationalisation’. A comparison of the present study’s substantive theory with alternative models in the literature reveals that the broader scope and integration of the proposed substantive theory provides it with greater explanatory power than extant models; however, it is acknowledged that the proposed theory lacks the detailed depth of other models. The successful development of a substantive theory that grasps the main concern of the involved actors and adequately describes its continuous resolution means that this study has achieved its primary purpose of developing empirically based, actor-related concepts that provide an enhanced understanding of the theory and practice of complex selling processes in contemporary industrial markets.
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Bäckström, Lars. "Industrial selling : case studies of Swedish manufacturing small and medium sized enterprises /." Luleå : Luleå University of Technology, 2002. http://epubl.luth.se/1402-1757/2002/19.
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Bäckström, Lars. "Industrial selling : case studies of Swedish manufacturing small and medium sized enterprises." Licentiate thesis, Luleå tekniska universitet, Industriell Ekonomi, 2002. http://urn.kb.se/resolve?urn=urn:nbn:se:ltu:diva-18353.
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The research problem in this thesis has been formulated as: How can industrial selling performed by Swedish manufacturing small and medium-sized enterprises in the different selling situations be characterized? The research problem has been further developed in forms of three research questions dealing with selling activities, individuals involved in selling, and selling processes in the different selling situations. The selling situations included are; new selling task, modified selling task and routine selling task. Selling in this study has been defined as the activities performed by any individual(s) for the purpose of doing business at an individual customer level. Further, small and medium-sized companies have been defined as companies with 10-249 employees. The intention with this research has not been to quantitatively describe and generalize findings to all Swedish manufacturing SMEs. Instead, an exploratory and descriptive perspective has been adopted. The ambition, however, have been to begin to understand how Swedish manufacturing SMEs perform industrial selling. The approach for this study is to be considered qualitative. In order to address our research problem and research questions, four case studies in two different industries were investigated. Within the manufacturing industry, one small and one-medium sized company was selected. Similarly, one small and one medium-sized company in the electronics industry were identified. Personal interviews were used in order to collect data. Totally, we have interviewed 19 respondents in different positions within the selected companies. The findings indicate that selling activities performed by the manufacturing SMEs in this study are complex and includes a variety of different activities. In addition to activities included in the conceptual framework, a new class of activities was identified, where the selling company was engaged in developing the customer's operations fundamentally. The individuals we found to be involved in selling were many and represented several different functions within the selling company. Furthermore, the findings indicate that the studied companies included external individuals when performing their selling. Finally, we also found that the performed selling activities could be described in several selling processes. Our findings indicate that the selling processes vary from rather simple and transaction-oriented selling processes to more complex processes dealing with both long-term customer relationships and single transactions.Godkänd; 2002; 20070224 (ysko)
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Dahlin, Rob C. "Historical role of insurance company loss control services and their impact on the insurance buying decision." Online version, 1998. http://www.uwstout.edu/lib/thesis/1998/1998dahlinr.pdf.
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Liljegren, Göran. "Interdependens och dynamik i långsiktiga kundrelationer : industriell försäljning i ett nätverksperspektiv." Doctoral thesis, Handelshögskolan i Stockholm, Marknadsföring, Distributionsekonomi och Industriell Dynamik (D), 1988. http://urn.kb.se/resolve?urn=urn:nbn:se:hhs:diva-763.
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Denna avhandling anlägger en kritisk syn på den personliga försäljningens normativa beslutsmodeller. Med ett alternativt synsätt i det s.k. nätverkssynsättet får personlig försäljning en delvis annorlunda betydelse än vad som framförs i traditionell försäljnings- och marknadsföringslitteratur. Författarens övergripande syfte med rapporten är att öka förståelsen av försäljarens roll och uppgifter i långsiktiga industriella kundrelationer. I studien ingår en beskrivning av relationen mellan Atlas Copco Svenska Försäljningen och ABV mellan åren 1971-1984. Beskrivningen baseras på ett nätverksperspektiv. Ur det empiriska fallet utvecklas ett antal teser som karakteriserar långsiktiga kundrelationer. Teserna är relaterade till varandra genom interdependens och dynamik. Teserna får praktiska implikationer för industriell försäljning, bl.a. diskuteras konflikter i försäljningsarbetet mellan kortsiktiga affärer och långsiktiga överenskommelser, konsekvenserna av en ökad specialisering, styrning och organiserande av försäljningen i långsiktiga kundrelationer.Diss. Stockholm : Handelshögsk.
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Lee, Yunah. "Selling modern British design : overseas exhibitions by the Council of Industrial Design, 1949-1971." Thesis, University of Brighton, 2009. https://research.brighton.ac.uk/en/studentTheses/da8871a2-8a20-4744-a0f1-7d6a3e7a09d9.
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This thesis reviews the notion of British modern design promoted by the Council of Industrial design during 1950s and 1960s through a comparative analysis of the series of overseas exhibitions organised or participated in by the Council of Industrial Design (CoID) between 1949 and 1972.
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Cheng, Wai-kei Anthony, and 鄭偉琪. "Buyer-seller relationships strategies in the Hong Kong markets for electrical and mechanical industrial products." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1992. http://hub.hku.hk/bib/B31265248.
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Knudsen, Simon. "Identifying antecedents of cross-selling performance : A qualitative approach in the professional services industry." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-278878.
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Cross-selling is the practice of selling products or services that do not replace already purchased products or services to existing customers. In industries characterized by complex products, long lead times and intricate relations between customer and company, the determinants of a company's cross-selling performance are different than those present in other industries. This study explores salespersons' perceptions of antecedents of their cross-selling performance in a Swedish professional services company. The results are synthesized into a theoretical model that provides partially different perspectives compared to previous research. The most unexpected finding is that cross-divisional transpersonal efficacy - belief in the ability of service providers of cross-sold services to perform well - appeared to affect motivation to cross-sell notably. Transpersonal efficacy is an unexplored concept in the context of cross-selling and should thus be explored further. Managers should attempt to increase salespersons' cross-divisional transpersonal efficacy to increase salespersons' cross-selling performance.Korsförsäljning, eller cross-selling, innebär att sälja produkter eller tjänster som inte ersätter redan köpta sådana till befintliga kunder. I branscher med komplexa produkter, långa ledtider och invecklade relationer mellan säljare och köpare skiljer sig faktorer som ökar cross-selling åt från andra branscher. Den här studien undersöker vad försäljare i ett yrkestjänsteföretag uppfattar påverkar deras korsförsäljningsprestation. Resultaten konsolideras i en teoretisk modell vars perspektiv delvis skiljer sig från tidigare studier i ämnet. Det mest oväntade resultatet är att försäljares motivation att korsförsälja påverkas starkt av deras uppfattning av hur väl de förmedlare som tillhandahåller de tjänster som korsförsäljs kan prestera. Detta fenomen är inte tidigare undersökt inom korsförsäljning, och bör därför undersökas vidare. Organisationer som vill öka sina försäljares korsförsäljningsprestation bör förbättra försäljares uppfattning av förmedlare av andra tjänsters prestationsförmåga.
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Kwok, Chi-hung Chester, and 郭志雄. "The balance of buyer-seller interactions along the marketing strategies continuum in the Hong Kong markets for electrical andmechanical industrial products." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1992. http://hub.hku.hk/bib/B31265376.
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Cheng, Wai-kei Anthony. "Buyer-seller relationships strategies in the Hong Kong markets for electrical and mechanical industrial products /." [Hong Kong : University of Hong Kong], 1992. http://sunzi.lib.hku.hk/hkuto/record.jsp?B1330253X.
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Blidberg, David, and Henrik Hagberg. "Dealer-Customer Interaction in the Tool Steel Industry : a Case Study of SSAB." Thesis, Linköping University, Department of Management and Economics, 2004. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-2487.
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This thesis is a description of the sales process for Toolox, the newest of four products produced by SSAB Oxelösund. Toolox is a tool steel, sold using eleven external dealers throughout Europe. Each dealer carries a wide range of steel grades for different uses. To increase sales volumes SSAB want to have the right support for their dealers. In this thesis the organizations and individuals who influence in the buying decision are identified as well as their buying behavior and the information that is needed in the sales situations. The requirements on the tool steel derive not only from the toolmaker itself but also from end users of a product further down the product chain. The study indicates that communication of benefits along the chain difficult because is not well integrated. The decision of what steel to buy is often made by the tool designer and these are influenced by a number of other individuals. It is also found that risk aversion and conservatism are barriers for product introductions.
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Kwok, Chi-hung Chester. "The balance of buyer-seller interactions along the marketing strategies continuum in the Hong Kong markets for electrical and mechanical industrial products /." [Hong Kong : University of Hong Kong], 1992. http://sunzi.lib.hku.hk/hkuto/record.jsp?B13302425.
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Rutherford, Brian Nicholas. "The differing effects of satisfaction, trust, and commitment on buyer's behavioral loyalty a study into the buyer-salesperson and buyer-selling firm relationship in a business-to-business context /." unrestricted, 2007. http://etd.gsu.edu/theses/available/etd-05182007-115358/.
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Thesis (Ph. D.)--Georgia State University, 2007.Title from file title page. James Boles, committee chair; Wesley Johnston, Greg W. Marshall, Edward Rigdon, Danny Bellenger, committee members. Electronic text (222 p.) : digital, PDF file. Description based on contents viewed Oct. 29, 2007. Includes bibliographical references (p. 217-221).
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Oliveira, Andrea Fortes de. ""No meio do caminho tinha um ruído" : um estudo de caso sobre o ruído de comunicação nas relações de vendas técnicas da cadeia de celulose e papel." reponame:Biblioteca Digital de Teses e Dissertações da UFRGS, 2010. http://hdl.handle.net/10183/26483.
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A Comunicação, dos “Ps” do Marketing, Promotion, trata do intercâmbio de informações entre sujeitos. No caso da Comunicação entre Empresas (B2B), os sujeitos, ditos emissor e receptor, têm papéis e necessidades diferentes daqueles que possuem em suas vidas cotidianas, como consumidores finais de um produto. Quando se comunicam dentro de um ambiente corporativo, compradores e vendedores vêem-se diante de desafios importantes, como os de comprar/vender bens de alto valor para um processo industrial complexo e, normalmente, com grandes riscos envolvidos. O ambiente dessas relações entre empresas chama-se Marketing Industrial. Entender como funciona o comportamento de um vendedor e de um comprador organizacional pode ser estratégico para uma organização. Mais ainda, identificar potenciais ruídos de comunicação entre o que é dito/visto por um vendedor X (versus?) o que é percebido por um comprador de uma empresa cliente pode aproximar ainda mais as duas partes, diminuir gaps de entendimento e aumentar a eficiência da máquina produtiva. É para isto que foi feito este estudo. Para identificar potenciais ruídos de comunicação entre uma empresa vendedora de produtos e serviços da cadeia de celulose e papel e dois de seus clientes, e sugerir ações que possam melhorar o fluxo de comunicação entre as partes estudadas.The Communication, the "Ps" of Marketing, Promotion, addresses the exchange of information between subjects. In the case of communication between companies (B2B), the subjects, so called communicator and receiver, play different roles and needs from those performed by both in their daily lives, as final consumers of a product. When they communicate within a corporate environment, buyers and sellers face major challenges, such as those related to the purchasing/selling of goods with high added value to a complex industrial process and, normally, with high added value and major risks involved. The relationship environment between the two companies involved is called Industrial Marketing. To understand what the organizational behavior of a seller and a buyer is like may be strategic for an organization. Furthermore, to be able to identify the potential noises in the communication between what is said / perceived by a seller X, and that that is perceived by a purchaser of a client company can increasingly draw near the two parties involved, reducing the understanding gaps and, with that, increase the efficiency of the productive machine. This is the aim of the current study: identify potential noises in communication between a company which sells products and services from a chain of cellulose and paper and two of its clients and, with that, recommend actions that can enhance the flow of communication between the studied parties.
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Ko, Hung-Tse. "Distribution system meta-models in an electronic commerce environment." Ohio : Ohio University, 2001. http://www.ohiolink.edu/etd/view.cgi?ohiou1173977323.
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Chalmers, Rodney Eric. "The effects of verbal recognition on work performance and intrinsic motivation: Using behavior modification techniques." CSUSB ScholarWorks, 2005. https://scholarworks.lib.csusb.edu/etd-project/2751.
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The effect of both public and private verbal recognition on intrinsic motivation and sales performance in fourteen restaurant waitstaff was evaluated using organizational behavior modification techniques. The hypothesis that public recognition would be more effective than private recognition in increasing intrinsic motivation and sales was not supported.
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Anderson, Carol Lynn 1952. "Selling time : emerging trends in the consumer service industries." Thesis, Massachusetts Institute of Technology, 1988. http://hdl.handle.net/1721.1/14563.
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Barringer, Michelle L. K. "An analysis of the need for product development training in cultural craft micro-enterprise projects." Online access for everyone, 2008. http://www.dissertations.wsu.edu/Thesis/Summer2008/M_Barringer_070808.pdf.
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Moran, Anna. "From factory floor to fine dining : making, selling and using glass in Ireland, c. 1730 - c. 1830." Thesis, University of Warwick, 2011. http://wrap.warwick.ac.uk/38333/.
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Glass is one of the world’s oldest artificial materials. Nonetheless new developments in the late seventeenth century turned this very ancient material into a modern one. With the successful introduction of lead came clarity, lustre and strength. From sand, lead and ash, therefore, came a material which could be blown, moulded, left plain, cut or engraved. It was encountered by virtually all sectors of society, by some in taverns, public houses and on the streets, and by others in ballrooms, dining rooms, parlours and elegant bedrooms. Using extensive primary research - drawing on designs used in the glass industry, newspapers, Parliamentary Papers, letters, diaries and household inventories - this study investigates the socio-political, economic, cultural, technological and legislative factors which shaped the experience of producing, selling, buying and using glass in Ireland. It takes as its focus the century long time span between c. 1730 and c. 1830, thereby capturing the rise and decline of the glass industry in Ireland, and investigates the role of the State, the entrepreneur and the consumer in determining the nature of the market. The ways in which molten glass was worked and transformed into the transparent conveniences and pleasures of everyday life were crucial to the appeal of glass. Once manufactured, skills of a different nature were used by retailers to market and sell the various glass products available, whilst another set of skills again was drawn upon in polite society in knowing what glass to buy, the appropriate way to hold a drinking glass, its correct use while dining, and the significance of raising one’s glass in a toast. Addressing these and other issues, this thesis presents for the first time, an integrated study which deepens our understanding of the production, retail and consumption of this important material. In so doing, a rich and layered story of the Irish glass industry is presented, providing a cultural, social and political framework within which to consider the making, selling and use of glass in eighteenth- and early nineteenth-century Ireland.
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Kim, Chung Dong. "Changes in industry selling prices of fourteen Canadian processed foods industries : effects of shifts in U.S.-Canadian exchange rates (1971-1984)." Thesis, University of British Columbia, 1991. http://hdl.handle.net/2429/29977.
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This thesis studies fourteen Canadian processed food industries and their pricing behaviour. Pricing models for each industry for the period of 1971-1977 and 1978-1984 have been established. This study also tests wether changes in a pricing behaviour occurred in the middle of 1970s in which shifts in Canada-U.S. exchange rate occured.
Food prices change for several reasons. The main reasons for changes in processed food prices are expected to be changes in input costs and demand factors. Input costs consist of material, labour, capital and fuel cost. Changes in demand side - import competition and excess demand - are are important factors. This study attepmts to establish, identify, and analyze pricing models by employing such variables for fourteen Canadian processed food industries at the wholesale level.
Karikari (1988) has shown that the Canadian manufacturing industries changed their pricing behaviour as the U.S.-Canada exchange rate shifted in the middle of the 1970s. This study also tests if the changes (shift) in pricing behaviour of the food processing industries took place between two sub-periods: pre-depreciation of U.S.-Canada exchange rate (1971 to 1977), and post-depreciation of U.S.-Canada exchange rate (1977 to 1984).
After analyzing the characteristics of the Canadian food processing industries and the distribution channel, three economic theories - which are considered to be appropropriate in reflecting the characteristics and the pricing behsviour - have been discussed. The Mark-up Pricing Theory is employed to explain the food processors' oligopolistic pricing behaviour. From the Mark-up Pricing Theory, relative changes in mark-up, material price, labour price, energy price, capital price, and productivity of each input are derived as independent variables in the pricing model while change in industrial selling price of processed foods is shown as a dependent variable. Excess demand and import competition are the main sources for the fluctuations in the mark-up factor. The Bilateral Monopoly Theory is applied to explain bargaining processes, from which prices of processed foods are determined, between processors and retailers. A shipment variable has been derived from the Bilateral Monopoly Theory as one of the substitutes for the mark-up variable. An International Trade Theory is discussed for the industries that face import competition. From this theory, it is concluded that import price would also influence Canadian food processors' markup.
Also discussed is a theory on how the pricing behaviour would change in a situation in which shifts in exchange rates occur.
Quarterly data in rate of changes form are used for the estimation of the pricing model. Lags are allowed for independent variables to proferly reflect the characteristics of food processors. First, assuming changes in pricing behaviour, the pricing model is regressed for each industry in each sub-period, respectively. Variables for each industry in each sub-period are selected. It seems that the finalized regression results indicate a possibility of changes in pricing behaviour. A statistical test incorporating dummy variables is used to check if the changes in pricing behaviour which occurred in the middle of 1977 are statistically significant.
The results can be summarized as follows. Different variables and different lags fit for each industry in each sub-period. The material prices-in different lag forms - are the main factors that influence changes in the industry selling price. In some industries in a certain period, the material prices are not important at all; only the U.S. prices are shown as important factors. The wage - current or lagged - is an important variable in some industries (at least in one period). The shipment variables are important in most industries with a positive or a negative sign, indicating the food processors' monopolistic pricing behaviour is influenced or interupted by the foods retailers' behaviour. The U.S. price variable(s) is a significant factor in most industries. The statistical test indicates that most of the industries have experienced structural changes and/or model changes between the two periods, except poultry, sugar cane & beet, vegetable oil, brewery, and winery industries. This study, however, does not necessarily conclude that the Canadian processed foods industries' pricing behaviour was changed according to the Karikari's hypothesis.Land and Food Systems, Faculty of
Graduate
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Howenstine, Julie Anne. "Recruitment Strategies Aiming to Attract Females into Undergraduate Engineering Programs: Examining Their Role and Use." University of Toledo / OhioLINK, 2013. http://rave.ohiolink.edu/etdc/view?acc_num=toledo1365083563.
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Asikhia, Olalekan Usiobaifo. "Market-focused strategic flexibility and sales growth: empirical evidence from Nigeria." Thesis, 2006. http://hdl.handle.net/10500/1639.
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A newly competitive environment is developing in Nigeria, the business environment has altered rapidly and unpredictably, and new knowledge and capabilities are consequently needed to survive in such a turbulent environment. This study suggests market-focused strategic flexibility as one survival strategy needed.
Though a fair amount of literature exists on strategic flexibility and the performance of a firm the extant literature has been somewhat silent on market-focused strategic flexibility since it was conceptualized by Johnson, Lee, Siani and Grohnmann (2003). The mixed relationship of market orientation and firm performance (for example as found in studies by authors such as Jaworski and Kohli (1993), Zhou et al.2005, and Ellis 2006) causes one to suspect that certain moderating variables may be responsible; market-focused strategic flexibility is suggested as one of them. The effect of environmental variables on market-focused strategic flexibility and sales growth was also studied.
In order to investigate these issues, the research instrument, a questionnaire, was distributed to the chief executive officers and marketing managers of five hundred firms in Nigeria. A 58.4% response rate was achieved. The psychometric properties of the instrument showed it to exhibit a good fit with the model. The data was then analyzed and tested using factor analysis, correlational and regressional analysis.
The overall results suggest that market-focused strategic flexibility is a driver of organizational positioning in a dynamic environment, and it is also found to moderate the market orientation -sales growth relationship studied and environmental variables influence its relationship with sales growth in most firms.
The results also established that while firms operating in a dynamic environment may gain advantage by adopting market-focused strategic flexibility, firms operating in a relatively stable environment may not achieve particularly good results if they do so. If most firms in a particular industry operating in a dynamic environment adopt market-focused strategic flexibility, they are not likely to achieve competitive advantage. The need for skills relating to selection of options, identification of resources, deployment capabilities, and sense-making capacities constitute an impetus to the implementation of effective market-focused strategic flexibility.
It is recommended that research into the key characteristics of industries and market-focused strategic flexibility be carried out to further explain the differences in the results obtained for different industries, and that this study be repeated for other countries to facilitate comparative analysis.Business Management
D.B.L.
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CHENG, SHI-FU, and 鄭昔福. "A Case Study Of Industrial Product Selling Process Improvement By Six Sigma Methodology." Thesis, 2006. http://ndltd.ncl.edu.tw/handle/s7xac8.
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碩士國立臺灣科技大學
管理研究所
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Six Sigma represent zero defect approach is the key target of quality improvement. Six Sigma is not only the quality improvement project, but also the management system to achieve the business operational target, customer satisfaction & shareholder equity assurance under leadership style culture change and benchmark performance. This study adopted case-study methodology, and this study also focus on experience sharing and question probe in the practical Six Sigma practice deployment. The content of this study included the steps and methodology to deploy Six Sigma activity in case study and the analysis of how to apply Six Sigma methodology in practical Telecom Industrial product selling process improvement. Expect the reader can understand the basic Six Sigma deployment structure frame, critical steps, methodology and benefit of Six Sigma activity in product selling process improvement. To probe the selling process management improvement and the critical issue. This case study target on 3M Taiwan Ltd who promoted Six Sigma activity since 2001. 3M Taiwan tight the Six Sigma target with business operational goal, and deploy all Six Sigma in all business operation units. The basic deployment structure frame included Growth, Cost & Cash. The Growth super Y is typically applied in business unit for selling process improvement to achieve the business unit operational target as growth. This case study adopted D-M-A-I-C methodology. First all, to got the support and commitment from business group head, understand the background & team member to identified the scope as well as project target in Define phase. Identify the process, completed the Cause & Effect Matrix, standardized the measurement system and establish the initial capability in Measure phase. Find six important critical variables after FMEA, then identified 4 critical variables after Multi-vari study in Analyze phase. To improve and to fix these 4 critical variables in Improve phase, then we apply control plan to sustain the gain in the final stage of Control phase. Finally the successful project is 53% over the baseline to hit the target too. Finally the conclusion we pointed out the successful factors in case study included the top level support and commitments, step by step to apply D-M-A-I-C methodology, team work contributions, professional Six Sigma tool application and the leadership by Black Belt expertise. Meanwhile, the suggest for those companies who are preparing to promote Six Sigma activity in all operational departments should be understood the different business model should modify the project process to meet the difference, then identify the core selling process scope and project goal to achieve the best result.
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"Improvements in scheduling, partnerships with suppliers and subcontractors, quality control, and material control at Cebu branch of Onda Button Selling Company." 1998. http://library.cuhk.edu.hk/record=b5889384.
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by Onda, Shigejiro.Thesis (M.B.A.)--Chinese University of Hong Kong, 1998.
Includes bibliographical references (leaf [52]).
Chapter I --- Introduction --- p.1
Chapter II --- Methodology --- p.3
Chapter III --- Background of the Target Company --- p.4
Chapter IV --- Description of the Operations --- p.5
Workers --- p.6
Each Section at the Cebu Factory --- p.5
Chapter V --- Manufacturing Processes --- p.9
Vanguard --- p.9
Mensou and Henkei --- p.11
Engraving --- p.13
Chapter VI --- Problems Identified --- p.16
Delays --- p.16
Material Management --- p.20
Quality Control --- p.21
Chapter VII --- Recommendations --- p.24
Scheduling and Control --- p.24
Material Control --- p.27
Organizing Materials --- p.33
Partnerships with Suppliers --- p.34
Partnerships with Subcontractors --- p.38
Minimizing Setup Time --- p.40
Quality Control --- p.42
Chapter VIII --- Conclusions --- p.45
Appendix
References
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Rodrigues, Ana Cláudia Moreira. "Human resources management practices in micro-firms in the enterprise resource planning selling and consulting sector." Doctoral thesis, 2017. http://hdl.handle.net/10071/17135.
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This thesis studies the association between human resources management (HRM)
practices and performance of micro-firms in the Enterprise Resource Planning (ERP) Selling
and Consulting sector. Study 1 includes owners' characteristics, and analyses two case studies.
Findings show that the owner with a lower level of entrepreneurial skills and entrepreneurial
orientation (EO), uses less relational HRM practices, hires already qualified people, and
promotes an autonomous way of working, had better performance. The owner with a higher
EO is associated with bigger investment in employee management. Study 2 analyses four
micro-firms relating HRM practices to corporate culture (Competing Values Framework)and
performance. Results suggest that: clan culture has a positive impact on performance
regardless of the HRM practices; any kind of incentive pay has a positive impact on
performance, as long as the associated culture types are not only on the control axis; and,
employees' perception of market culture has a negative impact on job satisfaction. Study 3,
based on a national sample, identifies two types of HRM practices patterns: transactional and
developmental, and shows that transactional practices relate to firm performance. Three types
of firms regarding HRM practices number and intensity were identified: low, intermediate and
high-involvement work practices, which relate to performance the same way. Owners who
use more HRM practices also have higher entrepreneurial skills, emotional link to their
business, and promote clan culture. This thesis is a rare study of HRM practices in microfirms, contributing to the literature, to knowing better the ERP sector, and to micro-firms
business owners.Esta tese estuda a associação entre as práticas de gestão de recursos humanos (GRH) e o desempenho de micro-empresas do setor das empresas que vende e faz consultoria em Entreprise Resource Planning (ERP). O estudo 1 inclui as características dos empresários e analisa dois estudos de caso. Os resultados mostram que o empresário com um nível mais baixo de competências empreendedoras e orientação empreendedora (EO), usa práticas de GRH menos relacionais, contrata pessoas já qualificadas e que promove uma forma de trabalhar mais autónoma, teve melhor desempenho. O empresário com maior EO investe mais na gestão dos colaboradores. O estudo 2 analisa quatro micro-empresas que relacionam as práticas de GRH com a cultura organizacional (Modelo dos Valores Contrastantes) e o desempenho. Os resultados sugerem que: a cultura de clã tem um impacto positivo no desempenho, independentemente das práticas de GRH; qualquer tipo de pagamento de incentivos tem um impacto positivo no desempenho, desde que os tipos de cultura associados não sejam apenas no eixo de controle; a percepção dos colaboradores sobre a cultura de mercado tem um impacto negativo na satisfação no trabalho. O Estudo 3, baseado numa amostra nacional, identifica 2 padrões de práticas de GRH: transacional e de desenvolvimental e mostra que as práticas transacionais estão associadas ao desempenho. Foram identificados três tipos de empresas relativamente ao uso de práticas de GRH: práticas de trabalho de baixo, intermédio e alto-envolvimento, que se relacionam com o desempenho da mesma maneira. Os empresários que usam mais práticas de GRH têm também mais competências empreendedoras, maior ligação emocional ao negócio e promovem a cultura de clã. Esta tese é um estudo raro de práticas de GRH em microempresas, contribuindo para a literatura, para o setor de ERP de forma mais direta e para os empresários de micro-empresas.
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Wan-Ting, Ko, and 柯婉婷. "Managing Conflict among Manufacturers’ Salespersons,Distributors and Clients in the Industrial Switching Power Supply Industry throughout the Personal Selling Process-Comparative Cases in Direct and Indirect Channels." Thesis, 2015. http://ndltd.ncl.edu.tw/handle/54774588165918262893.
Full textAbstract:
碩士輔仁大學
企業管理學系管理學碩士在職專班
103
The purpose of this study is to explore different conflicts which arise among a manufacturer’s salespersons, distributors and clients during the personal selling process in direct and indirect channels, and the corresponding optimal solutions. This study can complement the previous academic research into these types of conflicts and solutions, and in practical experience, help manufacturers’ salespersons take timely countermeasures in personal selling process. This study has considerable reference value to ensure the growth of distribution channels and improve competitive advantages for manufacturers. This study divided the personal selling process into five stages, approach, product introduction, testing, closing, delivery and service. It also divides channels into two types direct and indirect. Six case studies in the industrial switching power supply industry were presented. The completion of this study showed that, in the direct channel, Taiwan’s industrial switching power supply manufacturers can most likely have “target conflict” at the approach stage. At that moment, salespersons must be properly communicating further cooperation models with their new and present clients. In addition, they need to consider customer experience and fully authorized distributors to provide local service when they decide to service directly or transfer to distributors. The best way to solve problems is to properly use “comprising strategy”. With regard to the indirect channel, the “cognitive conflict” is common. From contacting clients, salespersons can deeply feel that clients have different concepts of direct and indirect channels. Meanwhile, salespersons should put themselves in clients’ shoes, and communicate with them. Carefully using “cooperative strategy” can ensure a transaction proceeds smoothly. At the product introduction stage, the direct channel often leads to “cognitive conflict”. When salespersons confirm product needs with clients, they have to explain each fee clearly and proactively and remind clients about special needs. Here, using “obliging strategy” to solve the problem will be most effective management strategy. As for the indirect channel, it often leads to “interest conflict”. Clients like to compare distributors’ quoted price with other suppliers, and they always ask for price reduction or change the order to competitors if distributors do not accept their requests. Meanwhile, salespersons need to cooperate with distributors, and use “comprising strategy” to find the best solution and satisfy clients’ need.
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"Solution selling." Chinese University of Hong Kong, 1985. http://library.cuhk.edu.hk/record=b5885534.
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Denton, Cecilia. "Personality and the performance of sales staff in a call centre environment." Diss., 2012. http://hdl.handle.net/10500/11874.
Full textAbstract:
The objective of the study was to determine whether any relationships exist between personality and the performance of sales staff in a call centre environment. Personality type (measured by the Jung Type Indicator [JTI]) and sales personality type (measured by the Sales Preference Indicator [SPI]) were correlated with sales staff performance in an insurance call centre environment. A quantitative survey was conducted using a sample of N = 146.
Correlational and inferential statistical analyses revealed statistically significant positive, although weak, relationships between personality type and the performance of call centre sales staff while statistically significant positive and negative correlations, although weak, were found between sales personality type and the performance of call centre sales staff. More female and black sales staff members were found in the higher performing clusters than in the average and poorer performing clusters. The best subset of personality scales from the JTI that predicted univariate measures of performance were the extroversion-introversion scale and the judging-perceiving scale while the best subset of predictors from the SPI personality scale were the consistent-adaptive scale and the cooperative-competitive scale.
Call centre performance criteria are based mainly on quantitative performance criteria. It emerged from the literature review that the call centre sales position is synonymous with emotional labour and it is, thus, recommended that future research should emphasise the importance of emotionally intensive labour and its measurement combined with quantitative performance measures.Industrial & Organisational Psychology
M.A. (Industrial and Organisational Psychology)
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"A Marketing communication program for a heavy electrical engineering company selling to the People's Republic of China." Chinese University of Hong Kong, 1988. http://library.cuhk.edu.hk/record=b5887176.
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Chen, Chin-I., and 陳謹怡. "The Relationships Study among Job Involvement and Job Satisfaction with Turnover Intention of Second Generation National Health Insurance in Direct Selling Industries." Thesis, 2014. http://ndltd.ncl.edu.tw/handle/84801352725107275770.
Full textAbstract:
碩士樹德科技大學
金融系碩士班
102
This study was designed for the II National Health Insurance that Legislative Yuan passed Third Reading on January, 2011, to explore the relationships among job involvement and job satisfaction with turnover intention of second generation national health insurance in life insurance industries. This research by way of a questionnaire to fill out the direct selling placement, and the forecast of questionnaire for began in December 2013, and in January 2014 after recovery, then use the forecast of the questionnaire analysis of reliability and validity analysis, pilot test results no problem after began to issue a formal questionnaire by the rest of the 278 questionnaires. The results showed that job involvement has significantly negative influence on turnover intention. Job satisfaction has significantly negative influence on turnover intention. Job involvement has significantly positive influence on job satisfaction.
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Silva, Melanie Saramago Oliveira da. "Multi branding selling in the airline industry the organization of a sales department in a multi-branding environment applied to IAG group." Master's thesis, 2015. http://hdl.handle.net/10071/11536.
Full textAbstract:
In a globalized world, the aviation industry has taken the ultimate importance for
the movement and the progress in the planet. People, business, families depend on
their capability to move from one place to another in the shortest time frame
possible.
The aviation management had to move forward as airlines passed from
governmental owned companies to private shareholders hands. Costs structures had
to change, while competition increased as Low Cost Carriers (LCC) appeared in the
market. Airlines had to adapt to lower prices and flying became more affordable for
people in all corners of the world. Mergers, acquisitions and joint ventures became
the ultimate form of survival.
Though, many of these carriers are still the cultural image of their home based
countries and also many times the largest exporter companies of these markets.
As mergers happened among airlines in Europe, commercial teams had to adapt,
and sales teams became multi-brand teams, they had to stop being only one brand
sellers despite the heavy cultural value each brand has.
In an industry that for decades did not have significant changes, having very
conservative sales teams, recently a strong transformation happened, in a very short
time period, and adaptation became a key factor for the survival of the new sales
people.
In IAG (International Airlines Group) this adaptation happened as the group was
formed by two of the most important carriers in Europe, British Airways and Iberia,
while at the same time Low Cost Carrier, Vueling, also became part of the holding.
Therefore, sales teams all around the world needed to be reorganized and prepared
for a multi-branding environment.Num mundo cada vez mais globalizado, a indústria da aviação civil tornou-se essencial para os movimentos e o progresso no planeta. Pessoas, empresas, familias dependem da sua capacidade de deslocação de um sitio para outro o mais rapidamente possível. Os gestores da aviação tiveram que andar para a frente à medida que as companhias aéreas passaram de empresas públicas para as mãos de acionistas privados. As estruturas de custos tiveram de mudar, enquanto simultaneamente as empresas Low Cost apareciam no mercado. As companhias aéreas tiveram de se adaptar a preços baixos e voar ficou mais acessivel para pessoas em todos os cantos do mundo. Fusões, aquisições e negócios conjuntos tornaram-se formas essenciais para a sobreviviência. Ainda assim, várias destas companhias continuam a ser a imagem cultural dos seus países de origem, sendo também muitas vezes as principais empresas exportadoras desses mercados. À medida que a companhias europeias se fundiam, os departamentos comerciais tiveram de se readapatar, enquanto as equipas de vendas se converteram em equipas multimarcas, deixando de ser só meros vendedores de uma única marca, apesar do forte componente cultural que caracteriza cada uma. Numa indústria que durante décadas nunca sofreu alterações significativas, tendo equipas comercias muito conservadoras, viveu-se recentemente uma forte transformação num curto período de tempo, durante o qual a adaptação se tornou um factor chave para a sobrevivência das equipas de vendas. Na IAG (International Airlines Group) a adaptação aconteceu quando o grupo se formou com a junção de duas das mais importantes companhias europeias, British Airways e Iberia, enquanto a Low Cost, Vueling, também se tornava membro do grupo. Como consequência, as equipas de vendas em todo o mundo tiverem de ser reorganizadas e preparadas para um ambiente multimarcas.
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Esteves, Diogo Manuel da Silva. "Manga curta, saudável nas horas business plan." Master's thesis, 2019. http://hdl.handle.net/10071/18989.
Full textAbstract:
Building a successful business is about identifying trends and market gaps, providing products or services to fulfil them.
In order to identify those tendencies and corresponding gaps, factors like the impact of tourism, street food development, fruit benefits and consumer behaviour were studied. Moreover, a market analysis was executed, finding and developing data about the ambulant beach selling in Portugal, the market trends, direct and indirect competitors, market valuation and the factors that can influence the business.
It was possible to conclude that the foundations of the contemporary world are relying more and more on health and environmental sustainability. Specifically, the tendencies leading customer’s preferences are healthiness, local and organic products, gluten and lactose intolerances, convenience and sustainability.
Fresh-cut fruit selling has proven to be along with these market developments and given the fact that Portuguese beaches are lacking this type of products a business opportunity was created.
Therefore, the main objective of this thesis was to propose marketing and operations plan to sell fresh-cut fruit on Portuguese beaches in the most convenient way possible with huge environmental concerns, aiming to update an underdeveloped market.
Afterwards, a financial analysis was conducted resulting in a positive net present value proving the viability of the project.Criar um negócio de sucesso consiste em identificar tendências e lacunas de mercado e providenciar produtos ou serviços que as satisfaçam. A fim de identificar essas tendências e as lacunas correspondentes, fatores como o impacto do turismo, o desenvolvimento do "street food", os benefícios do consumo de fruta e o comportamento do consumidor foram estudados. Foi realizada uma análise de mercado, encontrando e desenvolvendo dados sobre a venda ambulante nas praias portuguesas, as tendências do mercado, os concorrentes diretos e indiretos, a valorização do mercado e os fatores que possam influenciar o negócio. Foi possível concluir que os fundamentos do mundo moderno estão cada vez mais dependentes da saúde e sustentabilidade ambiental. Especificamente, as tendências que guiam as preferências dos consumidores são os benefícios na saúde, produtos locais e orgânicos, intolerâncias ao glúten e à lactose, conveniência e sustentabilidade. A venda de fruta cortada está perfeitamente alinhada com os desenvolvimentos do mercado e tendo em conta que é um produto em falta nas praias de Portugal, considera-se uma oportunidade de negócio viável. Portanto, o principal objetivo da tese foi propor um plano de marketing e operações para vender frutas cortadas nas praias portuguesas da maneira mais conveniente possível, com enormes preocupações ambientais, visando atualizar um mercado subdesenvolvido. Por fim, foi realizada uma análise financeira, resultando em um valor actualizado liquido positivo comprovando a viabilidade do projeto.
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Selwe, Milane Kgalanyana. "The impact of Botswana international trade fair on informal small scale clothing producers." Thesis, 2007. http://hdl.handle.net/10413/4562.
Full textAbstract:
Micro and small businesses have become a contributor to both reduction of
unemployment and to national development. The informal small scale clothing
producers in Botswana have been supported by government through policies
directed towards poverty alleviation and employment creation. Despite the
government's efforts of availing financial assistance, technical expertise,
promotional and marketing support, the informal small scale clothing producers
do not seem to be utilising these for full benefit. Participation of the informal
small scale clothing producers at Botswana International Trade Fair was
expected to provide them with avenues for long term benefits through marketing
their products and learning. The purpose of this study was to establish the
impact of Botswana International Trade Fair on the informal small scale clothing
producers. The informal small scale clothing producers have had assistance and
access to promoting their products for a considerable time, with not much change
in the market share and quantities of production. The challenges facing these
informal small scale clothing producers has been to utilise BITF for competing
with local and regional producers in providing quality products; to increase
production for meeting the demands of the market; to increase profits, and
expand businesses to reduce unemployment.
Purposive sampling was used to select participating informal small scale clothing
producers and council Home Economists while the· independent small scale
exhibitors were conveniently sampled during the 2006 trade fair. Seventeen
informal small scale clothing producers from the eastern part of Botswana were
interviewed to establish impacts from participating at the trade fair. One
producer who h-ad won most prizes at the trade fair was interviewed for a
different perspective in production strategies employed. Fifteen council Home
Economists, acting as liaison and change agents for the informal small scale
clothing pmducers, also participated in the survey and focus group discussions.
Two case studies were developed fmm in-depth interviews with independent
small scale exhibitors to ascertain impact brought about by BITF on these
producers. Both qualitative and quantitative approaches were used in collecting
data. The results were analysed in terms of frequencies and chi-square
relationships.
Great similarities were found to exist between the three samples. The results
revealed that there was adequate knowledge about BITF on the informal small
scale clothing producers, as weil as with council Home Economists and the
independent small scale exhibitors. The three groups understood the objectives
of BITF to be mostly educational and followed by promotion. All the groups
reported noticeable impact to be growth in the number of customers, increase in
production, increase in assets, improvement in quality of products and addition of
newly developed products. Perceptions of the three groups on the benefits from
BITF matched what they experienced as result of participation at the trade fair.
The producers on the other hand experienced a decline in the number of
employees while the independent small scale exhibitors had an increase.
For utmost benefit of BITF, the producers have to. strengthen their marketing
strategies, during and outside the trade fair. There is need for the producers to
take initiatives to secure their own stalls for participation during the trade fair as
individuals or jointly with other producers. Producers could benefit more from
using funding from government for promotion of products. Home Economists
should support self representation by the producers so that they directly learn
from participation and eventually wean off continued support from government.
For monitoring and planning purposes, a national data base for micro and
informal small scale clothing producers should be kept by the Department of
Social Services. Benchmarking on involving micro and small scale businesses in
training is essential, and establishment of local markets for continued contact
with customers could expand producers' knowledge in production.Thesis (M.Sc.)-University of KwaZulu-Natal, Pietermaritzburg, 2007.
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Dube, End-of-Joy Silindele. "Marketing opportunities and constraints of indigenous handcrafters in Izinqoleni, rural KwaZulu-Natal." Thesis, 2006. http://hdl.handle.net/10413/4075.
Full textAbstract:
In many cases rural crafters have had only limited exposure to the market economy and
have little understanding of how it works. If the crafters are unable to market their
products, then their efforts in making craft items are being wasted. It was for this reason
that this study was undertaken. The study focused on indigenous handcraft (beadwork,
basketry and leatherwork) owing to the fact that these kinds of crafts are widely produced
in the area of Izinqoleni. The purpose of this study was to investigate the marketing
opportunities of indigenous handcrafts, and highlight problems faced by crafters in
Izinqoleni. To accomplish this, the study had to describe the productive functioning of
individuals and group producers of indigenous handcraft, find out about the kinds of craft
items produced, and understand what was required to produce crafts in sufficient
quantities and appropriate quality for markets. It also had to identify such suitable
markets and describe the market places in relation to access, requirements, and potential
for economic returns of crafters, to identify the gaps in the relationships between present
production by crafters and marketing requirements, identify the constraints on crafters
and markets, and recommend remedial actions that need to be taken.
For this study, in-depth interviews, focus group discussions, and personal observations
were employed to obtain information. The target population of this study comprised of
the individuals and group crafters, craft traders (formal and informal traders such as art
and craft galleries, craft shops, farm stalls, Tourism Information Centre, beach/road side
craft sellers) as well as the buyers of indigenous handcrafts (schools and Shembe
religious groups). Ten individual crafters, two craft groups, seven informal craft traders,
four formal craft traders, two schools and two Shembe groups participated in this study.
The findings of this study indicated that, despite the constraints facing the crafters in
Izinqoleni; both the individual and group crafters had great potential for producing
marketable products, although groups had better opportunities in term of exposure to
markets and other requirements than individuals. There was not a big difference between
the craft items that were produced by the crafters of Izinqoleni and those that were
available at the local craft outlets. The traders, however, did not obtain their goods from
local crafters; they depended on the distant crafters for supply of indigenous handcrafts.
Therefore, they were very positive in creating strong relationships with the local crafters,
provided they conformed to the requirements of these markets. It was therefore
recommended that the crafters form cooperatives so that they could become recognized
and then be supported in every possible way. The Government policies should consider
indigenous handcraft as a major contributor to the economy, and promote indigenous
handcraft production and marketing by providing sufficient support and services.Thesis (M.Sc)-University of KwaZulu-Natal, Pietermaritzburg, 2006.