Essays about: "B2B relationship framework"

Showing result 1 - 5 of 24 essays containing the words B2B relationship framework.

  1. 1. Selling with Personality: The Role of Personal Branding in B2B Social Selling : An Exploratory Study of Personal Branding for B2B sales personnel.

    University essay from Jönköping University/Internationella Handelshögskolan

    Author : Linnea Mundorf; Ebba Friberg; Selina Johansson; [2023]
    Keywords : Personal Branding; Social Selling; Business-to-Business; B2B; Sales Personnel; LinkedIn; Corporate Branding;

    Abstract : This research aims to facilitate sales personnel and companies in understanding the interrelation of personal branding within sales and how it should be utilized effectively. Thus, the thesis explores how sales personnel develop and communicate their personal brand, and additionally how personal branding relates to social selling in a B2B context. READ MORE

  3. 2. Perception of B2B Relationships; A Gut Feeling? : A multiple case study on the consumer's perception of relationship success, and the underlying factors influencing trust, commitment, and satisfaction

    University essay from Jönköping University/Internationella Handelshögskolan

    Author : Michaela Antonsson; Nathalie Jarekvist; Fanny Söderhielm; [2022]
    Keywords : B2B relationships; relationship quality; relationship success;

    Abstract : Background: The success and quality of B2B relationships have been researched for decades. Relationship success carries many definitions, but prior literature lacks depth in how it is achieved. Relationship quality is often determined through three pillars: trust, commitment, and satisfaction. READ MORE

  4. 3. Value based selling : Key value drivers for SMEs within the steel industry

    University essay from Luleå tekniska universitet/Institutionen för ekonomi, teknik, konst och samhälle

    Author : Simon Anderson; Markus Johannisson; [2022]
    Keywords : Value based selling; Customer perceived value; Perceived value; Value drivers; Värdebaserad försäljning; Kundens upplevda värde; Upplevt värde; Värde attribut;

    Abstract : Building upon previous research around value drivers, the purpose for this study was to review what value-drivers the SMEs within the Swedish steel industry find most important in their suppliers and how the industry as a whole can evaluate this information in a value-based selling approach. In today's literature regarding customer perceived value, the focus has been towards service related industries, and mainly within a B2C context. READ MORE

  5. 4. A reduction in physical interaction : its effect on B2B relationships

    University essay from Uppsala universitet/Företagsekonomiska institutionen

    Author : Niklas Sanfridsson; Johan Öhrn; [2022]
    Keywords : Digital interaction; Physical interaction; COVID-19 pandemic; Operational linkages; Social bonds; Cooperative norms; Trust; Business-to-business B2B relationship;

    Abstract : This study aims to examine how a business-to-business (B2B) relationship is affected by a decrease in physical interactions between firm representatives. Previous studies have shown that external events can affect B2B relationships but not how these effects take shape. READ MORE

  6. 5. Supplier-perceived value in bigscience-supplier relationships : What can suppliers gain from delivering to big-science organizations?

    University essay from Uppsala universitet/Företagsekonomiska institutionen

    Author : Weng Xin; [2021]
    Keywords : big science organization; supplier-perceived value; business-to-science relationship; B2B; B2S;

    Abstract : From the perspective of suppliers, this thesis explores what value suppliers can gain from delivering to big-science organizations (BSOs). Inspired by the framework of supplier-perceived value (SPV) by Walter et al. READ MORE