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  • About
  • The Global ETD Search service is a free service for researchers to find electronic theses and dissertations. This service is provided by the Networked Digital Library of Theses and Dissertations.
    Our metadata is collected from universities around the world. If you manage a university/consortium/country archive and want to be added, details can be found on the NDLTD website.
21

"If you're gonna play the game, you gotta learn to play it right" : Relationship marketing in the online gambling industry

Hedberg, Joel, Liikanen, Jack January 2012 (has links)
Background: The expansion of the Internet has created nearly endless possibilities for innovations in regards to the e-commerce environment. However, as new technologies emerges, so do the competition on the market. The online gambling industry is not an exception to this notion, characterized by numerous providers with more or less identical market offerings. In order to create competitive advantage to ensure economical growth, a need for customer retention instead of acquisition has been identified. Research question: How can the utilization of relationship marketing foster long-lasting and value-bonded relationships between an online gambling company and its customers? Purpose: The purpose of this thesis is to enhance the understanding of relationship marketing and its endorsement in the process of creating long-lasting and value-bonded relationships, and how the concept can be utilized by online gambling companies. The purpose will be achieved by examining,  how online services correlates with online gambling services, and  in which way online gambling companies are actuating the concept of relationship marketing, and  by mapping values which active customers in the industry desires when gambling online. Method: The applied methodology is based on an inductive approach in coherence with the qualitative research method. The primary data which aims to enable the achievement of the stated purpose have been collected through the conducting of three focus groups consisting of online gambling customers in addition to a individual interview representing the online gambling industry perspective. Conclusion: The findings from the empirical data have identified that the online gambling customer has hard to identify the very purpose of a potential relationship with an online gambling company. However, much of the value strived for by the customer can be generated by the successful implementation of an relationship marketing approach. Hence, relationship marketing can be a useful approach for online gambling companies in order to foster long-term and value-bonded relationships, with the simple understanding that the approach itself can generate desired customer values, and that relationships as such does not represent a value strived by the online gambling customer. Suggestion for further research: See section 5.2 page 58 Keywords: Services, Online gambling industry, Relationship marketing, Customer value
22

Customer value for business model innovation : Case of O&M services in Swedish Wind Industry

Göthberg, Niklas, Simonchik, Anastacia January 2014 (has links)
Wind energy industry has been growing fast during last years, and the demand for operation and maintenance (O&M) services has been increasing rapidly. As wind turbine manufacturing companies have been focusing more on selling rather than after sales services, this created problems in O&M, which started to influence the overall profitability of wind energy projects. In the current conditions, business model innovation in O&M services is needed. While initial step in business model innovation is identifying what is valuable for customer (customer value), it is not clear what is of customer value in B2B context, how to identify it and what is valuable for industrial customers in O&M overall and in wind energy industry in particular. Therefore, the purpose of our research was to explore customer value as an input in the process of business model innovation in B2B context. In order to reach the goal of our research, inductively based approach was used for multiple case study of O&M services customers in wind energy industry in Sweden. Semi structured interviews were conducted with a representative from each company. The parts of their business models connected to wind turbine O&M were mapped, as well as customer value was outlined. The connection between customer value and business model components was analyzed within each case and then the results were compared across the cases. The main findings of our study are as follows. Business model in B2B context serves as the frame of reference for customer value formation. Characteristics of business model components, in particular key activities and key resources, as well as the intentions for further business model development become more specific underlying criteria of value proposition assessment. In wind energy industry in Sweden there is a core customer value to get the highest possible energy production, shared by all studied cases. Differences in customer value among O&M customers were identified in their perceptions of customer value of O&M service (contracts, SCADA system, reports, and education) and relationship with service providers. Such business model related criteria as competence, characteristics of fleet, involvement in O&M activities, and intention for development of O&M involvement explain why customer value differs among the studied customers of O&M services in wind energy industry in Sweden. Customer business model should be used by managers in both wind energy industry and other contexts for understanding customer value in a holistic way. Further customer segmentation should be done based on customer business model related criteria, and in the context of wind energy industry the criteria identified in this study can be used. What is more, O&M service providers should allow more flexibility in contracts and give additional attention to customer relational mechanisms in their business models as the source of customer value. / Business model innovation: A case study of maintenance services for the wind power industry
23

Lean Production i den offentliga sektorn : Hur kan Lean Production påverka medarbetare att jobba med ständiga förbättringar och kundvärde?

Mårtensson, Simon, Kaur Maan, Ramnpreet January 2015 (has links)
Abstract Title: Lean Production in The Public Sectors Level: Final assignment for Master of Science in Business Administration. Authors: Simon Mårtensson and Ramnpreet Kaur Maan Supervisor: Stig Sörling and Tomas Källquist. Examiner: Lars-Johan Åge Date: 2015 – June. Aim: The use of Lean Production in the public sector is increasing and there are still opportunities for improvement that contributes to a higher customer value. According to previous research that has been done, there is a lack of research in the field of Lean production in the public sector. Thus, the aim of this study is to create an understanding of how Lean production as a concept can help to influence employees to work with continuous improvements and customer value in the public sector. Method: The study has a hermeneutic perspective as a starting point where the substance is studied from an operator approach. We have chosen to build our study with the help of deduction starting with a theoretical framework and then go into the empirical framework. The foundation is built around a case study with a qualitative approach through the semi-structural interviews. Collecting data and analysis has been done through coding to achieve the most essential of it. Result & Conclusion: The study indicates that continuous improvement and customer value are tools that the public sector largely works with. To obtain this the respondents, which represent the authorities, uses Lean meetings, Lean board and shows concrete examples of changes that have a positive impact on the company. Suggestions for future research: We believe that further research on how employees are affected by the work for continuous improvements and customer value in the private sector is of great interest. Contribution of the thesis: The study shows that it is needed to motivate employees so that they will work on continuous improvements and customer value. In connection with this, there are tools that the public sector can use to promote the motivation, which is education and feedback. Key words: Lean Production, employees, continuous improvements, customer value, the public sector.
24

Business excellence model for retail banking

Wong, Yuk Lan January 2000 (has links)
Creating customer value and building stockholder value are the cornerstones for excellence in any business endeavour. In an under-developed economy, financial institutions may accomplish these objectives through a customer focus strategy and implementation of some quality management principles. However, with the increasing accessibility to new technologies and intensified competition, managers have been alerted and become more aware of the fact that achieving excellence is made even more difficult - financial institutions must now do much more to excel in the competitive retail banking environment of the new millennium. It is believed, and the findings of the present work support, that the formulation of a robust improvement model capable of guiding through the whole excellence pursuant process will provide a solid foundation for successfully meeting the challenge. The burning desire to enhance competitiveness and drive for achieving business excellence have nurtured the development of a new Business Excellence Model for successful implementation of TQM in retail banking. It was found that existing TQM and business excellence models provide only prescriptive and indicative roadmaps for companies to follow but fail to provide a complete coverage of TQM concepts, holistic measure of business excellence and validated links between TQM elements and business excellence. Hence, some financial institutions may cast doubts on their applicability of TQM because the relationships between TQM principles and the results of business excellence are not assessed. As such, it should be valuable to develop and provide a model, which is capable of covering the TQM essence in a structured way to drive total quality improvement efforts. The present research aims to develop a theory-driven as well as practical model for retail banks and the retail banking sector to achieve business excellence. In the process, Hong Kong retail banks and the Hong Kong retail banking sector were chosen as the context for the present research to obtain valuable data on how successful implementation of TQM essence could contribute to business excellence in a Chinese society. Both employees and customers inputs, being the important sources of stakeholder information, have been the basis for analysis. Top performing bank's executives were interviewed to identify the core activities and factors that determine their bank's success. Further, data were collected from executives of 47 retail banks in Hong Kong. Structural equation modelling was employed to develop the new Business Excellence Model (BEM). SEM's software programme was employed to analyse the goodness of fit of the new BEM. The forces of excellence indices and business excellence indices of the sampled retail banks were computed using the Partial Least Squares (PLS) technique. The same procedure was also applied to the data collected ll from retail customers in the survey to measure the level of customer satisfaction of the retail banking sector. The indices of the BEM were then matched to the customer satisfaction indices of retail banks and retail banking sector for higher level of analysis. Findings of the present work indicate that the new BEM fits the data of the 47 retail banks very well. The BEM is a valid and reliable model for enabling retail banks to review the current level of practice in relation to their critical success factors continuously. With the new BEM, they can now measure and drive improvement in their critical activities and finally achieving business excellence. Similar results obtained for customer focus dimension of the BEM and the customer satisfaction measurement have further substantiated the robustness and usefulness of the new BEM. Hence, the new Business Excellence Model should be a valuable means for retail banks and the retail banking sector to pursue business excellence and to gain a competitive edge in the new millennium.
25

Customer value through Agile methodology : A case study of an IT consulting firm

Jeppsson, Adam, Johansson, Tim January 2021 (has links)
When organizations are growing, hierarchical structure makes it tougher to adapt to change. In a dynamic and fast-changing world, the need for flexibility in organizations to meet customer demands are higher thanever. What customer demands, and how customer value is created, is to some extent unclear since it varies between industries, companies, and individuals. Although many researchers have discussed customer valuefor a long time, accurate conclusions seem hard to find. Recently, many organizations have adopted Agile methodology to handle challenges in a changing business environment. However, few scientific studieshave emphasized how this can be managed well in the IT consulting industry.This study aims to investigate how customer value is affected by Agile methodology, hence an investigationof what drives customer value in the IT consulting industry is conducted. Through a literature study on customer value in the IT consulting industry, the authors have identified 16 key dimensions of customer value, which have been divided into product-based value, service-based value, and relationship-based value.A case study on Elvenite AB, who is currently transforming into an Agile organization, is used as research approach, where a total of 19 interviews with experts, employees and customers were conducted. Data wasalso collected via a validation form and by participating observation, where the authors participated in Agile ceremonies at the case study company.An analysis of the result shows that the value dimensions responsiveness, empathy, reliability, and supplier solidarity with customers are very important to customers. The results also shows that Agile methodologypositively affects the value dimensions responsiveness, communication, and flexibility the most. A chart between customer value and Agile methodology’s impact, shows that responsiveness and empathy should be emphasized the most if an Agile organization wants to maximize customer value in the IT consulting industry. Agile working methods and an Agile mindset creates value through increased transparency, alignment, and through an incremental value delivery where various stakeholders are involved. On an external level, IT consulting firms should emphasize the importance of highly valued dimension in the Agile delivery. On an internal level, Agile organizations should make sure to enable an optimal flow of prioritization andcommunication in the organization, decentralize decision-making and build Agile teams around valu
26

Value-driving factors for Employer Attractiveness : A multiple case study within the IT industry

Moen, Jonatan, Woodhouse, Magdalena January 2021 (has links)
As the society we live in today is moving towards being more technology-driven, the competition in the labor market of attracting people within the IT industry is increasing. To attract people within the IT industry, firms must understand what attracts these people to then be able to form a proposition that suits these individuals. The case company of this study, DAF (Digital ASIC and FPGA), an internal organization within Ericsson AB, wants to get a better understanding of what people within the IT industry value in an employer and what actions they should take to be more attractive in the labor market. Therefore, the purpose of this report has been to explain how and to what extent different value-driving factors affect employer attractiveness for employees holding a specific technical competence needed at DAF. Based on a pre-study consisting of six interviews with working professionals within the field of employer branding and industrial marketing, as well as a comprehensive literature review, a model of analysis is established consisting of six value-driving factors; interest-, social-, management-, application-, development-, and economic value, that is expected to affect the overall attractiveness of an employer. These factors are further operationalized into 30 different codes that are set to explain the value factors more in detail. The main study is a multiple case study of employees working at DAF, as well as four competitor firms to DAF. The study is based on interviews with 21 employees spread out on the five case companies, all holding the targeted competence needed at DAF. During the interviews, the respondents spoke freely about what they value in their current and previous position so underlying value factors could be identified. Additionally, the respondents were asked to elaborate on their perception of the most important factors of an employer, as well as their perception of Ericsson as an employer to deepen the analysis and get an understanding of how the respondents perceive Ericsson. The interviews were analyzed both qualitatively and quantitatively. In the analysis, the respondents were grouped based on what company they work for and the case companies were firstly analyzed separately. Secondly, the cases were compared to each other to answer how and to what extent the value-driving factors in the model of analysis affect employer attractiveness. Third, a series of inductive analyses where cross-case patterns between different groups of individuals were analyzed. Based on the analysis, it can be concluded that the most important factors of employer attractiveness for employees holding the target competence needed at DAF are social value, mostly in terms of organizational culture, teamwork, and collegial relationship, as well as application value, mostly in terms of challenging work tasks, task diversity, and the work tasks to be meaningful for the employee. Moreover, management-, development-, economic-, and interest value are all considered important drivers of employer attractiveness. For DAF to improve their employer brand and attractivity, they should craft a proposition that aligns with their unique selling points of first of all being a leader in telecommunication, technology, and innovation. Secondly, having supportive management that empowers employees to make decisions by themselves and shape their position based on personal preferences. Thirdly, offering challenging, diverse, and creative work tasks to enable opportunities for developing new skills. Furthermore, DAF is recommended to promote life at DAF and create a unified organizational culture within the organization, clarify opportunities for development, and provide more social- and team-building activities.
27

Taking a system view on customer value creation

Åslund, Anna January 2016 (has links)
In Quality Management and Total Quality Management (TQM) customer focus and customer value creation is of importance and in organisations it is of high priority. Quality Management has had an internal focus when it comes to customer value creation but in the 21st century there is a need for an outward orientation and to go beyond the organisational borders. Also an increasing interest in social, societal and environmental issues can be seen, for instance by customers, organisations, quality awards and within the quality area. An area that considers these issues is the societal entrepreneurial sector.   The purpose of this thesis has been to contribute to the knowledge and understanding about customer value creation from a system view. Additionally the purpose has been to contribute to the development of Quality Management. In order to fulfil the purpose, case studies have been performed. Cases within the societal entrepreneurial area have been studied and seven studies have been performed. Data have been collected through interviews, direct observations, participating observations and documents. All data have been collected empirically except in one study where a literature case study was used. The data were analysed through tools such as process mapping, attribute value mapping and rich picture process maps combined with analytical methods for case study research. The research journey started out from TQM and an internal perspective on customer value creation. As the studies went on, the system borders became wider as other areas important to customer value creation were identified: the customer value creating system went from an internal perspective to include an external perspective.    The findings contribute to earlier research findings and give a comprehensive and simplified picture of a complex phenomenon and an opportunity to understand customer value creation from a system view. This thesis provides an overall map of the customer value creating system. Additionally it contributes to the development of Quality Management by expanding the view on customer value creation to include both an internal and an external oriented perspective. It also contributes by suggesting a fifth step in the quality management movement ´System Quality Management´ that considers social, societal and environmental factors through continuous improvement before, during and after value creation for customers. Further it contributes with a developed view on customers and the concept of customer value creation.   The overall map provided includes three areas. Growth and development of societal entrepreneurial initiatives. The result shows important components for the creation of societal value based on the growth and development of societal entrepreneurial initiatives. Included are the processes, input and output important for societal value creation from unidentified needs until societal value can be delivered, management process and support process fields.  Customer value creation in the customer sphere.  Customer value has been found to be created beyond the use or purchase of a product or service. Value has also been found to be created for those that are not in direct contact with an initiative or its product or service. Customer value has been found to spread into society like ripples in a complex system of value creation. And Value Ripple Logic has been developed to describe this phenomenon. Management role in customer value creation. The management’s role in value creation has been found to be of importance in the creation of customer value in an indirect way through interaction with the surroundings and the initiative.  Factors and behaviours have been found which are connected to the leaders and their essential management processes along with their input and output.   The findings presented in this thesis have considerable potential for development. Further studies need to be done within the area concerning how customer value is created and to achieve an even more comprehensive picture of the customer value creating system and the suggested fifth step. The results presented in this thesis are a contribution to the knowledge and understanding about customer value creation from a system view and the development of the Quality Management. / <p>Vid tidpunkten för disputationen var följande delarbeten opublicerade: delarbete 6 accepterat för publicering och delarbete 7 inskickat.</p><p>At the time of the doctoral defence the following papers were unpublished: paper 6 accepted for publication and  paper 7 submitted.</p>
28

Criação de valor para o cliente: um estudo exploratório sobre programas de Key Account Management (KAM) / Customer value creation: an exploratory study on Key Account Management (KAM) programs

Rego, Bruno Bordeaux 13 April 2016 (has links)
Nas últimas décadas, a maturidade de alguns mercados, a globalização e o crescente poder de barganha dos clientes aumentam ainda mais a necessidade das empresas em manterem e desenvolverem de forma eficaz seus clientes mais importantes. Neste contexto, ganham relevância os programas de Key Account Management (KAM), iniciativas corporativas que tratam de forma especial os clientes mais importantes do fornecedor. Para obter o desempenho financeiro superior, o programa de KAM precisa criar valor para o cliente para posterior apropriação de valor pelo fornecedor. Contudo, a maioria dos estudos enfatiza a apropriação de valor pelo fornecedor, porém poucas pesquisas investigam a criação de valor para o cliente em programas de KAM. Além disso, a maioria das pesquisas em marketing de relacionamento ainda foca muito nos impactos positivos do relacionamento. Dessa forma, é importante analisar empiricamente como é a implementação da criação de valor para o cliente em programas de KAM, identificando as principais dimensões e os fatores críticos. O objetivo do presente estudo é analisar o processo de criação de valor para o cliente em programas de Key Account Management (KAM) e propor um modelo de criação de valor para o cliente segundo a perspectiva da empresa fornecedora. As análises e o modelo são elaborados a partir de um processo de investigação abdutiva, ou seja, a combinação entre a fundamentação teórica sobre o conceito de valor e programas de KAM e a análise de conteúdo de 22 entrevistas em profundidade com especialistas em programas de KAM, profissionais de marketing/vendas que trabalham por pelo menos cinco anos com programas de KAM em grandes empresas no Brasil. O modelo proposto explica de forma integrada e sistemática como é a criação de valor para o cliente em programas de KAM segundo cinco dimensões (Desenvolvimento de relacionamentos; Entendimento dos direcionadores de valor; Desenvolvimento da proposta de valor; Comunicação da proposta de valor; e mensuração de valor), quatro moderadores (Orientação relacional do cliente; Formalização do programa de KAM para o cliente; Abordagem do fornecedor: \"orientada ao cliente\" vs. \"orientar o cliente\"; e Fit estratégico entre o fornecedor e o cliente) e três riscos (Não entrega do valor básico para o cliente; Rotatividade do Key Account Manager; e Sentimento de injustiça do cliente). Contribui-se com a teoria sobre o tema, ao incluir uma dimensão específica no modelo para desenvolvimento de relacionamentos do nível da díade (organização-organização) e indivíduo (funcionário-funcionário), e ao abordar não somente aspectos positivos do relacionamento, mas também os aspectos negativos (ou riscos da criação de valor para o cliente). Contribui-se também para a prática, ao prover uma visão mais ampla, sistemática e integradora dos diversos elementos da criação de valor para o cliente aos executivos das empresas que possuem programas de KAM, e ao recomendar práticas organizacionais que servem como guias para a tomada de decisão dos gestores de programas de KAM. Ademais, como a parte empírica do estudo é baseada no contexto brasileiro, amplia-se o conhecimento sobre KAM no Brasil. Por fim, apresentam-se as limitações do estudo com a agenda de pesquisas futuras / In recent decades, with the maturity of some markets, globalization and increasing power of the customers is becoming more important for the companies to maintain and develop effectively their most important customers. In this context, increases the relevance of Key Account Management (KAM) programs, a corporate initiative that performs special treatment to the most important supplier\'s customers. To obtain the superior financial performance, the KAM program improves the customer value creation for the value appropriation by the supplier. However, the majority of studies emphasize the value appropriation by the supplier, but few researches investigate the customer valuer creation on KAM programs. In addition, most of relationship marketing research still focuses much on the positive impacts of the relationship. Thus, it is important to empirically analyze how the implementation of customer value creation on KAM programs, identifying the main dimensions and the critical factors. The aim of this study is to analyze the customer value creation process on Key Account Management programs (KAM) and to propose a model of customer value creation from the supplier perspective. The analysis and the model are made through an abductive research process that combines the theoretical framework of the value concept and KAM programs, and content analysis of 22 in-depth interviews with experts on KAM programs, marketing or sales professionals who work for at least five years with KAM programs in large companies in Brazil. The proposed model explains in an integrated and systematic way the customer value creation on KAM programs according to five dimensions (Relationships development; Value drivers understanding; Value proposition development; Value proposition communication; and Value measurement), four moderators (Customer relational orientation; Formalization of the KAM program for the customer; Supplier approach: \"customer driven\" vs. \"customer driving\"; and strategic fit between the supplier and the customer) and three risks ( Not delivering the basic customer value; the Key Account Manager turnover; and Perceived injustice by the customer). The study contributes to the KAM theory through the inclusion of a specific dimension for the development of dyad relationships (organization-organization) and individual relationships (employee-employee) in the model, and through not only addressing the positive aspects of the relationship, but also the negatives (or customer value creation risks). It contributes also to the practice by providing a broader, systematic and integrating view of the several elements of customer value creation to executives of companies that have KAM programs, and recommending organizational practices that can be drivers for the decision making of KAM programs managers. Moreover, as the empirical part of the study is based in the Brazilian context, it broadens the knowledge of KAM in Brazil. Finally, we present study limitations with the future research agenda
29

Criação de valor para o cliente: um estudo exploratório sobre programas de Key Account Management (KAM) / Customer value creation: an exploratory study on Key Account Management (KAM) programs

Bruno Bordeaux Rego 13 April 2016 (has links)
Nas últimas décadas, a maturidade de alguns mercados, a globalização e o crescente poder de barganha dos clientes aumentam ainda mais a necessidade das empresas em manterem e desenvolverem de forma eficaz seus clientes mais importantes. Neste contexto, ganham relevância os programas de Key Account Management (KAM), iniciativas corporativas que tratam de forma especial os clientes mais importantes do fornecedor. Para obter o desempenho financeiro superior, o programa de KAM precisa criar valor para o cliente para posterior apropriação de valor pelo fornecedor. Contudo, a maioria dos estudos enfatiza a apropriação de valor pelo fornecedor, porém poucas pesquisas investigam a criação de valor para o cliente em programas de KAM. Além disso, a maioria das pesquisas em marketing de relacionamento ainda foca muito nos impactos positivos do relacionamento. Dessa forma, é importante analisar empiricamente como é a implementação da criação de valor para o cliente em programas de KAM, identificando as principais dimensões e os fatores críticos. O objetivo do presente estudo é analisar o processo de criação de valor para o cliente em programas de Key Account Management (KAM) e propor um modelo de criação de valor para o cliente segundo a perspectiva da empresa fornecedora. As análises e o modelo são elaborados a partir de um processo de investigação abdutiva, ou seja, a combinação entre a fundamentação teórica sobre o conceito de valor e programas de KAM e a análise de conteúdo de 22 entrevistas em profundidade com especialistas em programas de KAM, profissionais de marketing/vendas que trabalham por pelo menos cinco anos com programas de KAM em grandes empresas no Brasil. O modelo proposto explica de forma integrada e sistemática como é a criação de valor para o cliente em programas de KAM segundo cinco dimensões (Desenvolvimento de relacionamentos; Entendimento dos direcionadores de valor; Desenvolvimento da proposta de valor; Comunicação da proposta de valor; e mensuração de valor), quatro moderadores (Orientação relacional do cliente; Formalização do programa de KAM para o cliente; Abordagem do fornecedor: \"orientada ao cliente\" vs. \"orientar o cliente\"; e Fit estratégico entre o fornecedor e o cliente) e três riscos (Não entrega do valor básico para o cliente; Rotatividade do Key Account Manager; e Sentimento de injustiça do cliente). Contribui-se com a teoria sobre o tema, ao incluir uma dimensão específica no modelo para desenvolvimento de relacionamentos do nível da díade (organização-organização) e indivíduo (funcionário-funcionário), e ao abordar não somente aspectos positivos do relacionamento, mas também os aspectos negativos (ou riscos da criação de valor para o cliente). Contribui-se também para a prática, ao prover uma visão mais ampla, sistemática e integradora dos diversos elementos da criação de valor para o cliente aos executivos das empresas que possuem programas de KAM, e ao recomendar práticas organizacionais que servem como guias para a tomada de decisão dos gestores de programas de KAM. Ademais, como a parte empírica do estudo é baseada no contexto brasileiro, amplia-se o conhecimento sobre KAM no Brasil. Por fim, apresentam-se as limitações do estudo com a agenda de pesquisas futuras / In recent decades, with the maturity of some markets, globalization and increasing power of the customers is becoming more important for the companies to maintain and develop effectively their most important customers. In this context, increases the relevance of Key Account Management (KAM) programs, a corporate initiative that performs special treatment to the most important supplier\'s customers. To obtain the superior financial performance, the KAM program improves the customer value creation for the value appropriation by the supplier. However, the majority of studies emphasize the value appropriation by the supplier, but few researches investigate the customer valuer creation on KAM programs. In addition, most of relationship marketing research still focuses much on the positive impacts of the relationship. Thus, it is important to empirically analyze how the implementation of customer value creation on KAM programs, identifying the main dimensions and the critical factors. The aim of this study is to analyze the customer value creation process on Key Account Management programs (KAM) and to propose a model of customer value creation from the supplier perspective. The analysis and the model are made through an abductive research process that combines the theoretical framework of the value concept and KAM programs, and content analysis of 22 in-depth interviews with experts on KAM programs, marketing or sales professionals who work for at least five years with KAM programs in large companies in Brazil. The proposed model explains in an integrated and systematic way the customer value creation on KAM programs according to five dimensions (Relationships development; Value drivers understanding; Value proposition development; Value proposition communication; and Value measurement), four moderators (Customer relational orientation; Formalization of the KAM program for the customer; Supplier approach: \"customer driven\" vs. \"customer driving\"; and strategic fit between the supplier and the customer) and three risks ( Not delivering the basic customer value; the Key Account Manager turnover; and Perceived injustice by the customer). The study contributes to the KAM theory through the inclusion of a specific dimension for the development of dyad relationships (organization-organization) and individual relationships (employee-employee) in the model, and through not only addressing the positive aspects of the relationship, but also the negatives (or customer value creation risks). It contributes also to the practice by providing a broader, systematic and integrating view of the several elements of customer value creation to executives of companies that have KAM programs, and recommending organizational practices that can be drivers for the decision making of KAM programs managers. Moreover, as the empirical part of the study is based in the Brazilian context, it broadens the knowledge of KAM in Brazil. Finally, we present study limitations with the future research agenda
30

Grönt värdeskapande : En kvalitativ studie om att skapa och förmedla gröna värden inom e-handeln

Broström, Viktor, Martinez, Elena January 2021 (has links)
The impending climate crisis has raised expectations of companies green marketing, at the same time the digital development and the corona pandemic have shifted consumers buying behavior more towards companies’ e-commerce platforms. The underlying problem behind the study is that companies need to create green value that is perceived as real by their consumers and does not generate a negative effect or is misinterpreted for greenwash. Thus, it is important for companies to create real green value ​​for their consumers via their e-commerce platform that in the long run will contribute to profitability, competitiveness and a more environmentally friendly planet. The purpose of the study is to contribute to an increased understanding of how companies in the Swedish retail business can create and convey green value ​​for consumers via their e-commerce platform. The study uses a qualitative multi-case study where data is collected through interviews from five Swedish retail companies. The empirical data was analyzed through a theoretical framework based on the theories of Customer Value Proposition (CVP) and E-commerce Marketing Mix. The study finds that green value ​​should be combined with other more basic values ​​that are crucial for a purchasing decision, where the green value is then perceived as more real. It could also be stated that green value creation differs between companies because it is based on their customer group and the product categories they offer. Thereby, companies start from the consumer's subjective perception in order to understand how they should act in their value creation. Regarding the conveying of green value, it could be stated that companies' messages are perceived as more credible if they are transparent in their communication. Finally, the study presents three elements that companies should consider in their green value creation; (1) that green value ​​can become more autonomous and offer a direct effect that fills the consumer’s needs, (2) to educate and inform consumers to influence their subjective perception of the green value ​​and, (3) to be transparent to show how green value is created as well as what needs to be improved, thereby reducing greenwash.

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