<p>This thesis investigates the way to implement a valuable e-commerce solution. With the growing importance of information technologies in business practices, more and more companies are adopting e-commerce as a selling and ordering process. However, depending on the market environment, the level of success of the implementation may differ. The purpose of this study is therefore to examine what are the conditions required for a successful B2B e-commerce implementation in different market contexts.</p><p>Theories related to the impact of markets' contexts on e-commerce, the business process, and the drivers and enablers of e-commerce have been considered. Thereafter the current situation of Star Laundry Solutions (SLS) has been studied. The context of different markets – France, United Kingdom, Turkey - where they have dealers, the business process drivers of implementations and success factors of a valuable e-commerce solution have been investigated. The result of the empirical studied are analyzed in comparison with the theoretical findings. Through this method, the main research question of the thesis, namely “What are the necessary conditions to implement a value-adding e-commerce solution in different market contexts?” can be answered.</p><p>Several conditions have been identified in order to succeed the implementation and bring value to the different players along the supply chain, from the manufacturer to the end-customer. The market should first answer different criteria. Further, future users of the web solution must support the implementation, trust between parties must also emerge from the implementation, and additional information must be provided on the website such as product numbers (PNCs), products' availability and delivery times.</p><p>The provided recommendations of this thesis regarding the features of the web solution, the range of products that dealers and importers should be able to order online and the range of companies that should be allowed to use the web solution in Turkey.</p>

Abstract Purpose – The purpose of the study is to identify key-factors for the development of reverse logistics in a distribution central. The study should contribute to cover the knowledge gap that is the problem area: development of reverse logistics in a distribution central. This, since former research primarily deal with the problem area: development of reverse logistics between costumer and focal firm. The purpose of the study has been broken down into two research questions. The first one deals with which forces that affect the development of reverse logistics in a distribution central. Further, important factors for the development of reverse logistics in a distribution central will be identified. Method – The method for the study is an one case study since only one process will be studied. Also, to be able to obtain more profound knowledge within the problem area. The chosen business case is named Ikea distribution central and is located on the industrial area Torsvik. The company is active on the furniture market. The literature collection has been done through four different methods which are: recommendations of search words, recommendations of articles, database searches and snowball sampling. Further, the data collection has been made through interviews, document studies and observations. Finally, the internal validity of the study is high under the circumstance that theories regarding the development of reverse logistics based on B2C is considered to be applicable on the problem area which is based in B2B. Further, the external validity of the study is considered to be low since only one business case was studied. Although, the theory and empiricism of the study has been analysed which in turn strengthens the external validity. Findings – With the collected theories and empiricism as background the authors has produced a basis on which key-factors that are important for the development of reverse logistics in a distribution central. The key-factors that were identified as important and should be taken under consideration is: driving- and hindering forces for the development of reverse logistics in a distribution central, the primary causes of reverse logistics in a distribution central, return avoidance, gatekeeping, supplier relationship management and green logistics. Further, it was discovered that a big factor for a favourable development of reverse logistics in a distribution central was continuous training of the personal simultaneously as the development of the reverse logistics process. Implications – Through the analysis of the study it became clear that a big amount of hinders that can occur in association with the development of reverse logistics, comes as a result of the gap in understanding between the management and the operating core. With this as background the authors of the study recommends that whenever a process is developed, great importance should be added in developing the personal working in the process. Limitations – The limitations which lowers the internal validity and in turn the credibility of the study is that many of the theories used in the study is based on B2C. Another limitation is the choice of one case study since the research questions aimed at obtaining general conclusions. Keywords – Reverse logistics, Return management, Return avoidance, Gatekeeping, Supplier relationship management, Green logistics, Distribution central / Syfte – Syftet med studien är att identifiera nyckelfaktorer för utvecklingen av returlogistik på en distributionscentral. Studien skall bidra till att täcka det kunskapsgap som finns i problemområdet utveckling av returlogistik på en distributionscentral. Detta då tidigare forskning primärt behandlat problemområdet mellan kund och fokalfirma. Studiens syfte har brutits ned i två frågeställningar. Först vill studiens författare ta reda på vilka krafter som påverkar utvecklingen av returlogistik på en distributionscentral. Vidare skall viktiga faktorer för utvecklingen av returlogistik på en distributionscentral identifieras. Metod – Studiens valda metod är enfallsstudie då endast en process studeras, även för att kunna erhålla mer djupgående kunskap om det valda problemområdet. Studiens fallföretag är Ikea distributionscentral som är lokaliserade på industriområdet Torsvik utanför Jönköping och är verksamma inom möbelbranschen. Litteraturinsamlingen har genomförts med hjälp av fyra olika insamlingsmetoder: rekommendation av sökord, rekommendation av artikel, sökning i databaser och snowball sampling. Vidare har studiens insamlade data erhållits genom intervjuer, dokumentstudier samt observationer. Slutligen anses studiens interna validitet vara hög, under förutsättningen att teorier om utvecklingen av returlogistik baserade på B2C även anses vara applicerbara i B2B. Vidare anses den externa validiteten vara låg då endast ett företag har studerats. Dock har teorin och empirin analyserats för att nå generella resultat, vilket stärker den externa validiteten. Resultat – Med studiens insamlade teori och empiri som bakgrund har författarna tagit fram underlag för vilka nyckelfaktorer som är viktiga för utvecklingen av returlogistik på en distributionscentral. De nyckelfaktorer som identifierades som viktiga och bör tas i beaktande var: drivande- och hindrande krafter för utvecklingen av returlogistik på en distributionscentral, grundorsaker för returlogistik på en distributionscentral, return avoidance, gatekeeping, supplier relationship management och grön logistik. Vidare upptäcktes att en stor påverkande faktor för en gynnsam utveckling av returlogistik på en distributionscentral var kontinuerlig utbildning av personal i samband med utvecklingen av sin returlogistikprocess. Implikationer – I studiens analys framkom det att många av de hinder som kan uppstå i samband med utvecklingen av returlogistik handlar om det förståelsegap som finns mellan ledning och den operativa kärnan. Med detta som bakgrund rekommenderar studiens författare att ett företag måste lägga stor vikt på att se till att en utveckling sker både på process-nivå och personal-nivå. Begränsningar – Det som anses begränsa den interna validiteten och i sin tur studiens trovärdighet är att många av de teorier som har använts primärt är grundade i B2C. En ytterligare begränsning är valet av enfallsstudie, detta då forskningsfrågorna och syftet formulerades för att söka generella slutsatser. Nyckelord – Reverse logistics, Return management, Return avoidance, Gatekeeping, Supplier relationship management, Green logistics, Distributionscentral

This thesis investigates the way to implement a valuable e-commerce solution. With the growing importance of information technologies in business practices, more and more companies are adopting e-commerce as a selling and ordering process. However, depending on the market environment, the level of success of the implementation may differ. The purpose of this study is therefore to examine what are the conditions required for a successful B2B e-commerce implementation in different market contexts. Theories related to the impact of markets' contexts on e-commerce, the business process, and the drivers and enablers of e-commerce have been considered. Thereafter the current situation of Star Laundry Solutions (SLS) has been studied. The context of different markets – France, United Kingdom, Turkey - where they have dealers, the business process drivers of implementations and success factors of a valuable e-commerce solution have been investigated. The result of the empirical studied are analyzed in comparison with the theoretical findings. Through this method, the main research question of the thesis, namely “What are the necessary conditions to implement a value-adding e-commerce solution in different market contexts?” can be answered. Several conditions have been identified in order to succeed the implementation and bring value to the different players along the supply chain, from the manufacturer to the end-customer. The market should first answer different criteria. Further, future users of the web solution must support the implementation, trust between parties must also emerge from the implementation, and additional information must be provided on the website such as product numbers (PNCs), products' availability and delivery times. The provided recommendations of this thesis regarding the features of the web solution, the range of products that dealers and importers should be able to order online and the range of companies that should be allowed to use the web solution in Turkey.

<p>The global business environment of today requires companies to be flexible, in order to quickly react and respond to the ever-changing market. Business-to-business application integration (B2BAI) can be seen as a tool which enables companies to stay competitive and it is often regarded by the theory as a must for survival in today’s fierce business environment. Eventhough the employment of a B2BAI strategy can generate a lot of advantages and opportunities for companies operating within today’s global business environment, there are still many challenges and problems to overcome in order to have a successful B2BAI solution.</p><p>Based on this we found it highly interesting to see whether the theories positive outlook on B2BAI could be supported by an empirical research. In this essay we have therefore studied and identified the underlying reasons and the contributing factors to why or why not companies choose to integrate externally, from the perspective of IT-consulting agencies. Besides this, a description and an explanation regarding the concepts covered by the field of B2BAI have been made in order to facilitate the understanding for the reader. As our intention primarily was to investigate the reasons behind and the contributing factors to why or why not companies choose to integrate, we chose to make qualitative interviews. This, as we were in need of information which described the course of events and expressed individual opinions, in order to achieve the purpose of the essay. Regarding the selection of research objects for the research, the population consists of all IT-consulting agencies in Sweden. The research has however been delimited to a selection of the population, where the sample consists of three IT-consulting agencies located in Jönköping, with experience of B2BAI.</p><p>One of the most interesting discoveries we have made in this research is that the empirical findings agree with the theory in regards of that globalization is a central factor contributing to why companies chose to invest in B2BAI. However, the respondents do not discuss all the advantages of B2BAI mentioned in the theory and emphasize slightly different underlying reasons for choosing to employ a B2BAI strategy. The most central reason for not choosing to employ a B2BAI strategy was according to the respondents due to the lack of knowledge regarding issues relating to the phenomenon and this have not been discussed in the theoretical framework. The challenges with B2BAI stated in the theory, were on the other hand not regarded as issues contributing to not choosing to implement B2BAI. We are under the impression that the advantages and the oppor-tunities with B2BAI carry more weight then the challenges, as the essays empirical findings indicate that the demand for B2BAI today is high and constantly growing.</p> / <p>Dagens globala affärsvärld kräver att företag ska vara flexibla för att snabbt kunna reagera och anpassa sig till den ständigt föränderliga marknaden. Business-to-business application integration (B2BAI) kan ses som ett verktyg som hjälper företag att vara konkurrenskraftiga och i teorier som behandlar ämnet beskrivs det ofta som ett måste för att överleva i dagens tuffa affärsklimat. Trots att tillämpandet av en B2BAI strategi kan generera ett flertal fördelar så finns det fortfarande många utmaningar och problem att bemästra för att kunna få en framgångsrik B2BAI lösning.</p><p>Baserat på detta fann vi det högst intressant att undersöka huruvida teorins positiva bild av B2BAI kunde stödjas av en empirisk studie. I denna uppsats har vi därför undersökt och identifierat de underliggande skälen och de bidragande faktorerna till varför företag väljer eller inte väljer att integrera externt, utifrån ett IT-konsultföretag perspektiv. Utöver detta ges en beskrivning av och förklaring till de begrepp som kunskapsområdet B2BAI innefattar för att underlätta förståelsen för läsaren. Eftersom vår avsikt huvudsakligen var att undersöka skälen bakom och de bidragande faktorerna till varför företag väljer eller inte väljer att integrera, valde vi att genomföra kvalitativa intervjuer. Detta då vi hade ett behov av information som beskrev händelser och uttryckte personliga åsikter för att kunna uppfylla syftet med denna uppsats. Vad gäller urvalet av undersökningsobjekt består populationen av alla IT-konsultföretag i Sverige. Undersökningen har dock avgränsats till tre IT-konsultföretag belägna i Jönköping med erfarenhet av B2BAI.</p><p>En av de mest intressanta upptäckterna vi har gjort i denna undersökning är att empirin överensstämmer med teorin beträffande att globaliseringen är en central bidragande faktor till varför företag väljer att investera i B2BAI. Respondenterna diskuterar dock inte alla fördelar med B2BAI som omnämns i teorin och framhåller delvis andra underliggande skäl till varför företag väljer att använda an B2BAI strategi. Det mest centrala skälet till varför företag inte väljer att implementera en B2BAI strategi var enligt respondenterna på grund av bristande kunskaper beträffande frågor relaterade till fenomenet och detta har inte diskuterats i det teoretiska ramverket. Utmaningarna med B2BAI omnämnda i teorin ansågs emellertid inte vara bidragande faktorer till att inte välja att implementera B2BAI. Vi har fått intrycket att de fördelar och möjligheter som B2BAI medför är av större vikt för företag än de utmaningar och problem som existerar, då uppsatsens empiriska studie pekar på att efterfrågan för B2BAI är stor idag och kon-stant växande.</p>

Baigiamajame magistro darbe nagrinėjamos tarptautinės prekybos pramonine įranga verslo plėtojimo galimybės. Teorinėje dalyje apibūdintos tarptautinio marketingo strategijų teorinės nuostatos, pateikti inovatyvaus produkto kūrimo strategijų principai, aprašyta santykių marketingo reikšmė verslas verslui rinkoje, apibūdintos verslas verslui rinkos vartotojų elgsenos formavimo ypatybės; išanalizuota ir susisteminta mokslinė metodinė literatūra, skirta verslas verslui marketingo tematikai. Darbe pagrįsti marketingo sprendimai, taikytini kuriant integruotą tarptautinę inovatyvaus produkto marketingo strategiją, skirtą tarptautinio prekybos pramonine įranga verslo plėtrai. Praktinėje dalyje atlikti prekybos pramonine įranga verslo tyrimai siekiant nustatyti veiksnius, lemiančius prekybos pramoninės energetikos įranga ir įrengimais verslo plėtrą; atlikti pagrindinių tarptautinės prekybos pramonine įranga verslo šakos charakteristikų tarpusavio priklausomybės tyrimai, sudarytos tipinės bendrovės, veikiančios tarptautinės prekybos pramonine įranga verslo šakoje pelno ir pardavimo pajamų prognozės, įvertinti didžiausią įtaką tarptautinio prekybos pramonine įranga verslo plėtrai ilgalaikėje perspektyvoje turintys veiksniai. Išnagrinėti praktiniai verslo verslui marketingo tobulinimo aspektai leido patikslinti teorines marketingo nuostatas ir principus. Remiantis empirinių tyrimų rezultatais pateikiamas integruotas tarptautinio inovatyvaus produkto marketingo strategijos modelis... [toliau žr. visą tekstą] / The master thesis analyzes the possibilities of international trade of industrial equipment. The theoretical part defines conception of international marketing strategies, emphasizes on innovative product development strategies, describes significance of relationship marketing in business-to-business market, describes the internals of business to business buying behavior; analyzes and systemizes scientific methodical literature dedicated to the topic of business-to-business marketing. Marketing decisions that can be applied in developing international trade of industrial equipment are substantiated in the paper. The practical part deals with international trade of industrial equipment research that was conducted to identify factors influencing development of international trade of industrial equipment. Investigation of main characteristics of interdependence of international trade of industrial equipment business branch, profit and sales revenue forecast, the greatest influence on the long-term international trade of industrial equipment development factors was conducted as well. Practical business-to-business marketing improvement aspects were examined that allowed correcting theoretical marketing decisions. According to results of empirical research, the paper provides final integrated international innovative product marketing strategy that can be applied in development of international trade of industrial equipment. The paper is divided into 7 parts: introduction... [to full text]

Abstract This study explores the phenomenon of brand co-creation from a communicative perspective. The study investigates how Finnish SMEs operating in international B2B markets use English as a business lingua franca (BELF) for brand communication. The purpose of the study is to contribute to brand co-creation theory by illustrating how using BELF affects spoken brand co-creation discourse and increase our understanding of brand co-creation communication by applying a discursive approach. The theoretical framework of the study is based on branding literature, BELF research, discourse theory and social constructionism. The study introduces an analytical framework for exploring BELF in spoken brand co-creation communication through the discourse dimensions of verbal language use, the communication of brand meanings and face-to-face social interaction among stakeholders. The empirical data was collected by implementing a business communication simulation designed for the study. It was used to analyse how internal stakeholders use verbal BELF to communicate brand meanings in face-to-face social interaction. A discursive approach was also applied in the analysis. In the study, three spoken brand co-creation discourses were identified: informative, credible and emotional discourse. This study shows that brand co-creation is a phenomenon intertwined with language. When the language of business communication is BELF, it can both enable and impede brand co-creation communication. Efficient and informative communication is often regarded as essential in business communication but from brand communication perspective informative communication may not be sufficient to create an interesting and a memorable brand. The study also shows that spoken brand co-creation communication with BELF requires versatile language and communication competence; especially emotional brand discourse may require more versatile BELF competence than previously has been acknowledged. From a managerial viewpoint, it is important to understand that internal stakeholders are continuously communicating about the brand to external stakeholders with spoken language. Thus, the brand is visible in the daily operations through language, although not necessarily as intended by the management. / Tiivistelmä Tässä väitöskirjassa tutkitaan brändin yhteisluomista yritysviestinnän näkökulmasta. Tutkimuksessa selvitetään, miten suomalaiset yritystenvälisillä markkinoilla (B2B) toimivat pk-yritykset käyttävät liike-englantia lingua francana (BELF) suullisessa yhteisluomisviestinnässään. Tutkimuksen tarkoituksena on lisätä ymmärrystä kielen ja viestinnän roolista brändin yhteisluomisessa ja kuvata, miten BELF vaikuttaa puhuttuun brändin yhteisluomisviestintään diskursiivisesta näkökulmasta. Tutkimus nojaa brändikirjallisuuden lisäksi BELF-tutkimukseen, diskurssiteoriaan ja sosiaaliseen konstruktionismiin. Tutkimus esittää brändin suullisen yhteisluomisviestinnän kolmiulotteisena ilmiönä, jota voidaan tarkastella sanallisen kielenkäytön, brändimerkitysten viestimisen ja kasvokkain tapahtuvan, sidosryhmien välisen vuorovaikutuksen avulla. Työn empiirinen aineisto kerättiin tutkimusta varten kehitetyn liikeviestintäsimulaation avulla, ja sen avulla analysoitiin, miten yrityksen sisäiset sidosryhmät käyttävät BELFiä viestimään brändimerkityksiä yrityksistään ja niiden tuotteista sosiaalisessa vuorovaikutuksessa. Tutkimuksessa hahmoteltiin kolme suullista brändin yhteisluomisdiskurssia: informatiivinen diskurssi, uskottavuusdiskurssi ja tunneperäinen diskurssi. Tutkimus osoittaa, että brändin yhteisluomisviestintä on kieleen kietoutunut ilmiö. Kun liikeviestinnän kielenä on BELF, vieraskielinen viestintä voi sekä mahdollistaa että vaikeuttaa brändin yhteisluomisviestintää. Tehokas ja faktaperäinen viestintä on usein tärkeää liikeviestinnässä, mutta brändäyksen näkökulmasta informatiivisesti painottunut viestintä voi olla riittämätöntä, jotta se herättäisi mielenkiintoa brändiä kohtaan tai loisi muistettavan brändin. Tutkimus osoittaa myös, että osallistuminen brändin yhteisluomisviestintään käyttämällä BELFiä edellyttää monipuolista kieli- ja viestintätaitoa. Erityisesti tunteita herättävä brändäysviestintä voi vaatia laajempaa kieli- ja viestintäosaamista kuin aiemmin on ajateltu. Liikkeenjohdon kannalta on tärkeää ymmärtää, että yrityksen henkilöstö viestii brändistä jatkuvasti jokapäiväisessä vuorovaikutuksessa eri sidosryhmien kanssa. Näin ollen brändi välittyy sidosryhmille kielen kautta, mutta ei kuitenkaan välttämättä sellaisena kuin yrityksen johto on tarkoittanut.

Made available in DSpace on 2010-04-20T20:51:01Z (GMT). No. of bitstreams: 3 47364.pdf.jpg: 20666 bytes, checksum: 6bf5bf44e555ec83567fe2e4737f7611 (MD5) 47364.pdf: 3074203 bytes, checksum: 1d22ee071d2aaf5da08c5c2ce6fab1ed (MD5) 47364.pdf.txt: 375388 bytes, checksum: c00ea9582dace02e813c942696a5240e (MD5) Previous issue date: 2003-03-10T00:00:00Z / Este estudo pretendia identificar o entendimento do cliente da área de business-to-business sobre a qualidade, o sacrifício e o valor percebidos, no processo para a tomada de decisão pela compra de produtos que estão passando pela transição de tecnologia analógica para a tecnologia digital. A pesquisa foi realizada por meio de um censo com as lojas de fotografia localizadas na cidade de São Paulo, consumidoras do produto Minilab Digital. Foi constatado que esse consumidor, por meio da utilização da tecnologia digital, reconhece o valor como vantagem (ganho), e que a estrutura do modelo de Zeithaml (1988) é adequada para esse mercado. Foram observados ainda a qualidade, o sacrifício e o risco percebidos por esse consumidor.

Made available in DSpace on 2010-04-20T20:56:00Z (GMT). No. of bitstreams: 3 68050200539.pdf.jpg: 14945 bytes, checksum: 7091991de1b4a887c0d12fd4d818f4e4 (MD5) 68050200539.pdf: 3468828 bytes, checksum: c804c01a6ffc9a6eccacfa5c29d36463 (MD5) 68050200539.pdf.txt: 364358 bytes, checksum: 835475c73ec546f6d36530a375b0f231 (MD5) Previous issue date: 2008-10-23T00:00:00Z / Analisa a orientação à mercado como alternativa para a geração de valor para acionistas e clientes, articularmente no setor de commodities e no segmento business-to-business. Avalia o processo de geração de valor dos produtos e serviços, realiza e utiliza os resultados de um estudo de segmentação dos clientes para suportar as estratégias de diferenciação da empresa.

Cloud accounting software (CAS) emerged as part of the overall development of cloud computing. The cloud, as it is referred to, has heralded a new age in information technology and offers new and unique opportunities and challenges for organisations of all sizes. The aim of this study was to determine the awareness and perception of cloud computing technology by accounting firms in Cape Town. The findings of the survey reveal that significant awareness exists of CAS by firm managers and accountants. In some respects there are significant differences between small and medium-large firms regarding their perceptions of CAS. Smaller firms seem to be more positive toward CAS and also more agile and capable of deploying CAS than medium-large firms, and thereby are taking advantage of CAS more effectively. It is evident from the study that there are opportunities for both small and medium-large firms to make use of CAS in their attempts to grow their businesses and it is important that they become familiar with CAS and the opportunities and threats which it presents. Marketers of CAS products need to consider the firm’s size, as well as the organisational decision-making process for CAS acquisition, which can aid them in their marketing designs. / Business Management / M. Com. (Business Management)

A vast range of controls/countermeasures exists for implementing security on information systems connected to the Internet. For the practitioner attempting to implement an integrated solution between trading partners operating across the Internet, this has serious implications in respect of interoperability between the security systems of the trading partners. The problem is exacerbated by the range of specification options within each control. This research is an attempt to find a set of relevant controls and specifications towards a framework for ensuring optimal interoperability between trading partners in this context. Since a policy-based, layered approach is advocated, which allows each trading partner to address localized risks independently, no exhaustive risk analysis is attempted. The focus is on infrastructure that is simultaneously optimally secure and provides optimal interoperability. It should also be scalable, allowing for additional security controls to be added whenever deemed necessary. / Computing / M. Sc. (Information Systems)