Essays about: "industrial selling"

Showing result 21 - 25 of 41 essays containing the words industrial selling.

1. 21. Unveiling the power of selling spare-parts as a happy-meal

   University essay from Lunds universitet/Ekonomihögskolan; Lunds universitet/Företagsekonomiska institutionen

   Author : Alexander Lindgren; Victor Bodin; [2015]
   Keywords : Lean consumption; Aftermarket; Customer satisfaction; Servification; Service- kits; Spare-part-kits; Bundling; Spare-parts; Technology and Engineering;

   Abstract : Companies selling industrial machines are seeing a shift where profits are moving from new sales, towards retrieving revenue throughout the whole customer life cycle. Instead of selling new machines, the companies in the industry need to look towards what is referred to as “the aftermarket”. READ MORE

3. 22. Understanding Customer-related Issues in Mergers & Acquisitions An exploratory case study

   University essay from Handelshögskolan i Stockholm/Institutionen för företagande och ledning

   Author : Gunita Aivare; [2014]
   Keywords : Mergers Acquisitions; Customers in M A; Successful M A outcome; Post-merger integration;

   Abstract : Value creation for the entity is one of the main reasons for companies to engage in Mergers & Acquisitions (M&A). Although customers play a crucial role in creating value for a company by generating revenue, these stakeholders are rarely discussed in M&A research. READ MORE

4. 23. Means-end value assessment

   University essay from Linköpings universitet/Institutionen för ekonomisk och industriell utveckling; Linköpings universitet/Tekniska högskolan

   Author : Jonatan Westergren; Jonathan Hilborn; [2014]
   Keywords : ;

   Abstract : Services are intangible in their nature. When product oriented companies seeks to expand their industrial offerings with services they encounter many problems, one of which is the challenge of selling these intangible services. The sales team needs to be able to show the value of the service in order to successfully reach out to the customers. READ MORE

5. 24. Customer value for business model innovation : Case of O&M services in Swedish Wind Industry

   University essay from Högskolan i Halmstad/Business Model Innovation (BMI)

   Author : Niklas Göthberg; Anastacia Simonchik; [2014]
   Keywords : Customer value; business model; wind energy; operation and maintenance;

   Abstract : Wind energy industry has been growing fast during last years, and the demand for operation and maintenance (O&M) services has been increasing rapidly. As wind turbine manufacturing companies have been focusing more on selling rather than after sales services, this created problems in O&M, which started to influence the overall profitability of wind energy projects. READ MORE

6. 25. Prediction of poor working capital development. Can poor working capital development be predicted using accounting based financial information?

   University essay from Handelshögskolan i Stockholm/Institutionen för redovisning och finansiering

   Author : Mikaela Hillman; Marielle Borgström; [2014]
   Keywords : prediction model; logit analysis; working capital; working capital management; working capital development;

   Abstract : We investigate if accounting based financial information on an operating entity level can be used to predict poor working capital development (WCD) on a quarterly basis. The development is considered poor if the change in net working capital is not driven by an underlying change in customer orders, and hence poor in the sense that the development is unjustified. READ MORE