Sökning: "relational selling"

Visar resultat 1 - 5 av 6 uppsatser innehållade orden relational selling.

  1. 1. Unwrapping the Customer Value concept and its application within an Industrial Manufacturing Firm : A Case Study within Husqvarna

    Master-uppsats, KTH/Skolan för industriell teknik och management (ITM)

    Författare :Robert Bunea; [2023]
    Nyckelord :;

    Sammanfattning : Traditional manufacturing companies were reliant on selling their product centred offerings towards customers. However, technological developments, volatile market environments as well as calls for more personalised experiences from customers, have made the traditional product-centred approaches less effective. LÄS MER

  3. 2. Maximizing value capture from AI digital solutions : A case study of a startup in the wind energy industry

    Uppsats för yrkesexamina på avancerad nivå, Luleå tekniska universitet/Institutionen för ekonomi, teknik, konst och samhälle

    Författare :Anton Hurmavaara; Petter Axelsson; [2023]
    Nyckelord :Value capture; Relational value capture; Economical value capture; Digital business models; Digital revenue models; start-up; AI;

    Sammanfattning : Purpose  The purpose of this study is to extend current literature on the concept of value capture for AI start-ups, focusing on the challenges they face and how to maximize value capture. By investigating relational and economical value capture dimensions, this study aims to identify opportunities for start-ups to extract value from their AI digital solutions. LÄS MER

  4. 3. Artificial Intelligence in Business-to-Business Sales Processes : The impact on the sales representatives and management implications

    Magister-uppsats, Linköpings universitet/Företagsekonomi; Linköpings universitet/Filosofiska fakulteten

    Författare :Alexandra Cyvoct; Shirin Fathi; [2019]
    Nyckelord :AI; Artificial Intelligence; Big Data; B2B sales; selling process; consultative selling; relational selling; change management;

    Sammanfattning : Background: The sales representatives in B2B companies are experiencing several changes in their environment, which have already altered their performed activities. In order to meet the new customer needs, Artificial Intelligence (AI) provides an effective usage of the large amount of complex data that is available, defined as Big Data. LÄS MER

  5. 4. Transferring components of brand loyalty in a brand extension scenario within FMCG

    D-uppsats, Handelshögskolan i Stockholm/Institutionen för marknadsföring och strategi

    Författare :Jessica Hedin; [2016]
    Nyckelord :Brand loyalty; Brand extension; Category fit; FMCG; Affective relations;

    Sammanfattning : Brand managers within FMCG are continuously looking to capitalize on strong brands to grow their business. Strategies involving brand extension activities have become increasingly popular, as it allows brand managers to build on already established consumer-brand relations to increase cross-selling. LÄS MER

  7. 5. Customer value for business model innovation : Case of O&M services in Swedish Wind Industry

    Master-uppsats, Högskolan i Halmstad/Business Model Innovation (BMI)

    Författare :Niklas Göthberg; Anastacia Simonchik; [2014]
    Nyckelord :Customer value; business model; wind energy; operation and maintenance;

    Sammanfattning : Wind energy industry has been growing fast during last years, and the demand for operation and maintenance (O&M) services has been increasing rapidly. As wind turbine manufacturing companies have been focusing more on selling rather than after sales services, this created problems in O&M, which started to influence the overall profitability of wind energy projects. LÄS MER