In this thesis is characterized the specific environment of hotel services and defines the basic requirements of hotel information systems (PMS) using SaaS. They were described classical and modern forms of hotel services distribution, using the Channel Manager (CHM). Therefore, to properly grip the tool had to be described in the basic means of data exchange and application interfaces. An important element linking PMS and CHM are considered secure payment systems. Specific benefits and effectiveness of use CHM Siriona Company S.A. were analysed in terms of PMS Hotel Time a.s., utilized at the hotel Safari Lodge Dvur Kralove Zoo a.s. Applying interconnection of these systems was intended to be faster and more efficient distribution of hotel capacities and prices from PMS to online distribution channels through the CHM, whose functionality was practically analysed, described and was specified overall benefit to the hotel operation economy.

In order to expand global market share and enhance the benefits of economics of scale, Trans-National Media Corporations (TNMCs) exploits overseas markets actively. The Chinese region which contains more than one billion audience is regarded as an important target market by TNMCs. Taiwan TV industry which allows foreign investments is always the leading region of Chinese film industry and popular culture. On condition that analyzing the glocalization strategy of foreign satellite channels in Taiwan, we can construct the best operation strategy among Chinese regions. Therefore, we use case study method to investigate not only the business strategies of Star Ltd. Group¡¦s Channel[V] and Viacom¡¦s MTV Taiwan channel but also the synergy that parent company integrates from local resource. The research method for collecting data combines qualitative and quantitative method. Use literature analysis and in-depth interview for qualitative approach that acquire industrial data. And use questionnaire for quantitative that analyze the market response of audience to see whether they accept the positioning and strategy of Channel[V] and MTV or not. Finally, develop research conclusion and suggestion base on case study method. Regarding research framework, we apply I-R framework and Institutional Theory as our theoretical basis. And divide three strategic perspectives to compare the operation of Channel[V] and MTV. We find that they operate in different ways among glocalization strategy and programming production strategy. The differentiation of Channel positioning leads to competitive strength. Besides, monitoring advertisement sales, product placement, road shows, integration of channel resource, and cross-media marketing campaigns can promote firm¡¦s operational performance. We hope our research conclusion and will help the following researchers and industrial managers.

Taiwan electron industry was development, brand of management and original equipment manufacturer is each to have the dissimilarity develop the mode, how organize the arrangement with whole combine, carry on organizational change and design to let to operate maximization, support high to grow up and high the market share is all executives must the depth consider of important subject. This research case A computer company in 2004, which won the world's motherboard market share of companies with the highest. From 2005 to 2009, enterprise merger & acquisitions brand and original equipment manufacturer to divide inheritance of organizational activity, inquire into the whole process in the business activity and fluctuating of the business organization. Also, this research case takes the A computer company-enterprise and government department as an example, in the organizational change, how to expand a business market, and anticipate with the interview, through from interview to northern, central, southern dealer and A computer company representative sales, tidy up the current conditions and problems that closed path operates, inquire into more organization design according to current market condition and organization construction.

SyfteSyftet med uppsatsen är att undersöka styrning och hantering av butikskedjan som helhet, varumärketoch servicens roll, parallellt med företagskulturens och visionens funktion. Vidare vill vi kartlägga hurdessa delar bidrar till en enhetlig image.ForskningsfrågaPå vilket sätt kan butikskedjor styras för att upprätthålla en enhetlig bild av butikskedjansvarumärke?MetodVi har valt att utgå från en kvalitativ forskningsmetod då syftet med denna uppsats är att få endjupare förståelse av undersökningsproblemet. Vi har i denna undersökning använt oss av ettinduktivt tillvägagångssätt med vissa inslag av deduktion. Undersökningen tar sinutgångspunkt i verkligheten, då arbetet grundar sig i en observation av butikskedjor ochempiriskt material i form av intervjuer med experter på området.SlutsatserVi har identifierat ett flertal karaktäriska egenskaper för ledningen i arbetet med attupprätthålla en enhetlig bild av butikskedjan. Studiens resultat har belyst betydelsen förbutikskedjor att ha en tydlig vision. Vidare står det klart att en tydlig och snabb kommunikation inom butikskedjor är en viktig aspekt. Det framgår även av studien att entydlig linje bör hållas för att skapa en enhetlig varumärkesbild ut mot kund.

Since Taiwan implemented national health insurance, the advanced medical equipment companies began to enter the Taiwan market, driven by the rise of medical equipment industry. But with the degree of national health insurance payment system limitations and changes, such as: Global Budget, DRG (Diagnosis-Related Group), resulting in market competition. How to be successful business development, the medical equipment suppliers have to think about it and find the solutions. Medical device marketing channel is a very important part , especially , under the environmental situation of the development of innovative products is not easy, as well as NHI price reduction , so the channel strategy to optimize all the more were necessary up. The purpose of this study is to explore the medical equipment business channel business development decision-making factors and decision-making method. In this study, using the literatures of medical equipment industrial property, business model, channel management, relationship Marketing and the key factors ¡K.etc, to construct a number of dimensions of "the critical factor of medical equipment operation and development ". In addition to conduct expert interviews with some executives of the medical equipment suppliers, access decision factors and decision-making methods into the questionnaire of interview, as well as analyze the correlation between decision factors and decision-making . The results could be a reference of decision making for medical equipment industry. The findings are as follows: 1. Supplies will based on Company size, financial capacity and lack of core parts to select distributors, the selection of channel pattern will consider the complementary of each other. Some core advantages, as the channel management of resources, can improve market penetration and market share. 2. Financial strategy usually results in considering the growth of the financial strategy or cost control, will affect the choice of channel type. Growth strategy will be direct , cost-control strategies will be authorized . 3. Product professional level will be considered together with the ability of distributors, and distributors of professional competence will affect the extent of authorization from suppliers. 4. Brand awareness and product profitability are channel management resources for suppliers. 5. Distributor professional ability and risk-taking ability have to match product attributes and customer attributes. 6. Suppliers¡¦ resources have to integrate a good channel relationship models to improve efficiency and benefits.

Transportation and competitiveness practices of hardwood lumber exporters and other firms were studied and compared to determine the most important factors associated with exporting hardwood products. It was found that exporters differed significantly in their transportation methods, marketing activities, and production profiles from those other hardwood lumber firms. They also were significantly larger than expected in their total production and employment. As the forest products business continues to become more global, an analysis of the importance of these factors can be used how firms can begin exporting, or increase sales in international markets. It was found that certain elements of a sawmill's marketing strategy are a major determinant to the likelihood of its being an exporter. Results from logistic regression methods showed that transportation factors such as using intermodal transportation and inland port facilities and competitiveness factors such as species selection, marketing practices, and using government export assistance programs increased the probability of a firm's high involvement in international markets. Finally, data from exporting hardwood sawmills to Mexico, Europe, and Asia were analyzed to determine what makes successful exporting to these markets. Factors including export distribution methods, relationship with export distribution partner, competitiveness, transportation, and export assistance were analyzed. Such information might be useful for government agencies that wish to promote business commitment to sawmills throughout the United States for the following international markets. Hardwood sawmills should be encouraged by state officials to plan more aggressively to enter the Mexico market. Efforts are needed from U.S. trade associations to better identify the Mexican market segments, sources of market demand, and credit opportunities for US sawmills. / Ph. D.

Traditional sales systems have been disrupted by technological developments. In order to  adapt, companies are changing the way they interact with their customers in business-to-business markets. In the last three decades, multi-channel strategies have spurred the proliferation of different sales channels and new ways of managing sales systems. The purpose of this research was to investigate what should be considered when managing multi-channel sales systems with the objective of increasing sales efficiency. The study has investigated current utilisation of multi-channel sales systems in the context of a business-to-business setting in industrial companies that are involved in the Swedish automotive industry. Multi-channel sales systems can be utilised to achieve many different objectives. However, this research pays specific attention on how to improve sales efficiency by utilising multi-channel sales systems in the context of a business-to-business setting. The research employed an explorative case study, where semi-structured and structured interviews were conducted at a case company and at companies that are first or second tier suppliers in the Swedish automotive industry. The qualitative data were analysed using thematic analysis. The empirical findings indicate that the most prevalent measure for increasing sales efficiency is to prioritise and allocate customers based on economic attractiveness. Furthermore, the key issues that impede sales efficiency in multi-channels sales system are misaligned sales activities, deficient prioritisation procedures, insufficient promotion of customer value and inadequate focus on customers. The findings highlight key areas to address and may provide guidelines for the design and management of multi-channel sales systems with the specific purpose of obtaining sales efficiency. The implications of this research are mainly practical and are aimed at supporting sales managers, or individuals in similar positions engaged in multi-channel sales system design and management, in obtaining sales efficiency. Managers should focus on aligning sales activities across the whole  sales system, allocate customers according to prioritisation and stay in line with market developments by understanding customer behaviours and perceptions.

Die Interaktion zwischen Kunden und Banken unterliegt einem Wandel. Im Zuge der Medienkonvergenz verschmelzen die Inhalte und Services einzelner Endgeräte (Smartphone, Tablet PCs, etc.) schliesslich in einem Endgerät. Die Konvergenz verändert die Kommunikation und Interaktion und bewirkt, dass der Bezug von Inhalten ständig, simultan und überall möglich ist. Der technologische Fortschritt sowie das veränderte Kundenverhalten tragen zu einem vermehrten Kanalwechsel bei. Die Unternehmen sind gefordert die online und offline Kanäle zu integrieren. Dies führt zu sogenannten „No-Line Systemen“, die sich durch eine maximale Konvergenz auszeichnen und eine hybride Kundeninteraktion ermöglichen. Motiviert durch die beschriebene Konvergenz fokussiert die vorliegende Arbeit die Ausgestaltung einer hybriden Kundeninteraktion am Beispiel der Bankindustrie. Die Arbeit identifiziert Auslöser, die zu einem Kanalwechsel führen, und leitet anhand dessen, basierend auf der Wissenschaft und Praxis, die Anforderungen an eine hybride Kundeninteraktion zur Unterstützung des Kanalwechsels ab. Die Auslöser und Anforderungen von Kanalwechseln ergeben die Entwurfsmuster zur Unterstützung von Kanalwechseln. Zur Darstellung möglicher Implikationen einer hybriden Kundeninteraktion untersucht die Arbeit eine praxisorientierte Tabletlösung aus dem Bereich Anlegen. Hierzu werden die Veränderungen einer Tablet-gestützten Kundeninteraktion im Beratungsprozess beschrieben. Zur Demonstration der Ergebnisse entwickelt die Arbeit einen Prototyp. Dieser veranschaulicht eine weitere mögliche Ausgestaltung sowie den Nutzen einer hybriden Kundeninteraktion.

<p>This thesis is focused on studying Customer Relationship Management (CRM) tool and philosophy implementation and how it develops a customer-centric view within organizations. Nowadays mutually advantageous customer relationship is the main asset of the contemporary businesses and CRM is the clue to creating this type of relationship. The purpose of this research is to study successful businesses where CRM tool and philosophy were implemented and how they contributed to the management of the companies. Through this analysis the benefits of the tool can be identified and the road map for its integration can be performed.</p><p>Theoretical framework regarding marketing channel relationships, importance of dual customer value creation and customer value management, relationship marketing as the basis for CRM development, and strategic framework of the phenomenon have been considered. Besides that, the current position of the case company, Volvo Construction Equipment Region International, on the roadmap of the CRM implementation has been evaluated and analyzed. These steps have been taken in order to answer the main research question of the thesis, namely "How can an MNC become a more customer centric company by helping its dealers to implement a CRM system"?</p><p>Several conditions have been identified in the thesis in order the companies could implement the CRM tool and philosophy successfully. The study provides recommendations, which guide the companies on the way to a customer-centric view through the integration of CRM in its business processes.</p>

This thesis is focused on studying Customer Relationship Management (CRM) tool and philosophy implementation and how it develops a customer-centric view within organizations. Nowadays mutually advantageous customer relationship is the main asset of the contemporary businesses and CRM is the clue to creating this type of relationship. The purpose of this research is to study successful businesses where CRM tool and philosophy were implemented and how they contributed to the management of the companies. Through this analysis the benefits of the tool can be identified and the road map for its integration can be performed. Theoretical framework regarding marketing channel relationships, importance of dual customer value creation and customer value management, relationship marketing as the basis for CRM development, and strategic framework of the phenomenon have been considered. Besides that, the current position of the case company, Volvo Construction Equipment Region International, on the roadmap of the CRM implementation has been evaluated and analyzed. These steps have been taken in order to answer the main research question of the thesis, namely "How can an MNC become a more customer centric company by helping its dealers to implement a CRM system"? Several conditions have been identified in the thesis in order the companies could implement the CRM tool and philosophy successfully. The study provides recommendations, which guide the companies on the way to a customer-centric view through the integration of CRM in its business processes.