Essays about: "Industrial Buying Behavior"

Showing result 1 - 5 of 6 essays containing the words Industrial Buying Behavior.

1. 1. Life cycle cost analysis as a tool for industrial sales: lessons from two industries in India Subcon

   University essay from Högskolan i Gävle/Företagsekonomi

   Author : P USHANI CHATHURANGA SANDEEPANI JAYASIRI FERNANDO; ANGODA L PIYANKARA JAYADEWA GUNARATHNA; [2022]
   Keywords : LCCA; Sales Process; Industrial Sales; Industrial Buyer Behavior; Internal Customer; Sales Function; Sales Tools;

   Abstract : Industrial selling is considered to be one of the highly challenging tasks and sales personnel are exploring new strategies and tools to stay ahead of the competition to achieve organizational objectives. The study has focused on adding to the academic knowledge of the use of an innovative and creative sales tool to enhance the performance of the function. READ MORE

3. 2. Creating a customer-oriented distribution offer in the business-to-business market

   University essay from Lunds universitet/Produktionsekonomi

   Author : Caroline Granfors Wellemets; Mikaela Sturén; [2018]
   Keywords : Business-to-business; Customer-oriented; Delivery chain; Delivery service; Delivery service elements; Distribution channel; Mature industry; Technology and Engineering;

   Abstract : Problem description: Mature industrial enterprises stand before the challenge of developing strategies and competitive advantage through their logistics services. The business development within logistics and distribution services is fast and rapidly changing as the customer experience is becoming increasingly important and the additional services are becoming an integrated part of the product offering. READ MORE

4. 3. Industrial Buying Behavior in the Waste-to-Energy Market : A Case Study in Germany

   University essay from Umeå universitet/Företagsekonomi

   Author : Lars Hendrik Klinkmann; [2016]
   Keywords : Industrial Buying Behavior; Waste-to-Energy;

   Abstract : Abstract Waste-to-Energy power generation describes the process of incinerating solid waste. The produced heat is used to drive a power generation unit generating electric energy or for direct district heating. Waste-to-Energy is a viable method to treat solid waste and to produce energy. READ MORE

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

   University essay from Företagsekonomiska institutionen

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

   Abstract : 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. READ MORE

6. 5. Decision model for logistics provider selection : Fläktwoods AB case

   University essay from Internationella Handelshögskolan

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

   Abstract : 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. READ MORE