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Title: Rethinking the Spectrum of Marketing Communication Tools in B2B  Date: 2022-06-03 Level: One-Year Master’s Thesis 15, ECTS Institution: Karlstad Business School Authors: Jonathan Segerström & Elina Tidström Tutor: Bo Rundh Keywords: Business-to-business (B2B), Business marketing, Marketing communication, Digital media. Research question: How does a company within the automation industry work with their marketing communication? Purpose: The purpose of this study is to explain the transformation of marketing communication in a company within the automation industry. By doing this, the study aims to contribute to the growing literature about marketing communication’s usefulness for the business market. Method: This thesis had a deductive approach in which a single case-study method was used to investigate the research area of interest. Having used qualitative methods of data collection, interviews were held and triangulated with other documents that were later thematized and analyzed with the chosen theoretical framework. Based on the analysis, conclusions were drawn. Conclusion: The initial conclusion from this case study is that along with the addition of a marketing function within the company ABB Robotics, they have become more customer focused. This new focus has allowed for more marketing communication tools being used, and more specifically those that traditionally are viewed as non-personal ones which have been enabled with developments in the digital media landscape. All marketing communication tools within the theoretical framework were identified, and found to support the personal selling function in different ways. The findings from this study suggests that it could be beneficial for B2B companies to deploy a wider spectrum of marketing communication tools, however, future studies would have to include more companies to further validate this statement. / Titel: Omtänkande av spektrumet av marknadskommunikationsverktyg inom B2B  Datum: 2022-06-03  Nivå: Magisteruppsats, 15 ECTS  Institution: Handelshögskolan i Karlstad  Författare: Jonathan Segerström & Elina Tidström  Handledare: Bo Rundh  Nyckelord: Business-to-business (B2B), B2B marknadsföring, Marknadskommunikation, Digitala medier.  Forskningsfråga: Hur arbetar ett företag i automationsindustrin med sin marknadskommunikation?  Syfte: Syftet med denna studie är att förklara transformationen av marknadskommunikation inom ett företag i automationsindustrin. Genom att göra detta syftar studien till att bidra till den växande litteraturen om marknadskommunikationens användbarhet för B2B-marknaden.  Metod: Detta examensarbete utgick från en deduktiv ansats där en fallstudiemetod användes för att undersöka forskningsområdet av intresse. Efter att ha använt kvalitativa metoder för datainsamling hölls intervjuer som triangulerades med andra dokument som senare tematiserades och analyserades utifrån det valda teoretiska ramverket. Utifrån analysen drogs sedan slutsatser. Slutsats: Den initiala slutsatsen från denna fallstudie är att genom tillägget av en marknadsföringsfunktion inom företaget ABB Robotics har de blivit mer kundfokuserade. Denna nya inriktning har möjliggjort fler marknadskommunikationsverktyg, och mer specifikt de som traditionellt ansetts vara icke-personliga. Detta har i sin tur möjliggjorts genom utvecklingen i det digitala medielandskapet. Alla verktyg för marknadskommunikation inom det teoretiska ramverket identifierades och visade sig stödja den personliga säljfunktionen på olika sätt. Upptäckterna från denna studie tyder på att det kan vara fördelaktigt för B2B-företag att använda ett bredare spektrum av marknadskommunikationsverktyg, men framtida studier bör inkludera fler företag för att ytterligare validera detta fynd.

No / The recent phenomenal growth in business activities dependent on the Internet has demonstrated that various potential advantages could be derived from using information and communication technology platforms. The Internet has enabled firms to reach out to global markets and has provided them with the opportunity to customize their strategies and offerings in an unprecedented way. These recent developments provide an exciting opportunity for research to study the dynamics involved in international Internet marketing (IIM) and, in particular, to examine closely the factors that could influence success in using this new technology for IIM activities. Using a business-to-business context and a multiple-case-study approach, this article focuses on two main areas of study: (1) the critical examination of the literature and identification of the most important factors that have a significant influence on business-to-business IIM and (2) the first-hand verification of how the identified factors are implemented in various organizational contexts.

Yes / The digital transformation is an accumulation of various digital advancements, such as the transformation of the web phenomenon. The participatory web that allows for active user engagement and gather intelligence has been widely recognised as a value add tool by organisations of all shapes and sizes to improve business productivity and efficiency. However, its ability to facilitate sustainable business-to-business (B2B) activities has lacked focus in the business and management literature to date. This qualitative research is exploratory in nature and fills this gap through findings arising from interviews of managers and by developing taxonomies that highlight the capability of participatory web over passive web to enable different firms to engage in business operations. For this purpose, two important interrelated functions of business i.e. operations and marketing have been mapped against three dimensions of sustainability. Consequently, this research demonstrates the ability of big data and social media analytics within a participatory web environment to enable B2B organisations to become profitable and remain sustainable through strategic operations and marketing related business activities. The research findings will be useful for both academics and managers who are interested in understanding and further developing the business use of participatory web tools to achieve business sustainability. Hence, this may be considered as a distinct way of attaining sustainability.

Yes / Social media plays an important part in the digital transformation of businesses. This research provides a comprehensive analysis of the use of social media by business-to-business (B2B) companies. The current study focuses on the number of aspects of social media such as the effect of social media, social media tools, social media use, adoption of social media use and its barriers, social media strategies, and measuring the effectiveness of use of social media. This research provides a valuable synthesis of the relevant literature on social media in B2B context by analysing, performing weight analysis and discussing the key findings from existing research on social media. The findings of this study can be used as an informative framework on social media for both, academic and practitioners.

Yes / Although various critical elements, such as media publicity, word of mouth, legislation, and environmental factors, are not under the control of a company, they play a significant role in influencing its brand image. Uncertainty over how different social networking sites can support brands is one of the crucial reasons for the delayed acceptance of social media (SM) in business-to-business (B2B) transactions. SM possesses immense potential in relation to gathering customer data and assisting B2B marketers. Therefore, this study reviewed SM usage in the B2B context, based on 294 selected articles. The methodology included bibliometric analysis to identify the impact of SM usage in the B2B domain and content analysis to perform a thematic assessment. Our analysis found that many B2B firms cannot leverage SM’s potential to its fullest compared to business-to-customer (B2C) firms. However, SM can help B2B marketers build their brand presence and trust globally, ultimately helping them find potential customers and build relationships with global supply chain providers.

Background: The development of Artificial intelligence increased has become integral to organizational life, transforming operations by enhancing efficiency and performance. Its ability to replicate complex tasks significantly impacts outcomes, enabling faster and more cost-effective practices. Successful AI adoption requires a focus on individual-level impacts within organizations. Understanding these microfoundations is essential for leveraging AI effectively and promoting organizational development. This underscores the importance of exploring individual-level factors within B2B companies for successful AI implementation. Purpose: The purpose of this study is to explore Individuals` perception of AI implementation in the context of B2B organization. This by identifying the prominent factors influencing individuals´ responses to AI implementation and how individuals` responses affect the overall implementation. Method: To comprehensively achieve the purpose of this study, a qualitative research design with an inductive approach was employed. This by gathering empirical data collected from seventeen semi-structured interviews and analyzed using a thematic data analysis method. Conclusion: The findings of this study show four major factors: Motivation, Emotion, Cognition, and dynamic orientation significantly influence individuals´ attitudes towards AI implementation. AI's potential to perform human tasks generating both supporting, unsporting and indifference responses affecting the overall implementation.

Frågeställning: Hur bör ett företag i säkerhetsbranschen som verkar på en mogen businessto-business marknad agera för att skapa ett nytt starkt varumärke med hjälp av branding? Syfte: Syftet med rapporten är att analysera vikten av branding och betydelsen av att utformaett starkt varumärke inom business-to-business i säkerhetsbranschen. Rapporten syftar äventill att identifiera strategiska rekommendationer som G4S bör ha i åtanke vid skapandet av sitt nya varumärke. Metod: En fallstudie med induktiv ansats och kvalitativ forskningsmetod har använts vid undersökningen. Datainsamlingen har skett via intervjuer. Resultat, slutsatser: Undersökningen påvisar att branding inom business-to-business är viktigt då vi finner flera aspekter som tyder på att full rationalitet inte verkar på denna marknad. Slutsatser om hur företag på business-to-business marknaden bör arbeta med branding har dragits utifrån ett antal begrepp som vi identifierat. / Research question: How should a company in the security industry, that operates in a mature business-to-business market act to create a new strong brand using branding? Purpose: The report aims to analyze the importance of branding and the importance of designing a strong brand in business-to-business in the security industry. The report also seeks to identify strategic recommendations that G4S should keep in mind when creating their new brand. Methods: A case study with an inductive approach and qualitative research method has been used for this survey. Data has been collected through interviews. Results, conclusions: The survey shows that branding in business-to-business is important as we find several aspects that suggest that full rationality is not present in this market.Conclusions about how companies in business-to-business markets should work with branding has been drawn from a number of concepts that we have identified.

Trots att business-to- business (B2B) är tydligt överrepresenterat inom dagens globala e-handel präglas e-handelsportaler designade för detta ändamål av avsevärt sämre användbarhet och användarupplevelse än de inom andra områden av e-handel. Syftet med denna studie är således att klargöra problemområden gällande användbarhet som kan identifieras i e-handelsportaler avsedda för B2B. Vidare syftar forskningen till att praktiskt redovisa hur systemutvecklingsmetoder, ramverk och designprinciper kan appliceras för att åtgärda identifierade problemområden. För att genomföra studien utfördes intervjuer med en grupp informanter med erfarenhet av e-handelsportaler inom B2B. Utöver detta analyserades en existerande e-handelsportal för B2B som sedan vidareutvecklades utifrån vald teori och tidigare forskning. Resultatet av studien presenterar en uppsättning identifierade problemområden, ett praktiskt exempel på en förbättrad e-handelsportal samt hur en specifik systemutvecklingsmetod, ett ramverk och en uppsättning designprinciper kan tillämpas för att lyfta användbarhet och användarupplevelse. / Despite the fact that business-to- business (B2B) is clearly over-represented in today's global e-commerce, the portals designed for this purpose are characterized by greatly inferior usability and user experience compared to those in other areas of e-commerce. Thus, the purpose of this study is to clarify areas of concern regarding the usability that can be identified in the e-commerce portals intended for B2B. Further the research aims to practically show how system development methodologies, frameworks and design principles can be applied to address the identified problem areas. To conduct the study, interviews were held with a group of informants with experience in e-commerce portals in B2B. In addition, an existing e-commerce portal for B2B was analyzed and re-designed based on the chosen theory and previous research. The results of the study present a set of identified problem areas, a practical example of an improved e-commerce portal as well as how a specific system development approach, framework and set of design principles can be implemented to elevate the usability and user experience.

<p>Innan företag ska penetrera en marknad är det viktigt att de har tillräckligt med information om vilka möjligheter och hot marknaden står inför samt vilka behov företagen på marknaden har. Denna magisteruppsats syftar till att utreda framtids-utsikterna inom branscherna solenergi och vågkraft samt identifiera OEM-företagens behov inom dessa branscher. Det verktyg vi har använt för att utreda branschernas framtidsutsikter är delar av SWOT-modellen, där fokus har lagts på externa faktorer som påverkar en marknad. För att identifiera OEM-företagens behov har vi använt teorier kring OEM-marknaden och OEM-företags köpkriterier samt ABB:s egen erfarenhet och kunskap om denna marknad.</p><p>För att ge en informationsrik och heltäckande bild har vi genomfört intervjuer med Energimyndigheten och OEM-företag inom branscherna solenergi och vågkraft, då de besitter kunskap om vilka möjligheter och hot branscherna står inför. Vidare har intervjuer genomförts med OEM-företagen för att få information om vilka behov företag inom dessa branscher har.</p><p>Med anledning av ett ökat intresse och medvetenhet kring klimat-förändringarna har politiska målsättningar satts upp och åtgärder vidtagits för att hejda klimat-förändringarna och öka användningen av förnyelsebara energikällor. Det innebär att gynnsamma förutsättningar för förnyelsebara energikällor har skapats.</p><p>Studien visar att den avgörande faktorn för fortsatt tillväxt på solenergimarknaden är olika former av ekonomiska stödsystem. Eftersom investeringsstödet i Sverige kommer att förlängas och även utökas till att omfatta privatpersoner samt att flertalet länder har ekonomiska bidrag för att stödja marknaden ser framtidsutsikten för solenergi-branschen positiv ut. Ur ett långsiktigt perspektiv krävs det dock politiskt och juridiskt stöd både nationellt och internationellt under en längre period till dess att marknaden har utvecklats till att kunna stå på egna ben. Därtill behöver tekniken och tillverknings-processerna förbättras ytterligare för att företagen ska kunna erbjuda en prisvärd och konkurrenskraftig produkt. Studien visar att på grund av att marknaden befinner sig i ett tidigt skede har OEM-företagen de primära behoven kvalitet, pris och leverans-säkerhet. När marknaden mognat kommer sannolikt andra köpkriterier som leverantörens varumärke bli av större vikt.</p><p>Framtidsutsikten för branschen vågkraft är osäker eftersom vågkraftskoncept inte har etablerats kommersiellt ännu samt att det inte finns fullskaliga vågkraftskoncept som varit i drift över en längre tid. Det betyder att tekniken idag inte är tillräckligt beprövad och därmed inte kan ses som tillförlitlig. OEM-företagens främsta behov är kvalitets-komponenter, kringtjänster och hög leveranssäkerhet. Det bör även tas hänsyn till att denna marknad är i utvecklingsstadiet och därmed är i behov av leverantörer som tillhandahåller prisvärda och anpassade komponenter som OEM-företagen i dagsläget inte har tillgång till.</p> / <p>It is important, when penetrating a market, that companies have sufficient information about the opportunities and the threats on a market as well as the relevant needs for the purchasing companies in the market. The purpose of this master thesis is to investigate the prospects of solar and wave energy systems and identify the needs of the OEM companies within these businesses. To investigate the future market opportunities we have applied parts of the theoretical model SWOT, focusing on external elements that impact the market. The theoretical framework is based upon theories about the OEM market and used to identify the needs of the OEM companies. ABB has also contributed with their experience and knowledge of the OEM market. </p><p>We have interviewed the Swedish Energy Agency and OEM companies in the solar and wave energy business, since they have knowledge about the opportunities and threats of the markets. The information aim to give a complete and comprehensive picture of market opportunities and threats. We have also interviewed the OEM companies to receive information about their specific needs.</p><p>Because the interest in and awareness of environmental change has increased, favorable political systems have been created for a continuing positive market development in renewable energy sources. </p><p>For a continuing market growth of the solar energy market, the study demonstrates the importance of financial funding. The economical funding in Sweden will be extended and involve private persons which means that the future of the market is positive. Several countries also support the market with financial funding. Due to the fact that the technology and production processes needs continuing improvement before it can manage on its own, it is important that the market get extended national and international political and legal support. The study demonstrates that OEM companies due to the fact that the market is in an early state the market have the primary needs quality, price and on-time-delivery. When the market reaches a mature level other purchasing criterions, such as the brand of the supplier, will probably be of greater importance. </p><p>Since the wave energy concepts not yet have been commercially established and that full scale wave energy concepts have been installed over sufficient time the prospects of wave energy is unsure. That means that the technology still not properly has been tested and can be seen as not yet reliable. The importance of the OEM companies is quality components, service and support and high on-time-delivery. It should be taken in consideration that the market is under development and therefore is in need of suppliers that provide customized components to the right price, which the OEM companies do not have access to today.</p>