Essays about: "B2B relationships"

Showing result 31 - 35 of 104 essays containing the words B2B relationships.

  1. 31. The need for speed : A study of how a new digital tool can affect B2B relationships

    University essay from Umeå universitet/Företagsekonomi

    Author : Josefin Hellsten; Johan Näsström; [2019]
    Keywords : B2B relationships; 3D virtual prototypes; relationship marketing;

    Abstract : The technological development that we have seen in the last decades has resulted in a more digitized business environment and affected industries from an innovative and competitive perspective. The digital transition is an ongoing process and it creates opportunities and challenges for businesses globally. READ MORE

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

    University essay from Linköpings universitet/Företagsekonomi; Linköpings universitet/Filosofiska fakulteten

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

    Abstract : 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. READ MORE

  4. 33. Influence of Guanxi and Trust on Business to Business relationships in the Chinese market

    University essay from Högskolan i Gävle/Företagsekonomi

    Author : YIGE LIU; SIRIOUS NTERAI; [2019]
    Keywords : Guanxi; Trust; Interpersonal Trust; Organizational Trust; Mianzi; Renqing; Ganqing; B2B Relationships;

    Abstract : Aim: To understand the influence of guanxi and trust on business to business relationships in the Chinese market. Method: This study was conducted based on an inductive qualitative research method with the use of primary and secondary data. READ MORE

  5. 34. Triadic relationships : - A case study on relationship initiation in triadic settings

    University essay from Uppsala universitet/Företagsekonomiska institutionen

    Author : Rasmus Sjögren; Rômulo Viana; [2019]
    Keywords : Relationship initiation; triadic settings; relationships; B2B relationships; conceptual model; industrial marketing and purchasing; business-to-business marketing.;

    Abstract : This study addresses the rationale of using partners in relationship initiation with potential buyers and how relationship initiation takes place in triadic settings. As the authors have identified relationship initiation as an under-researched area, further research in this field is needed in order to enhance knowledge regarding the use of partners in the relationship initiation with potential buyers. READ MORE

  6. 35. You miss 100% of the opportunities you do not exploit : A comparative study on how multi-national B2B’s manage risks and exploit opportunities in Ghana and Nigeria

    University essay from Linnéuniversitetet/Institutionen för marknadsföring (MF)

    Author : Drevell Linus; Liderfelt Henrik; Welin-Berger Adam; [2019]
    Keywords : Risk; opportunities; West-Africa; Ghana; Nigeria; internationalisation; networks; relationships; multi-national companies; knowledge;

    Abstract : The past decade's globalisation has become an increasingly important topic in international business. Firms, therefore, search for business opportunities in new markets, where the aim is to increase revenue. READ MORE