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Showing result 1 - 5 of 14 essays matching the above criteria.

  1. 1. Data at your service! : A case study of utilizing in-service data to support the B2B sales process at a large information and communications technology company

    University essay from Linköpings universitet/Industriell ekonomi; Linköpings universitet/Tekniska fakulteten

    Author : Ingrid Wendin; Per Bark; [2021]
    Keywords : data; serve; sales; industrial sales; data driven; data-driven; big data; decision-making; sales process; sales opportunity; challenge; improve; efficiency; KAM; access; digitalization;

    Abstract : The digitalization of our society and the creation of data intense industries are transforming how industrial sales can be made. Large volumes of data are generated when businesses and people use digital products and services which are available in the modern world. READ MORE

  3. 2. WHAT ARE THE INTERNAL REASONS FOR BRAND IDENTITY EROSION?

    University essay from Lunds universitet/Företagsekonomiska institutionen

    Author : Pritta Andrina Anggraeni; Flavien Nulli; Andreea Muresan; [2021]
    Keywords : Brand; brand identity; internal branding; brand identity erosion; Social Sciences;

    Abstract : Purpose: To explore why brands lose control over their identity due to internal actions or lack of actions when needed. The paper examines the key elements brands should focus on internally to prevent brand identity erosion which can negatively impact brand performance. READ MORE

  4. 3. In search for the perfect KAM manager : Exploring both the buyer´s and the supplier’s view of valued personality traits in a KAM manager

    University essay from Jönköping University/Internationella Handelshögskolan

    Author : Erika Villumsen; Jennifer Laurits; [2021]
    Keywords : Key Account Management; Relationship marketing; Five-Factor Model;

    Abstract : Background: KAM has received a lot of attention over the last decade, where organizations acknowledge the benefits, and choose to implement KAM programs within their companies. Research shows that the individual in a KAM manager role has a huge impact on the outcomes of KAM, crucially responsible for the relationships with the key accounts. READ MORE

  5. 4. Från gestaltning till förvaltande av grönytor : hur hänger gestaltarens visioner ihop med förvaltarens rutiner?

    University essay from SLU/Dept. of Landscape Architecture, Planning and Management (from 130101)

    Author : Rebecka Brinck; [2020]
    Keywords : gestaltning; förvaltande; grönyta; skötsel; skötselbeskrivning; place-keeping; place-making;

    Abstract : Det ligger ett stort fokus på att förtäta svenska städer vilket ökat pressen på stadens grönytor. Befintliga platser skall förvaltas för flera brukare och nya platser skapas, vilka sedan ska komma att förvaltas. READ MORE

  6. 5. Seven Aspects of Internal Alignment Within Key Account Management : A Qualitative Study Analyzing Internal Alignment within the B2B Context

    University essay from Linnéuniversitetet/Institutionen för marknadsföring (MF)

    Author : Elias Johansson; Charlotte Ramstedt; Julia Weltman; [2019]
    Keywords : Key Account Management; Key Account Management Teams; Key Account Manager; Internal Alignment; Internal Misalignment;

    Abstract : One of the main tasks of key account management (KAM) practice is the creation of customized value propositions for a business-to-business organization's most important customers, which often requires the support of multiple internal departments. Thus, making internal alignment central in KAM in order to exchange value and serve the key accounts (KA) long-term. READ MORE