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Showing result 1 - 5 of 96 essays matching the above criteria.

  1. 1. 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

  3. 2. 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

  4. 3. 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

  5. 4. Are virtual meetings here to stay? : A qualitative study of how Covid-19 has influenced international firms' way of communicating in B2B meetings.

    University essay from Linnéuniversitetet/Institutionen för marknadsföring (MF)

    Author : Caroline Söderberg; Sandra Andersson; [2022]
    Keywords : ;

    Abstract : The Covid-19 pandemic has changed the way international firms communicate with each other. Closed borders have led to people and firms not being able to travel to meet physically, which has created a lack in communication. READ MORE

  6. 5. Service Communication of Professional Service Firms to Clients : A GA-Agency Case Study

    University essay from Jönköping University/Internationella Handelshögskolan

    Author : Kaja Luner; Leona Saliju; [2022]
    Keywords : Service Marketing; Professional Services; Professional Service Firms; Digital Marketing Agencies; B2B Service Marketing; Agency-Client;

    Abstract : Background: Global services, particularly professional services, have become one of the world economy’s fastest growing sectors and professionals are becoming increasingly important as a result of this shift. Inherent differences, characterizing professional services, result in a scarcity of empirical evidence on how marketing communications are perceived and executed. READ MORE