Essays about: "Business-to-business B2B relationship"

Showing result 11 - 15 of 36 essays containing the words Business-to-business B2B relationship.

1. 11. 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

3. 12. 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

4. 13. 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

5. 14. Usage - The Holy Grail of Digital Services: An Exploration of Factors influencing B2B Customers’ Usage of Digital Services

   University essay from Lunds universitet/Företagsekonomiska institutionen

   Author : Alexander Losbichler; Angelika Schatz; [2019]
   Keywords : Digital Services; Usage; Value-in-use; Business Model; Software Industry; Business and Economics;

   Abstract : Many product-based companies have identified digital services as a promising way to differentiate themselves and to stimulate future growth. However, as digital services frequently induce a business model change to a pay-per-use or subscription model, companies see themselves increasingly challenged as their revenues are progressively dependent on customers’ actual usage. READ MORE

6. 15. Customer Defection and Value in Business-to-Business Relationships

   University essay from Linnéuniversitetet/Institutionen för marknadsföring (MF)

   Author : Emmy Jylhä; [2018]
   Keywords : Customer defection; customer value; value co-creation; relationship quality; customer retention; retention management; trust; satisfaction; commitment;

   Abstract : In order for firms to be able to compete on the market, it is of importance for them to create value for their customers. Value is not only the outcome from providing the customer with a product of high quality, since value co-creation can occur when firms interact with their customers and create strong relationships with them. READ MORE