This thesis reports on the business of Czech entrepreneurial entities on the Italian market, in particular about their problems during penetration of this market and other specifics, which they daily have to deal with. The first chapter is devoted to the review of trade balance between Italy and the Czech Republic. It analyses the current state but also the recent development of the trade with goods and services, the commodity structure and the Italian investment environment. The second chapter deals with the most important export promotion organizations both in Italy and the Czech Republic. The third chapter analyzes the Italian market using the PEST analysis, which reviews the political-legal, economic, socio-cultural and technological influences on the market. The following three chapters describe the outcomes of a qualitative research conducted in three companies operating in different fields. The final chapter provides a comprehensive output in the form of a SWOT analysis of the Italian market and a set of several pieces of advice for current and future Czech exporters to the Italian market. The conclusion only recapitulates the previous chapters and summarizes the most important findings resulting from this thesis.

In the first part of my diploma thesis I analyze the reasons of the world economic crisis and I characterize Spanish economy. In the second part the reasons of Spanish economic crisis are analyzed with the focus on the main problems of the country, such as debt, rigid labor market, concentration on construction industry and real estate market. In the third part I describe the impacts of the crisis on the Spanish employment, external trade and I specify the measures and reforms which have been adopted by the new Spanish government. In the last part I try to find out whether the Spanish crisis has had some influence on business relations with Czech Republic and in which area this influence is visible. I also outline how the future relations between Czech Republic and Spain could look like.

The aim of this thesis is to provide the reader with a complete analysis of the abusive conduct in business relations, to draw attention to relevant case law, to provide answers to interpretative and application problems and to introduce de lege ferenda ideas in order to improve the effectiveness of the company's protection against undesirable behaviour of management and other persons committing this economic crime. The thesis also includes comparative studies with the Slovak legislation and includes the necessary statistical data for proper evaluation of the use of criminal liability for this crime in relation to the latent crime rate. Despite the seriousness of economic crime and the amount of its victims, whether in terms of law or factual victims, such as employees of failed companies, the professional public do not pay much attention to this crime, so another equally important goal of this work is to draw attention to this fact and to appeal to the legislator to rectify the facts, which for almost 20 years has not undergone any major change, although, of course, today's social environment is significantly different from that immediately post-revolutionary. In the course of the work, the reader is drawn to the explanatory practice of all aspects of the merits itself, further emphasis is placed...

The purpose of this study was to create an understanding of the importance of digital tools in B2B (Business-to-Business) operations and how the new digital world has changed the attitude of all actors toward digital customer relations. The study is based on theories in relationship marketing, communication, digital tools, and direct and digital marketing.  The study had a qualitative research approach with a deductive approach. The empirical findings were collected using semi-structured interviews, which were analyzed using a thematic analysis method. The result showed that all respondents work actively to maintain loyal customer relationships. Through the respondents' answers regarding different strategies, a revised conceptual model has been created that explains how different activities contribute to a successful customer relationship digitally. However, different strategies are used to achieve a positive customer experience. Overall, the results showed that traditional marketing strategies and digital tools are crucial for successful digital customer relationships. Different industries have different perceptions of digital customer relations. It is important to adapt to the new digital world in order to maintain and create loyal customer relationships.

Titel: Investera i dina kunder med hjälp av Key Account Management Bakgrund: För företag på dagens högt konkurrerande och ständigt föränderliga marknad krävs en väl strukturerad planläggning och nya metoder för långsiktig överlevnad. Den traditionella marknadsföringen flyttar fokus och introducerar Key Account Management utifrån det faktum att kundfokus och relationsmarknadsföring blivit allt viktigare, inte minst på den industriella marknaden. Key Account Management utgör leverantörsföretagets aktiviteter för att identifiera och analysera deras nyckelkunder, välja lämpliga strategier och utveckla operationell förmåga att bygga, vidareutveckla och underhålla lönsamma och långsiktiga relationer med dem. Konceptet handlar om att utveckla relationer, skapa förtroende och kunskap om kunden och att använda kunskapen för att leverera värde. Syfte: Syftet med denna studie är att genom en operationalisering av teori utforma en analysmodell vilken genom test-analyser hos valda fallföretag ämnar besvara vilket värde, uppdelat i för- och nackdelar, som skapas för det säljande företaget till följd av Key Account Management. Genomförande: Denna studies syfte och frågeställningar kommer att besvaras genom en kvalitativ forskningsmetod bestående av intervjuer hos de tre valda fallföretagen; Gunnar Dafgård AB, Findus Sverige AB och Orkla Foods Sverige AB. Studien kommer att belysa värdeskapande till följd av Key Account Management med fokus på det säljande företaget. Slutsats: Det värde som, enligt litteraturen och intervjuer med de tre fallföretagen, skapas för det säljande företaget till följd av Key Account Management har redovisats utifrån de för- och nackdelar det kan medföra. De främsta fördelarna med KAM som analyserats fram är förbättrade relationer och förbättrad kommunikation samt starkare integration med kunderna, ökad kundnöjdhet, bättre kundservice, bättre lojalitet, långsiktiga relationer, ökad absolut försäljning, ökad vinst och marknadsandel, tillväxt, riskminskning och minskade kostnader, information kring kundernas marknadssituation och trender på marknaden samt en djupare relation som blir svårare att bryta för bägge parter vilket skapar en konkurrensfördel för leverantören. De potentiella problem och nackdelar som uppstår till följd av KAM utgörs av ett framförallt ökat beroende till nyckelkunderna och att företaget går miste om nya möjligheter då det lägger fokus på existerande nyckelkunder framför att leta efter nya kunder, att det är tidskrävande och kräver mycket personal, att det uppstår en organisatorisk komplexitet och att interna konflikter kan uppstå samt att kunden får en ökad makt över leverantören. Nyckelord: Key Account Management, KAM, Account Management, Nyckelkundsbearbetning, Relationsmarknadsföring, Marknadsföring, Kundrelationer, Kommunikation, Business to business relations / Title: Invest in your customers by using Key Account Management Background: For companies in today’s highly competitive and ever-changing market demand a well structured planning and new approaches to long-term survival is required.  Traditional marketing moves its focus, introducing Key Account Management from the fact that customer focus and relationship marketing has become increasingly important, especially in the industrial market. Key Account Management represents the supplier companies’ activities to identify and analyze their key accounts, select appropriate strategies and develop operational ability to build, develop and maintain profitable and long-term relationships with them. The concept lies in developing relationships; build trust and customer knowledge and using that knowledge to deliver value. Purpose: The purpose of this study is, that through an operationalization of theory, design an analytical model by which test-analysis of selected case companies intend to respond to the value creation, divided into pros and cons, for the supplier companies as a result of Key Account Management. Procedure: The studies purpose and questions will be answered through a qualitative research consisting of interviews with the three selected case companies; Gunnar Dafgård AB, Findus Sweden AB and Orkla Foods Sweden AB. The study will highlight the value creation due to Key Account Management focusing on the supplier company. Conclusion: The value that, according to the literature and interviews with the three case companies, creates for the supplier company as a result of Key Account Management has been presented based on the advantages and disadvantages it can cause. The main benefits of Key Account Management analyzed forward is improved relationships and improved communication and stronger interaction with customers, increased customer satisfaction, better customer service, improved loyalty, long-term relationships, increased absolute sales, increased profits and market share, growth, risk reduction and cost reduction, information about the customers market situation and trends on the market as well as a deeper relationship that becomes more difficult to break for both parts which creates a competitive advantage for the supplier. The potential problems and disadvantages caused by Key Account Management consist of an increased dependence on Key Accounts and the loss of new opportunities as a fall out for focusing on existing customers rather than to look for new potential customers, it is time consuming and requires a lof of staff, the emergence of organizational complexity and internal conflicts may arise. The customer may also gain an increased power over the supplier.  Keywords: Key Account Management, KAM, key account management, Account Management, Relationship Marketing, Marketing, Customer Relations, Business to business relations

This thesis seeks to explain Poland’s energy security policies towards Russia in the period from 1990-2007. It is inspired by the puzzle that Poland’s commitments to reduce its dependence on imported oil and gas from Russia have varied considerably during this period. Numerous large-scale projects to enhance energy security have been proposed, abandoned and revisited, all in the absence of a significant change to Poland’s level of dependence on Russia or its exposure to supply risks. This puzzle poses a challenge to conventional approaches to energy security, which tend to explain policies as a function of ‘material’ shifts in the price, supply or demand for fossil fuels. Though these factors are undoubtedly important it is argued that, in the case of Poland, energy security is more affected by domestic decision-making processes than by such material shifts. In particular, the degree and form of intervention in the energy sector by the political executive in Poland is highlighted as a key factor explaining energy security policy output. These interventions in Poland are classified and distinguished according to three types of ‘policy network’ – statist, corporatist and liberal, each of which represented a different outlook on the optimal means for ensuring energy security. These policy networks were embedded within different governments, and their preferences fashioned Poland’s responses to energy security challenges occurring under similar material conditions.

My thesis is focused on Angola, its participation in international trade and business relations with Czech republic. Especially it presents Angola from economic point of view, its current standing in the world and how it is participating in international trade. Not least it analyses mutual business relations between Angola and Czech republic. It covers their possible future development too. The aim of my thesis was to describe and analyse these highlights.

Depuis les années 1970, le développement territorial est mis en exergue en aménagement et en sciences économiques dans une perspective qui est celle de la création d’activités et d’emplois liés. La valorisation des ressources territoriales devient dès lors cruciale. Toutefois, la littérature n’interroge pas l’identité des acteurs alors que ceux-ci constituent la ressource territoriale centrale. La thèse qui est défendue est que ce ne sont pas les mêmes types d’acteurs qui sont mobilisés par les proximités dans les différentes étapes du développement territorial. Plusieurs hypothèses sont émises au sujet des modes de mobilisation des acteurs, de leur nature et de leurs interdépendances. Le raisonnement est structuré en trois parties. La première est consacrée à l’étude du Système Productif Local (SPL) Mecanic Vallée. L’objectif est de comprendre comment le développement local a été structuré dans cet espace physique, social et productif. Une deuxième partie est consacrée à l’étude, dans la littérature, du mode de mobilisation et de coordination des acteurs ; particulièrement dans le cadre territorial (proximités, gouvernance, développement territorial). Plusieurs faits stylisés sont construits pour faire le lien entre systèmes d’acteurs, proximités et étapes du développement. Ces faits sont appliqués au SPL Mecanic Vallée afin de produire une relecture de sa dynamique de développement. Ces faits portent sur deux projets productifs particuliers : les relations d’affaires et le financement des activités. Une troisième partie est consacrée aux résultats de la recherche. Ces résultats confirment une très forte interdépendance des acteurs ainsi que la particularité des modes de mobilisation dans la construction de la dynamique territoriale. / Since the 1970s, territorial development has been highlighted in planning and economic sciences from the perspective of the creation of related activities and jobs. The development of territorial resources therefore becomes crucial. However, the literature does not question the identity of the actors even though they constitute a central territorial resource. The thesis argues that the proximity in the different stages of territorial development does not mobilize the same types of actors.Several hypotheses are put forward about the modes of mobilization of actors, their nature and their interdependencies. The reasoning is structured in three parts. The first is devoted to the study of the Mecanic Valley Local Production System (SPL). The objective is to understand how local development has been structured in this physical, social and productive space. A second part is devoted to the study, in the literature, of the way actors are mobilized and coordinated; particularly in the territorial framework (proximity, governance, territorial development). Several stylized facts are constructed to make the link between systems of actors, proximity and stages of development. These facts are applied to the SPL Mecanic Vallée in order to produce a re-reading of its development dynamics. These facts relate to two specific productive projects: business relations and activity financing. A third part is devoted to research results. These results confirm a very strong interdependence of the actors as well as the particularity of the modes of mobilization in the construction of territorial dynamics.

The aim of the thesis is to examine the nature of Czech-Russian business relations and their influence on the political dimension of the bilateral ties between the two countries and the perceived standing of the Czech state in Europe.

<p>Negotiations are a frequent part of international business. Parties involved in a negotiation face different problems in reaching a successful outcome. When the parties have different cultural backgrounds the faced problems become more complex.</p><p>The study provides for an understanding of the negotiation and influencing factors in head office subsidiary relationship. The relationship is complex since the head office and the regional subsidiaries have different cultural backgrounds. One case study is performed between a global Dutch company and two of their local subsidiaries in Japan and Korea. A framework for the analysis is developed and the factors that influence the negotiation are identified. The data were compiled from interviews from the Dutch side.</p><p>The study reveals that the negotiation between the head office and their subsidiaries is complex. Culture is not the only barrier but the cultural awareness becomes critical. Other major influences between the head office and the subsidiaries are the organisation itself, status of the atmosphere and the relationship.</p>