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Elektroninio verslo įtaka Vaidotų geležinkelio stoties veiklos plėtrai / The Influence of E-Business on the Expansion of Vaidotai Railway StationStanevičiūtė, Rasa 28 January 2013 (has links)
Baigiamajame magistro darbe buvo pabandyta atskleisti elektroninio verslo plėtros įtaką geležinkelių transporto struktūriniams pokyčiams. Darbe buvo atlikta mokslinės literatūros skirtos elektroninio verslo kuriamai vertei analizė, atskleisti šiuolaikinio elektroninio verslo logistikos ypatumai, išnagrinėta elektroninio verslo įtakos geležinkelių transporto plėtrai tyrimo metodologija, taip pat aptartos AB „Lietuvos geležinkeliai“ funkcijos ir vieta šiuolaikinėje ūkio sistemoje. Kaip tiriamasis objektas buvo pasirikta Vaidotų geležinkelio stotis. Atliktas e-verslo elementų diegimo Vaidotų geležinkelio stotyje projektas, pagal anketinio tyrimo atliktos apklausos rezultatų analizę, kuri parodė, jog viena iš problemų, spręstinų Vaidotų geležinkelio stotyje yra vagonų prastovos, dėl kurių patiriami gan dideli nuostoliai. Siekiant sumažinti šiuos nuostolius, šiame darbe siūloma atnaujinti kompiuterinę techniką ir įdiegti krovinio dokumentų apdorojimo automatizavimo programą. / In this master degree thesis it was tried to reveal the impact of electronic business development on the structural changes of railway transport. It was carried out the analysis of scientific literature aimed at the value generated by electronic business, the peculiarities of logistics of contemporary electronic business were revealed, the methodology of research of electronic business influence on railway transport development was examined, the functions and the position of AB „Lietuvos geležinkeliai“ in today’s economics system were discussed. The railway station of Vaidotai was chosen as the study of this paper. The project of implementation of e-business elements in railway station of Vaidotai was carried out, the analysis of the results of the survey showed that one of the problems to be solved in the railway station of Vaidotai is the outage of cars, which causes quite big losses. In order to reduce these losses it is suggested to renew computer technology and to implement computerization program of cargo document processing.
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Digitalisering och affärsrelationer i kunskapsintensiva B2B-företag : En kvalitativ studie om anställdas upplevelser kring digitaliseringens effekter gällande möjligheter och utmaningar / Digitization and Business Relations in Knowledge Intensive B2B-Enterprises : Aqualitative study on employees’ experiences of the effects of the digitization regardingopportunities and challengesLindgren, Cecilia, Petersson, Kajsa January 2018 (has links)
Problemställning: Genom digitaliseringen går det att identifiera möjligheter i såväl företags kunskapshantering som affärsrelationer. Dessa består bland annat av möjligheter till mer data- och informationsunderlag och nya sätt att kommunicera på. Samtidigt innebär det även utmaningar i form av högre krav på hantering, anpassning och kunskap för att realisera möjligheterna. Vidare kan företag genom att digitalisera sig anta ekonomiska fördelar och digitaliseringen kan ses som nödvändig att hänga med i för att överleva på marknaden. Detta pekar på dilemmat och relevansen för företag att utnyttja digitaliseringen till sin fördel. Att undersöka vad dessa möjligheter och utmaningar består av, ter sig därmed aktuellt att studera i samband med kunskapshantering och affärsrelationer. Forskningsfrågor: 1. Hur gestaltar sig de huvudsakliga digitala förändringarna, och vilka möjligheter respektive utmaningar upplever anställda med dessa? 2. Vilka upplevs som de huvudsakliga möjligheterna respektive utmaningarna som digitaliseringens effekter har bidragit till gällande kunskapshantering inom företag? 3. Vilka upplevs som de huvudsakliga möjligheterna respektive utmaningarna som digitaliseringens effekter har bidragit till gällande hanteringen och upprätthållandet av affärsrelationer för företag? Syfte: Syftet med denna studie är att få en ökad förståelse för de möjligheter och utmaningar som anställda på kunskapsintensiva B2B-företag upplever som effekt av digitaliseringen. Detta undersöks ur två huvudsakliga områden; kunskapshantering och affärsrelationer. Upplevda möjligheter och utmaningar kopplat till digitaliseringen som en förändring i företag studeras också och är det som inleder studien. Resultat: Det som vissa respondenter upplever som möjligheter upplevs som utmaningar av andra. Sett till digitaliseringen upplevs möjligheter till tidsbesparing och arbete med andra uppgifter, parallellt med en utmaning i samband med ökad hantering och stress. Investeringar upplevs riskera att inte besvara behovsbilden och synkronisering ses som utmanande, samtidigt som det beskrivs som en möjlighet ifall detta uppnås. Vid kunskapshantering visar sig möjligheter till såväl ökad som minskad motivation. Även sett till kommunikation internt och långsiktigt externt relationsbyggande samt tillit, kan digitaliseringen verka åt båda håll. Lagar, regleringar och bestämmelser visar sig vara en utmaning som flera respondenter upplever. Digitala verktyg upplevs kunna gynna kommunikation och kunskapsspridning, men även tiden framställs som en utmaning i detta sammanhang Kunskapsbidrag: Studien bidrar till att öka förståelsen för vilka huvudsakliga möjligheter och utmaningar som anställda på kunskapsintensiva B2B-företag upplever som effekt av digitaliseringen. Denna förståelse är värdefull för företag som möter denna förändring; en medvetenhet kring möjligheter och en identifiering av utmaningar kan stärka arbetet. / Problematization: With the digitization, opportunities in knowledge management as well as in business relations are identified. These consist of, for example, opportunities in more data as well as information in decision making, but also new ways to communicate. Simultaneously, challenges in increasing demands on management, adaptation and knowledge occur to take advantage of the opportunities. Moreover, enterprises can realize economic benefits and the digitization can also be seen as something that they have to keep up with in order to survive on the market. This shows the dilemma, as well as the importance, for enterprises to take advantage of the digitization. Therefore, it is of interest to examine what these opportunities and challenges consist of, focusing on knowledge management and business relations. Research questions: 1. How are the main digitization changes shown, and which are experienced as the main opportunities and challenges? 2.Which are experienced as the main opportunities and challenges that the effects of the digitization have contributed to, focusing on enterprises’ knowledge management? 3. Which are experienced as the main opportunities and challenges that the effects of the digitization have contributed to, focusing on the management and maintenance of business relations in enterprises? Purpose: The study aims to reach a deeper understanding of the opportunities and challenges that workers in knowledge intensive B2B-enterprises experience as an effect of the digitization. These are being examined focusing on two main areas: knowledge management and business relations. Experienced opportunities and challenges with the digitization as a change in enterprises is also examined and begins the study. Result: Aspects that some respondents expressed as opportunities, others experienced as challenges. Digitization is described as an opportunity to make time savings that can be invested in other tasks, as well as it is experienced as a challenge in increasing work with management and stress, as a result. IT-investments are associated with the risk of not fulfilling the needs and synchronization is described as a challenge, as well as an opportunity if it is achieved. Correlated to knowledge management, digitization can increase as well as decrease the motivation. In internal communication, long term business relations and trust, the digitization is experienced as affecting in different directions. Laws and regulations turned out to be a challenge according to several respondents. Digital tools are experienced as being able to promote communication and knowledge management, but the time is expressed as a challenge in this aspect as well. Contribution: The study contributes to an increasing understanding of the main opportunities and challenges that workers in knowledge intensive B2B-enterprises experience as an effect of the digitization. This understanding is valuable to enterprises in digital changes thanks to an increasing ability to identify opportunities and reinforce them, as well as to identify challenges and handle them.
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The effects of price on product’s perceived risk and overall benefits in B2B contextsSaab, André Bueno 06 March 2017 (has links)
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Previous issue date: 2017-03-06 / B2B price scholarship most frequently assumes that organizational purchase is a rational, free-bias activity, in line with theory of choice. Heuristics, such as price-quality effect, are rarely applied in theories, frames and models to explain how purchase managers respond to price stimuli. However, new studies in B2B sets have been suggesting that price response may not be as rational as the prevailing perspective had assumed. Trying to shed light on the issue of behavioral response to price stimuli in B2B sets, this study undertook a laboratory experiment to test the effects of price on product’s perceived risk (as the uncertainty of adverse outcome due to purchase decision) and product’s overall benefits. This experiment also tested as possible moderators (i) decision importance, (ii) experience at buying tasks and (iii) product type (search vs. credence). Findings gave support to the behavioral hypothesis that managers do take price to make judgments about product’s perceived risk (main effect), effect known as price-quality effect, one kind of heuristic. None of the proposed moderators could individually moderate the main effect. However, experience in buying tasks and product type could simultaneously moderate the main effect, in a second order interaction, but not exactly as hypothesized. Experienced managers, under search products judgment, as well as inexperienced managers, under credence products judgment, took price to make inferences on product’s perceived risk. The main conclusions are that (i) organizational price response is not as rational and bias free as the prevailing perspective had assumed and (ii) moderation of price-quality effect in B2B is more complex and sophisticated than previous studies had proposed. Finally, the study discusses implications for theory building and price management in B2B. / O estudo de preços no B2B frequentemente assume que as compras organizacionais são uma atividade racional, isenta de viés, convergindo com a teoria da escolha. Heurísticas, como o efeito preço-qualidade, raramente são utilizadas em teorias, estruturas e modelos para explicar como gerentes de compra respondem ao estímulo do preço. Entretanto, novos estudos no B2B têm sugerido que a resposta ao preço talvez não seja tão racional como a perspectiva prevalente assume. Com o intuito de jogar luz sob a questão da resposta comportamental ao preço em ambientes B2B, este estudo realizou um experimento de laboratório para testar os efeitos do preço no risco percebido (como a probabilidade de resultados adversos em função da escolha de um produto) e na percepção de benefícios gerais do produto. Este experimento também testou como moderadores (i) importância da decisão, (ii) experiência em atividades de compra e (iii) tipo de produto (produto de busca vs. crença). Resultados sustentam a hipótese comportamental de que gerentes utilizam o preço para realizar julgamentos sobre a risco do produto (efeito principal), conhecido como efeito preço-qualidade, um tipo de heurística. Nenhuma das variáveis propostas foi capaz de moderar o efeito principal individualmente. Entretanto, experiência em atividades de compra e tipo de produto moderaram simultaneamente o efeito principal, em uma interação de segunda ordem, mas não exatamente da forma como havia sido proposta. Gerentes experientes, em julgamentos de produtos de busca, assim como gerentes inexperientes, em julgamentos de produto de crença, utilizaram o preço para inferir o risco do produto. As principais conclusões são (i) a resposta organizacional ao preço não é tão racional e isenta de vieses quanto a perspectiva prevalente assume e (ii) a moderação do efeito preço-qualidade no B2B é mais complexa e sofisticada do que o assumido em estudos anteriores. Por fim, o estudo discute implicações para a construção de teoria e para a gestão de preço no B2B.
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Le rôle de l'expertise dans l'élaboration d'un régime de goût et dans la performation des marchés : une ethnographie des concours de café / The role of expertise in a taste regime creation and in market shaping : an ethnography of coffee contestsPomies, Anissa 02 October 2015 (has links)
A partir d'un cadre théorique pragmatique, cette recherche étudie le rôle des concours professionnels de café dans la formation d'un nouveau régime de goût (1) et dans l'émergence depuis le début des années 2010 du marché des coffee shops en France (2). Plus particulièrement, il s'agit de comprendre comment les concours influencent les pratiques de préparation et de service des baristas, d'abord lors de la compétition puis au quotidien dans leurs établissements. En d'autres termes, l'enjeu et de saisir comment une situation non-marchande performe une situation marchande. Une enquête ethnographique de deux ans et demi a été réalisée. Elle s'appuie sur des observations participantes et nonparticipantes réalisées lors des concours et dans les coffee shops, sur des entretiens avec baristas, juges et organisateurs de concours ainsi que sur une analyse de données secondaires. Les résultats de l'enquête montrent que les juges de concours produisent un discours normatif qui orchestre de manière douce la manière dont les candidats baristas préparent et servent le café. Ce discours normatif se diffuse hors de la situation non-marchande et influence les pratiques quotidiennes des baristas, qu'ils aient ou non participé aux concours. Non seulement le discours normatif des experts modèle le marché naissant des coffee shops, mais il modèle aussi trois marchés connexes : le marché des équipements, le marché des formations et le marché du travail des baristas. Cette thèse contribue à la littérature B2B sur la performation des marchés, à la littérature marketing d'inspiration pragmatique sur le goût et à la littérature sur l'expertise. / Building on a pragmatic theoretical framework, this research investigates the role of professional contests in a new taste regime elaboration ( 1) and in the French coffee shops market emergence since 2010 (2). More specifically, the goal is to understand how contests influence baristas' coffee preparation and service practices during championships first, and then baristas' mundane practices in coffee shops. In other words, I aim at understanding how a non-market situation shapes a market situation. A two and half years ethnography has been done. The inquiry is based on participant and non-participant observations in both coffee contests and coffee shops, on interviews with baristas, judges and contests organizers, and on a secondary data analysis. Results show judges produce a normative discourse that softly orchestrates the way baristas prepare and serve coffee. Such a normative discourse spreads outside the non-market situation and shapes baristas' mundane practice whether they participate to the championship or not. Experts' normative discourse shapes the emerging coffee shop market but also three related markets: the equipment market, the training market and the barista job market. This dissertation contributes to the B2B literature about market performation, to the pragmatic literature about taste and finally to the literature about expertise.
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Specifika marketingových komunikací na B2B trhu společnosti Apogeo / Specifics of marketing communications of the APOGEO company on the B2B marketKarlíčková, Jana January 2011 (has links)
The thesis focuses on marketing communication of the APOGEO company from the perspective of the B2B services market in long term run (2008 - 2010). The analysis of the communication mix confirms all specifics of B2B services market.
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Optimization of Customer Service with Respect to Profitability and Customer Satisfaction: Case study of Hilti / Optimization of Customer Service with Respect to Profitability and Customer Satisfaction: Case study of HiltiJindrák, Jiří January 2013 (has links)
The Master's thesis focuses on customer satisfaction and its relationship to profitability, which is becoming an increasingly more relevant topic of daily discussion among the managers across all industries. The search for an optimal strategy that would lead to a consequent increase of both could be compared to a search for the "holy grail" or to an invention of the "perpetuum mobile" of business. The overall goal of my thesis is to design a strategy that would have the abovementioned attributes and would lead to an increase of profitability and customer satisfaction for the Hilti Czech republic and its after-market service. The theoretical part reviews the general academic literature connected with the topic. The practical part focuses on the company Hilti AG - a global premium provider of building construction tools and consumables in B2B segment, and examines especially its after-market service department. The first section of the practical part analyses the outcomes of the qualitative expert in-depth interviews with managers across different business units and departments and with real customers. The second part of the practical part proposes concrete steps that will lead to an increase of profitability and customer satisfaction.
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Vikten av hållbarhetskommunikation : En kvalitativ studie med fokus på B2B-företag / The importance of CSR communication : A qualitative study focusing on B2B companiesJohansson, Emma, Lundqvist, Frida January 2018 (has links)
Syfte: Studien syftar till att förstå hur B2B-företag kan förbättra kommunikationen av sitt hållbarhetsarbete. Frågeställningar: 1. Hur har hållbarhetskommunikationen sett ut de senaste tio åren? 2. Hur kommunicerar B2B-företag ut informationen i hållbarhetsredovisningen till medarbetare och kunder? 3. Vilka förbättringsmöjligheter finns för intern och extern hållbarhetskommunikation? Metod: För att besvara studiens syfte har en kvalitativ ansats använts. Elva djupintervjuer har genomförts med specialister på hållbarhetskommunikation och svenska B2B-företag med framstående hållbarhetsarbeten. Resultat: Kommunikationen av företags hållbarhetsarbete har förändrats eftersom hållbarhet utvecklats från ett tråkigt måste till att betraktas som något lönsamt. Detta beror bland annat på att engagemang och efterfrågan ökat från både medarbetare och kunder. Informationen i hållbarhetsredovisningen kommuniceras ut, men hållbarhetsredovisningen i sig är inte den främsta kommunikationskanalen. Respondenterna understryker att det är mer väsentligt att hållbarhetsinformationen kommuniceras vid aktuell tidpunkt samt bit för bit under året. Slutsats: B2B-företag borde bli mer transparenta samt kommunicera aktuell och väsentlig hållbarhetsinformation. De gynnas även av att samarbeta för att öka genomslagskraften med gemensamma hållbara initiativ. Ett annat förbättringsområde är den interna kommunikationen som med fördel skulle kunna bli mer tvåvägs, detta då den interna hållbarhetsdialogen är en väsentlig del för att integrera hållbarhet i verksamheten. Med hållbarhet integrerat i verksamheten och i strategin presenterar företag ett hållbart budskap i samtliga processer med kunden. / Purpose: The aim of the paper is to understand how B2B companies can improve the communication of their CSR activities. Problem 1. How has the CSR communication changed during the last ten years? 2. How do companies communicate the information in the CSR report to employees and customers? 3. Which potential improvements exist for internal and external CSR communication? Methodology: In order to answer the purpose of the paper a qualitative approach has been used. Eleven interviews have been conducted with B2B companies with achievements in CSR activities as well as specialists in CSR communication. Results: The communication of a company’s CSR activities has change. Earlier CSR has been perceived as something boring but today it is seen as profitable. Among other things, this is because the commitment and demand from both employees and customers has increased. The information from the CSR report is being communicated, but the report itself is not the primary channel of communication. The respondents emphasize that the CSR information should be communicated in the current time and piece by piece during the year. Conclusion: B2B companies should be more transparent and communicate current and essential information. Also, they could cooperate to increase the collective power in order to reach a sustainable level. Moreover, companies could improve their two-way communication since the internal CSR dialogue is a vital part in order to make CSR integrated in the company. If CSR is integrated in the company and strategy, it enables for the customers to perceive a sustainable message.
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Propagace softwarového produktu na B2B trhu / Promotion of Software Product on B2B MarketMatela, Vít January 2018 (has links)
This diploma thesis deals with the problem of lead generation using online marketing tools on the example of the specific Comprimato product. This work analyses the state and the environment in which the company is before launching the campaign. The results of the analysis are reflected in the practical part, where the lead generation strategy is described. Also, an economic evaluation of the campaign and recommendations how to improve the campaign in the future is included.
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Word of mouth inom Business to Business : En studie om ryktesspridning genom information mellan företag. / Word of mouth in B2B : A study on rumors spread through information between companies.Johansson, Isabelle, Klein, Anton January 2021 (has links)
Syfte: Syftet med vår studie är att undersöka och analysera hur WOM påverkar relationer mellan företag inom B2B. Metod: Denna studie har med tio semistrukturerade intervjuer utgått från en kvalitativ forskningsmetod. Insamlat material från respondenterna har tolkats genom en tematisk analys. Resultat & Slutsats: Studiens resultat visar att företag agerar mer efter fakta än rykten eftersom de anses var grundlösa. Relationen mellan företag påverkas av oförutsägbara händelser och word of mouth används för informationsspridning och för att få uppmärksamhet. För att skapa kundvärde försöker företagen förhålla sig till överenskommelsen. Bidrag: Denna studie bidrar till en ökad förståelse om WOM´ s påverkan inom B2B-relationen. Studien bidrar även med nya insikter om hur företag agerar efter rykten och dess påverkan. Förslag till vidare forskning: Förslag om vidare forskning skulle kunna vara att genomföra en studie om WOM påverkan på B2B relationen inom en och samma bransch. Om studien fokuserar på en industri underlättar det att kunna dra jämförande slutsatser av WOM i B2B. Samtidigt kan det ge en djupare förståelse för teorin från studien och ge en djupare analys. / Aim: The aim of our study is to investigate and analyse how WOM affects relationships between companies in B2B. Method: Based on ten semi-structured interviews, this study has applied a qualitative research method. Material collected from the respondents has been interpreted through a thematic analysis. Results & Conclusion: The study shows that companies act more on facts than rumours because they are considered baseless. The relationship between companies is affected by unpredictable events and word of mouth is used for information dissemination and to get attention. To create customer value, companies try to adhere to the agreement. Contribution: This study contributes to an increased understanding of WOM's impact on the B2B relationship. The study also provides new insights into how companies act on rumours and their impact. Suggestions for further research: Suggestions for further research could be to conduct a study on the impact of WOM on the B2B relationship within one industry. If the study focuses on one industry, it will be easier to draw comparative conclusions from WOM in B2B. It can provide a deeper understanding of the theory from the study and provide a deeper analysis.
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Att mäta kundnöjdhet inom B2B : B2B relationen mellan leverantör & distributör i en tjänstefieringskontextCerimagic, Lejla, Aronson, Sigrid January 2021 (has links)
Title: Measuring customer satisfaction within B2B: The B2B relationship between supplierand distributor in a servitization context. Authors: Sigrid Aronson & Lejla Cerimagic Supervisor: Ramsin Yakob Background: The importance of relationships has increased along with the servitizationprocess of many manufacturers. The servitization leads companies to include several parties in their network. The specific relationship between manufacturer and distributor is found within many of these networks. Such B2B relationships, are crucial yet complex in its nature. However, limited research has been conducted dealing with this topic. Long term relationships are generally important within the B2B context; Thus, it is important to develop and keep these relationships. Consequently, it is important to keep the B2B customer satisfied. By measuring customer satisfaction, the manufacturer obtains an image of their performance in customer satisfaction. Measuring customer satisfaction within the B2B context tends to be a complex subject yet limited research has been done on this topic. Purpose: The purpose of this study is to create an understanding of the relationalconsequences of servitization for customer satisfaction measurement within B2Brelationships. Methodology: The study is based on a case study of an international manufacturer. Thestudy contains several analysis units which consist of worldwide distributors, both internal and external. The study was conducted through a qualitative method with semi-structured interviews and participatory observations at the case company. Conclusion: The research findings indicate that individuals who are directly involved in the B2B relationship, from both customer and manufacturer side, are an important source of information and insight in how the customer satisfaction measure should be designed, conducted and followed up on. The customer contributes to an insight into the needs and expectations which could contribute to the design of the customer satisfaction measure as well as with information about relevant respondents. The person that works closest to the customer has also turned out to play an important role for the design of the measure as well as for the interpretation of its results. The customer satisfaction measure has also shown to be affected by frequency of the measure, follow-up, actions and anonymity (honesty); which is why these measures should be considered when measuring customer satisfaction within the B2B context. / Titel: Att mäta kundnöjdhet inom B2B kontexten: B2B relationen mellan leverantör & distributör i en tjänstefieringskontext Författare: Sigrid Aronson & Lejla Cerimagic Handledare: Ramsin Yakob Problematisering: Relationers betydelse har ökat till följd av den tjänstefieringen som sker hos många tillverkningsföretag. I och med tjänstefieringen inkluderar företag allt oftare fler parter i dess nätverk. I dessa nätverk kan man återfinna den specifika relationen mellan leverantör och distributör vilket är en avgörande men komplex B2B- relation där forskningen tycks vara begränsad. Generellt är det viktigt med långsiktiga relationer inom B2B där det är viktigt att arbeta för att utveckla och kvarhålla dessa relationer. Därmed tycks det också vara viktigt att säkerställa att kunden inom B2B kontexten är nöjd. Genom att mäta kundnöjdheten får leverantören därmed ett svar på hur väl de presterar inom kundnöjdhet. Mätning av kundnöjdhet inom B2B kontexten tycks dock vara nedtonad forskningsmässigt och till det hör också att det anses vara ett komplext område. Syfte: Syftet med denna studie är att skapa förståelse för de relationsmässiga konsekvenser som tjänstefieringen medfört i mätning av kundnöjdhet inom B2B relationer. Metod: Denna studie är en enfallsstudie där fallet avser ett internationellt tillverkningsföretag. I studien ingår flertalet analysenheter vilka utgörs av distributörer världen över, både interna och externa. Studien genomförs med en kvalitativ metod och innehåller semistrukturerade intervjuer samt deltagande observationer på fallföretaget. Slutsats: Studiens resultat visar på att de personer som är involverade i B2B relationen från både kundens och leverantörens sida utgör en viktig källa till information och insikt i hur kundnöjdhetsmätningen bör utformas, genomföras samt följas upp. Kunden bidrar till insikt i behov och förväntningar som bidrar till utformningen men även information om relevanta deltagare för mätningen. Den person som arbetar närmast kunden är viktig för mätningens utformning likväl tolkning av dess resultat. Kundnöjdhetsmätningens resultat har även visat sig kunna påverkas av sådant som frekvens, uppföljning och åtgärder samt anonymitet (ärlighet) varför även dessa bör tas i beaktande vid mätning av kundnöjdheten inom B2B kontexten.
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