Essays about: "customer supplier relationship"

Showing result 6 - 10 of 80 essays containing the words customer supplier relationship.

1. 6. 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

3. 7. Impact of digital transformation on the perception of value from customer perspective

   University essay from Blekinge Tekniska Högskola/Institutionen för industriell ekonomi

   Author : Juliette Viviana Diaz Sarmiento; Afshin Samadi; [2022]
   Keywords : Value perception; customer experience; customization; co-creation; digital solutions.;

   Abstract : Existing literature about digitalization and business transformation in the manufacturing industry has mainly focused on understanding the supplier´s internal transformation of processes, the development of key capabilities, the relationship between suppliers and customers to co-create value and the transformation from product providers to service providers. The digitalization in essence is a new topic within this industry, then there is scant regard for how digitalization has transformed the perception of value from customers’ perspective in the energy industry. READ MORE

4. 8. Antecedents of Preferred Customer Status - In the context of the Automotive Industry

   University essay from Göteborgs universitet/Graduate School

   Author : Nguyen Ha Mi Hoang; Vinh Quang Bui; [2021-06-14]
   Keywords : preferred customer status; customer attractiveness; supplier satisfaction; buyer-supplier relationship; social exchange theory; resource-based view;

   Abstract : Resources in any form are inherently scarce, which could be intensified further by global events or the maturity of the associated markets. In such situations, suppliers are faced with the decision on how to allocate resources to their buyers. READ MORE

5. 9. 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

6. 10. 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