Thesis Title: Applying customer involvement in B2B Sales – Case study on a medical device company Date: 10th of June, 2012 Subject, Course: Business Administration, 15 hec. Enterprising and Business Development, 2EB00E. Author: Anna Degrell, 25-01-1989 6647 Advisor: Magnus Forslund Examiner: Richard Nakamura Keywords: Customer Involvement, B2B, Sales, Organize, Apply, Value, Case Study, Medical Device Company Purpose: The purpose of this thesis is to increase the understanding of how customer involvement can be applied in business to business (B2B) sales. Method: the method of choice for this thesis will be within a qualitative approach and contains a case study, with semi structured interviews based on Operationalization of theoretical concepts, and analyzed by grounded theory. Result: Customer Involvement can be presented in several ways within B2B sales; the case study on the medical device company in this thesis has applied the involvement in so-called Sight-visits and as a concept called doctor-to-doctor.

There are quite a number of researches on the risk management review in public projects especially so called megaprojects, public project with high investment. Such effort, however, usually tends to offer the lessons in certain condition rather than generalize to others. Our research aims to bridge the gap by exploring the relation between the public feature of Megaproject and its risk management policy option. Under the project risk management framework, the case study of Scottish Parliament Building project focuses on the stakeholder intervenes during the whole process. In the analysis, the risks are first outlined according to the report ex post, then we go back to examine the risk assessment and risk control policy during the project to identify the reasons leading to the deviation. The finding demonstrates the politics intervene has generated high transaction cost for project manager to implement risk reduction and mitigation policy, and the optimum way under such condition to accept or avoid the risks at all, but not handle them. Accordingly, the thesis suggests that the appropriate risk transfer and contingency allowance will be the key success factors in the megaproject.

The integration of divergent cultures is crucial in maintaining the performance of a merged organization. Prior studies on IT culture in IS departments are mainly on corporate culture and lack of in-depth study. Recently, a practical survey shows that post-merger IT integration is always treated as a technology transformation perspective. To support business strategy, IT architecture, processes and skills should be effectively redesigned after the merger. However, conflicts may emerge within the merged departments due to different cultures and incompatible IT configurations. This dissertation proposed a novel analysis framework based on IT culture conflict perspective and strategic alignment model. We selected three financial holding companies in Taiwan as post-merger cases. They conducted IT integration projects while facing conflicts due to differences in IT culture related to organizational size, IT integration strategies, and characteristics with respect to government-owned versus private banks. Through multiple case study with data analysis based on grounded theory, we have identified three types of IT culture conflict that occurred in IT integration, examined their major effects on IT integration, and discussed how to resolve IT culture conflicts in post-merger IT integration. Propositions are derived to conclude the findings from these cases, which can be validated through empirical studies in future studies.

In order to relieve small and medium enterprises (SMEs) from the predicament of inadequate capital and immature technology in the beginning of new ventures as well as to realize sustainable business development, Taiwan gevernment has been heavily investing in many universities to set up incubation centers in the hope to provide start-ups abundant resources with the help of academic institution¡¦s counseling expertise; therefore, the cost and risk for start-ups in the beginning of new venture and R&D phase can be reduced and more sound and competitive SMEs could be incubated under the tutelage of incubation centers. The study mainly discusses the relationship between key success factors (KSFs) of high-tech start-ups and the counseling resources from incubation centers. Firstly, the study establishes the structure of empirical study based on the collection and discussion of domestic and foreign literatures. Since the counselling clients of incubation centers majorly consist of start-ups, the study adopts in-depth interviews to investigate these start-ups via case study. By organizing and analyzing the in-depth interviews with start-ups, the study tries to investigate the relationship between two fundimental dimentions of resources from incubation centers and enterprise characteristics, as well as the performance and competitiveness in start-ups. The objectives of this sudy are to: 1.Understand how incubation centers utilize the relevant resources from government to nurture start-ups. 2.Investigate how the resource platform of incubation center guides the KSFs of high-tech start-ups. 3.Evaluate what the three dimensional roles of resources, innovation, and values play in the competitive strategy of high-tech start-ups, and find out the KSFs therein and their future prospects. 4.Understand how start-ups and entrepreneurship influence the success of the business.

The Taiwan banking industry is over banking. Therefore, it needs to expand overseas market to solve the dilemma. Taiwan government signed MOU and ECFA in 2009. Taiwan banks increase advantages to enter China banking industry. Recently, China banking industry is actively establishment of Country Bank. The purpose of thesis is whether Taiwan banks into Country Bank have any changes or niche. Therefore, this study is to investigate why and how foreign banks want to invest Country Bank. This paper selects good performance in the Chinese market as benchmark bank. HSBC is the benchmark bank. I study Country Bank of HSBC to find it how to strategy and management. Finally, I use Case Study to find some ways to inspire Taiwan banks. One Country Bank invested about 40 million RMB. If establishes more than ten Country Banks can use The Banks Management System. The Position is service rural areas. And the products need to innovate and satisfy rural demand.

The medical equipment market is very competitive in Taiwan, the equipment suppliers in response to the multiplex market changing, and to satisfy with the hospitals about demands of equipment and costs of control, we adopt the cooperative way, buildoperate- transfer (BOT) for specific equipment in some hospitals. ¡´The equipment suppliers may participate in the management of non-medical behavior to achieve mutual benefit and win-win situation with the hospital. ¡´ This study is case study research, according to the experiences of management over past several years I collect data from the objects of 6 BOT cases in each 6 hospital. By data classification and statistical analysis, found the characteristics and differences in each case that the equipment suppliers can proposed the more precise investment appraisal in the future. ¡´ This research found that medical equipment, the number of patients, examination items, the proportion between hospital and the equipment supplier, hospital¡¦s location, and the payment points from NHI are causing hospitals and equipment suppliers having a large gap between revenue and are affecting the survival of medical suppliers. ¡´ According to the results, in order to providing more accurate diagnosis to doctors and improving patient's medical quality, this study suggested that the hospitals and the equipment suppliers should develop a set of medical equipment about BOT investment appraisal system. To achieve the aspect that a three-way win for the patient, hospital and equipment supplier.

Abstract The research uses reference materials from the insurance industry and the insurance brokerer industry, to do further study and analysis. Then we use a business case study ¡V Tai-yung Insurance Broker (Beijing) Co., to understand the past development of the company. After further study, a qualitative analysis is used through interviews with several insurance industry¡¦s experts and managers. In addition to understanding the differences between the past and the present conditions of the industry, but to explore the opportunities and impacts the insurance brokerage industry in Taiwan might encountered to entering the mainland market after running the ECFA (Economic Cooperation Framework Agreement). Finally comes up with conclusions and recommendations. Keywords¡GThe Insurance Broker Industry¡BMainland China¡BTai-yung Insurance Broker¡BExpert Interview( Delphi technique)¡BCase Study

User participation has long been considered as one important factor which affects the development of information management systems performance. It is believed that the cooperation between users and developers contributes to higher satisfaction and acceptance. Service has become the main economic activities in the modern society and traditional good-dominant logic has been replaced by service - dominant logic. Based on this concept, information system development can also be considered a service in which the final value determined by the extent to which the project can meet the predefined goal and fit users¡¦ needs. To maximize the value created, users should be viewed as co-producer and play a more active role in the system development process. The main research purpose of this study is to understand how users can act as value co-production in different types of information system development project. We studied three different hospital information system projects: user-initiated internal project, IT department initiated the project, and outsourcing development project. We then explored how users can co-create value under different contexts. By using case study approach and based on service-dominant logic concept, we identified the importance of user co-production and clarify the role that users may play. The results of this study can contribute to system development project and serve as a reference for subsequent research.

The Service-Dominant Logic concept has replaced the traditional Product-Dominant Logic to be the mainstream of contemporary business activities. Based on this concept, value creation is viewed as a co-produced result instead of the responsibility of producer only. Through applying Service-Dominant Logic to information systems development and maintenance process, one can conclude that users should play a more active role as a co-producers. Past user participate studies largely focused on system development stage only and only little attention has been paid the maintenance process. Given the importance of maintenance in system life cycle, the main purpose of this study is to understand the factors that drive users to engage in value co-production. I adopted case study method and analyzed antecedents of co-production behavior performed by users. According to the found results, I suggest that familiarity toward system, source of demand for services, and system complexity are three potential factors that may lead to various co-production behaviors. The findings of this study can serve as critical reference for future studies. Practitioners can also be benefited by knowing how to enhance user co-production in the maintenance stage of system life cycle. Keywords: Service-Dominant Logic, System Maintenance, User Participation, Value Co-production, Case Study

After China enters WTO, its antique retailing and wholesaling sector is faced with tough competition as the global retailers rush to enter the field. Shanghai is one of the highest density cities of convenience stores. In addition, foreign companies has limited by laws in China, how to compete with the other state-owned enterprises which owned many advanced advantages will become a big issue. Base on the China market situation, the research is focus on key success factors of oversea chain convenience stores. What the methodology is used is ¡¨Case Study¡¨. There are three data sources-deep interview, including the convenient store company to be the object discussed here and the supporting business unit in Convenience Store Division, Ting Hsin International Group. With its own marketing, alliance program, store products, backup office support systems, goods delivery and creativity as well. Compile the organized information and analysis then get conclusion. The concrete research results s are as follows¡GThe Key Success Factor of oversea chain convenience stores can be divided into four dimensions which are expanding stores and surroundings planning ability, products innovation and diversity, marketing planning. The last but not least is quality of store operation and service. To build up an integrated supply chain system is also do help when entering into new market. Though the scale of convenience stores is the foundation of profit, it can¡¦t guarantee the sustainable profit. Base on the store unit profitable, enterprise should find the virtual growth pattern of turnover to make the sustainable profitability.