Sökning: "industrial buying behavior"

Visar resultat 6 - 9 av 9 uppsatser innehållade orden industrial buying behavior.

  1. 6. Industrial buyer behavior : A study of the industrial buying behavior in Life Science organizations when faced with a radical innovation

    Master-uppsats, Företagsekonomiska institutionen

    Författare :Arbnor Belulaj; Fredrik Celion; [2011]
    Nyckelord :Industrial buyer behavior; innovations; radical products; marketing; life science; buy-grid framework; industrial purchasing; industrial buyer process;

    Sammanfattning : A central part of the marketing process is to be aware of why a customer or buyer makes a purchase and without such an understanding, businesses find it hard to respond to the customer‟s needs and wants. A large part of the current literature concerned with industrial buyer behavior has tended to focus on modeling and mapping the industrial buyer behavior. LÄS MER

  3. 7. Decision model for logistics provider selection : Fläktwoods AB case

    Master-uppsats, Internationella Handelshögskolan

    Författare :Veronika Pereseina; [2011]
    Nyckelord :Outsourcing; logistics provider selection; decision models; criteria and framework for decision; relationship with logistics provider;

    Sammanfattning : The choice of proper logistics provider can be complex and might influence the success of manufacturing company. The complexity of decision can be caused by the numerous crite-ria for the selection of logistics provider. LÄS MER

  4. 8. Dealer-Customer Interaction in the Tool Steel Industry : a Case Study of SSAB

    Uppsats för yrkesexamina på grundnivå, Ekonomiska institutionen

    Författare :David Blidberg; Henrik Hagberg; [2004]
    Nyckelord :Business and economics; Steel industry; industrial selling; sales process; buying behavior; retail selling.; Ekonomi;

    Sammanfattning : 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. LÄS MER

  5. 9. Key Account Management in an International Context

    D-uppsats, Göteborgs universitet/Graduate Business School

    Författare :Goran Popovski; Dragan Krznaric; [2002]
    Nyckelord :key account management; key accounts; purchasing organization; supplier-buyer relationships; Volvo CE.;

    Sammanfattning : Globalization of the world economy has caused new forms of competition. Companies are faced with a new and fast-changing environment, so that international companies need to find new ways for succeeding in the battle forcustomers. Like suppliers, customers are also affected by sharper competition. LÄS MER