There has been a lot of research and studies done about the positive effects of inbound marketing and previous research clearly states that engaging customers is crucial when developing a successful inbound marketing strategy. However, a gap in connecting inbound marketing to a B2B-perspective is evident. Little information can be found about this specific field of practice when using inbound marketing strategy. Therefore, the aim of this study is to increase the understanding of in what way business to business companies use inbound marketing and the reasons they have for applying this strategy. This study was constructed by a qualitative method with an abductive approach where six companies were interviewed. The interviews were then compared with each other and the collected data from the Frame of Reference in order to gain a deeper understanding of the companies work with inbound marketing. The result of the study gives an insight into how companies can implement inbound marketing in their marketing strategy and the benefits it will lead to if executed correctly. Furthermore, a model has been created to help companies implement inbound marketing and shows which inbound marketing tools that can be used in the different stages of the sales and marketing process.

Este trabalho teve como foco principal o estudo dos processos de entrada de empresas estrangeiras no Brasil com o objetivo de responder à seguinte questão de pesquisa: Como auxiliar às empresas internacionais interessadas em se estabelecer no Brasil? Para responder à pergunta acima, o objetivo principal do trabalho foi propor um modelo de fluxo de ações e cuidados a serem tomados para que o dirigente executivo da empresa estrangeira possa se basear e assim, melhor se preparar para a execução de um plano de entrada no mercado brasileiro. A estrutura teórica utilizada para dar apoio ao estudo está dividia em três grupos: As teorias de internacionalização, mostrando a sua evolução no tempo. O segundo grupo descreve os principais modos de entrada de uma empresa em outro país, destacando suas vantagens e características. O terceiro grupo, apresenta as barreiras potencialmente encontradas à entrada de uma empresa em um país estrangeiro. O método utilizado para o desenvolvimento deste estudo, incluiu, além da pesquisa teórica, o desenvolvimento e aplicação de entrevistas exploratórias com quatro empresas estrangeiras, em que os achados revelaram os modos de entrada utilizados e as razões de escolha de cada uma, bem como as barreiras à entrada e os problemas enfrentados por falta de um plano pré-expansão. A terceira etapa foi constituída de uma abordagem em formato de entrevista com entidades brasileiras de fomento à internacionalização de empresas no Brasil, para entender quais os critérios e processos essas entidades aplicam a suas empresas clientes estrangeiras. Para concluir o método, a quarta etapa foi outra pesquisa, juntamente com um grupo seleto de especialistas consultores em expansão internacional, com o objetivo de validar tais critérios mencionados nas duas pesquisas anteriores. O resultado foi um modelo de fluxo de ações e critérios a serem observados na etapa pré-expansão como a busca por network local, a visita ao país anfitrião de interesse com a participação em rodadas de negócios e desenvolvimento de pesquisa do mercado para o apoio em informações que servirão à continuidade ou não ao plano de expansão. Em sequência, outros critérios que foram mencionados nas pesquisas foi a listagem das potenciais barreiras à entrada e os modos de entrada com suas vantagens e desvantagens para o mercado e a empresa interessada. Por fim, foi mencionado a importância de preparar o plano de negócio e sua implementação, baseados no tempo e custos de investimento encontrados, seguido da fase de acompanhamento com visitas e auditorias locais. Os achados atenderam ao objetivo desta pesquisa, e podem servir de base de consulta para estudantes e outros especialistas sobre o tema de expansão internacional de empresas no Brasil, além do desenvolvimento de novos estudos comparativos. / This work had as its prime focus the study of the processes for the entrance of foreign companies in Brazil in order to respond to the following research question: How to assist international companies interested in establishing themselves in Brazil? To answer the prior question, the main objective of the work was to propose a flow model of actions and care to be taken, so that the executive officer of the foreign company can be based and thus be better prepared for the execution of a plan of entry in the Brazilian market. The theoretical structure used to support the study is divided into three groups: The theories of internationalization, showing their evolution in time. The second group describes key modes for a company to enter another country highlighting its advantages and characteristics. The third group presents potential barriers against the entering of a company in a foreign country. The method used for the development of this study included, in addition to the theoretical research, the development and application of exploratory interviews with four foreign companies, where the findings revealed the used entry modes and the reasons for choosing each as well as the barriers to the entry and the problems faced by the lack of a pre-expansion plan. The third stage consisted of an approach in the format of an interview with Brazilian entities promoting the internationalization of companies in Brazil, in order to understand what criteria and processes these entities apply to their foreign client companies. To conclude the method, the fourth step was another research along with a distinct group of experts, consultants in international expansion, with the aim of validating such criteria mentioned in the previous two surveys. The result was a flow model of actions and criteria to be observed in the pre-expansion stage such as the search for local network, a visit to the host country of interest with participation in business rounds and the development of market research for information-based support that will serve to the continuity or not of the expansion plan. In sequence, other criteria that were mentioned in the surveys were a list of potential barriers to the entrance and the modes of entry with their advantages and disadvantages for the market and for the interested company. Finally, it was mentioned the importance of preparing the business plan and its implementation based on time and the investment costs found, followed by the monitoring phase with visits and local audits. The findings met the goal of this research and can serve as a basis of consultation for students and other experts about the subject of international expansion of companies in Brazil as well as the development of new comparative studies.

Business has globalized rapidly during the last decades. Distances between point of origin and point of consumption have increased as a result of globalization. Today’s increased distances mean that companies require faster logistic responses. Air transportation is preferred because it’s worldwide lead-time, of just 1-2 day, fulfill business expectations. However, transportation operation costs have risen dramatically and there are growing concerns about the high CO2 emission levels associated with air transportation. These issues have recently become a point of focus for most globalized companies. Currently, Atlas Copco Rock Drills AB, in Örebro is mostly using air transportation for their inbound logistics flow from North America Shared Distribution Center (SDC). In this thesis, sea transportation is surveyed to asses it’s suitability as a replacement in both economic and environmental terms. The formulated questions are: (1) For which items can SDC use sea transportation instead of air transportation at the lowest cost and with the lowest risk? (2) How much can SDC reduce their CO2 emission with the new setup? Does it comply with the ”environmental targets” of Atlas Copco Rock Drills AB? (3) How would SDC make decisions about suitable transportation setups for additional items in the future? When the transportation method is changed from air to sea more than one of the total logistics costs are affected. In reflection of the longer lead-times connected with sea transportation warehousing costs will increase. Therefore, when researching the ”lowest cost” we must consider the lowest total logistics cost. Extended lead-times also decrease the companies’ capability for flexibility; additionally, there will be heightened risk in connection with product life cycles. The possible environmental effects of sea transportation are considered carefully before an item’s transportation method change is suggested to the company. All calculations of CO2 emissions have been done in accordance with Nätverk för Transporter och Miljö ’s (Network for Transporter and Environment) (NTM) formula in order to reach a credible result. The findings are compared with the company’s environmental policy. An excel model has been developed to calculate results for extra items which may be added to the product range in the future. As a result of the research analysis it has been shown possible to reduce total logistic cost up to, 33%, 3.247.000 SEK. By changing transportation mode, the CO2 emission levels for transportation per item for these can even be reduced by up to 97%. Additionally, the excel model can be used internally to implement future changes.

Este trabalho teve como foco principal o estudo dos processos de entrada de empresas estrangeiras no Brasil com o objetivo de responder à seguinte questão de pesquisa: Como auxiliar às empresas internacionais interessadas em se estabelecer no Brasil? Para responder à pergunta acima, o objetivo principal do trabalho foi propor um modelo de fluxo de ações e cuidados a serem tomados para que o dirigente executivo da empresa estrangeira possa se basear e assim, melhor se preparar para a execução de um plano de entrada no mercado brasileiro. A estrutura teórica utilizada para dar apoio ao estudo está dividia em três grupos: As teorias de internacionalização, mostrando a sua evolução no tempo. O segundo grupo descreve os principais modos de entrada de uma empresa em outro país, destacando suas vantagens e características. O terceiro grupo, apresenta as barreiras potencialmente encontradas à entrada de uma empresa em um país estrangeiro. O método utilizado para o desenvolvimento deste estudo, incluiu, além da pesquisa teórica, o desenvolvimento e aplicação de entrevistas exploratórias com quatro empresas estrangeiras, em que os achados revelaram os modos de entrada utilizados e as razões de escolha de cada uma, bem como as barreiras à entrada e os problemas enfrentados por falta de um plano pré-expansão. A terceira etapa foi constituída de uma abordagem em formato de entrevista com entidades brasileiras de fomento à internacionalização de empresas no Brasil, para entender quais os critérios e processos essas entidades aplicam a suas empresas clientes estrangeiras. Para concluir o método, a quarta etapa foi outra pesquisa, juntamente com um grupo seleto de especialistas consultores em expansão internacional, com o objetivo de validar tais critérios mencionados nas duas pesquisas anteriores. O resultado foi um modelo de fluxo de ações e critérios a serem observados na etapa pré-expansão como a busca por network local, a visita ao país anfitrião de interesse com a participação em rodadas de negócios e desenvolvimento de pesquisa do mercado para o apoio em informações que servirão à continuidade ou não ao plano de expansão. Em sequência, outros critérios que foram mencionados nas pesquisas foi a listagem das potenciais barreiras à entrada e os modos de entrada com suas vantagens e desvantagens para o mercado e a empresa interessada. Por fim, foi mencionado a importância de preparar o plano de negócio e sua implementação, baseados no tempo e custos de investimento encontrados, seguido da fase de acompanhamento com visitas e auditorias locais. Os achados atenderam ao objetivo desta pesquisa, e podem servir de base de consulta para estudantes e outros especialistas sobre o tema de expansão internacional de empresas no Brasil, além do desenvolvimento de novos estudos comparativos. / This work had as its prime focus the study of the processes for the entrance of foreign companies in Brazil in order to respond to the following research question: How to assist international companies interested in establishing themselves in Brazil? To answer the prior question, the main objective of the work was to propose a flow model of actions and care to be taken, so that the executive officer of the foreign company can be based and thus be better prepared for the execution of a plan of entry in the Brazilian market. The theoretical structure used to support the study is divided into three groups: The theories of internationalization, showing their evolution in time. The second group describes key modes for a company to enter another country highlighting its advantages and characteristics. The third group presents potential barriers against the entering of a company in a foreign country. The method used for the development of this study included, in addition to the theoretical research, the development and application of exploratory interviews with four foreign companies, where the findings revealed the used entry modes and the reasons for choosing each as well as the barriers to the entry and the problems faced by the lack of a pre-expansion plan. The third stage consisted of an approach in the format of an interview with Brazilian entities promoting the internationalization of companies in Brazil, in order to understand what criteria and processes these entities apply to their foreign client companies. To conclude the method, the fourth step was another research along with a distinct group of experts, consultants in international expansion, with the aim of validating such criteria mentioned in the previous two surveys. The result was a flow model of actions and criteria to be observed in the pre-expansion stage such as the search for local network, a visit to the host country of interest with participation in business rounds and the development of market research for information-based support that will serve to the continuity or not of the expansion plan. In sequence, other criteria that were mentioned in the surveys were a list of potential barriers to the entrance and the modes of entry with their advantages and disadvantages for the market and for the interested company. Finally, it was mentioned the importance of preparing the business plan and its implementation based on time and the investment costs found, followed by the monitoring phase with visits and local audits. The findings met the goal of this research and can serve as a basis of consultation for students and other experts about the subject of international expansion of companies in Brazil as well as the development of new comparative studies.

This study is a reflection on the perspective of consolidating a cultural tourism identity for the Federal University of Santa Maria (UFSM), located in Santa Maria, Rio Grande do Sul. This analysis has as object of study the receptive inserted tourism in the context of event tourism in the Federal University of Santa Maria. The proposal is to think of the Federal University of Santa Maria as attractive cultural tour of the city of Santa Maria. / Este estudo parte de uma reflexão acerca da perspectiva em consolidar uma identidade turística cultural para a Universidade Federal de Santa Maria (UFSM), localizada no município de Santa Maria, no Rio Grande do Sul. Esta análise apresenta como objeto de estudo o turismo receptivo inserido no contexto do turismo de eventos na Universidade Federal de Santa Maria. Através da construção de um Kit de serviços receptivos da UFSM , a proposta é pensarmos na Universidade Federal de Santa Maria como atrativo turístico cultural da cidade de Santa Maria. De forma que esses produtos sugeridos colaborem no sentido de divulgar e valorizar a Instituição.

國際觀光對於許多國內經濟成長趨緩的已開發國家是重要財源之一，日本政府近年來開始積極推動入境旅遊，來刺激停滯經濟成長。此研究探討觀光趨勢與政府能夠推動可增加觀光客人數的觀光政策進而成為以觀光為發展導向的國家。 此報告採用Panel Data分析方法中的固定效應模式來評估觀光收入與觀光價格以及主要事件與相關政策對於國際觀光客的影響，研究對象以十一個亞洲國家到日本旅遊為例。此研究發現觀光需求易受到觀光客出發國家以及目的國家的旅遊價格影響。此研究發現需求的收入彈性係數為+3.041，需求的收價格彈性係數為-0.486，表示對國際觀光客而言，赴日旅遊是較昂貴的商品，觀光客的價格較不彈性。此外, 有關當局預估福島核災事件在2011年會減少觀光客人次至2,765,669，而2015年的外國觀光客免稅購物政策則導致國際觀光客入境人次2,115,519。此研究發現免簽證觀光的延長政策以及對日本的重大抗議對於國際觀光客入境日本並無顯著影響。 / International tourism has become a significant source of economic growth for many developed countries that have encountered slowdowns in domestic economic productivity. The Japanese government has begun, in recent years, to promote inbound tourism in an effort to stimulate its own stagnant economic growth. This paper discusses tourism trends and policies the government could implement to increase the number of tourists and become the “tourism-oriented country” it aspires to be. This paper adopts a Panel Data Analysis with Fixed Effects model to estimate the impact of tourist income and tourism price as well as major events and policy on international tourist arrivals to Japan from 11 Asian countries. The paper finds that tourism demand is sensitive to both origin country income and destination country price. Income elasticity of demand is found to be +3.041 and price elasticity of demand to be -0.486 implying travel to Japan is considered a luxury good and that visitors are price inelastic. Further, the Fukushima nuclear disaster is estimated to have reduced international arrivals by 2,765,669 in its aftermath in 2011 and the implementation of tax-free shopping for foreign visitors led is estimated to have increased international arrivals by 2,115,519 in 2015. The paper finds the expansion of visa exempt travel and major protests against Japan to have no significant impact on international arrivals.

The aim of the diploma thesis is the analysis of set inbound marketing components and suggestion of a strategical concept with the option of real processing of this web within the bounds of possibility of the set marketing components. In the theoretical part of the thesis, the whole strategy of inbound marketing and its general inbound marketing components are presented. In the practical part of the thesis, the analysis of the website magazine in connection with user behaviour is presented, including visit rate specification towards the specific content, setting up partial SEO factors and organic marketing on social media. In the end of the diploma thesis, the analysed metrics and specific recommendations of the plan are described.

Cytiva is a global provider of technologies to global pharmaceutical companies and it is critical to ensure that Cytiva’s customers receive deliveries of products on-time. Cytiva’s products are shipped via road transportation within most parts of Europe and for the rest in the world air freight is used. The company is challenged to deliver products on time between regional distribution points and from manufacturing sites to its regional distribution centers. The time performance for the delivery of goods is today 79% compared to the company’s goal 95%. The goal of this work is to find the root causes and recommend improvement opportunities for the logistics organizations inbound in-transit time performance towards their target of 95% success rate of shipping in-transit times. Data for this work was collected from the company’s system to create visibility for the logistics specialists and to create a prediction that can be used for the warehouse in Rosersberg. Visibility was created by implementing various dashboards in the QlikSense program that can be used by the logistics group. The prediction models were built on Holt-Winters forecasting technique to be able to predict quantity, weight and volume of products, which arrive daily within five days and are enough to be implemented in the daily work. With the forecasting technique high accurate models were found for both the quantity and weight with accuracies of 96.02% and 92.23%, respectively. For the volume, however, too many outliers were replaced by the mean values and the accuracy of the model was 75.82%. However, large amounts of discrepancies have been found in the data which today has led to a large ongoing project to solve. This means that the models shown in this thesis cannot be completely reliable for the company to use when a lot of errors in their data have been found. The models may need to be adjusted when the quality of the data has increased. As of today the models can be used by having a glance upon.

Studien syftade till att utreda potentialen av att införa en AGV-lösning vid inleverans av artiklar. Dessa AGV:er transporterar gods till ankommen artikels lagergång så att en manuell truck sedan kan lagerlägga godset på korrekt lagerplats. Skillnaden i genomloppstid mellan nuläget och en AGV-lösning studerades för att se om en automatiserad inleverans bidrog till en minskad genomloppstid från att artikeln var färdigbehandlad på inleveransytan tills att den låg på lagerplats. Det första experimentet var att göra en förändring i resurser där manuella resurser byttes ut mot AGV:er. Det andra experimentet var att ändra antalet tillgängliga AGV:er på lagret, där dessa varierade mellan en och fem. Det sista experimentet var att öka inleveransflödet av pallar till PN Herstadberg med 20 procent. Resultaten av de två första experimenten visade att genomloppstiden minskade från när en artikel var färdigbehandlad på inleveransen tills den låg på lagerplats när tre eller fler AGV:er användes. Resultatet för det sista experimentet visade att genomloppstiden ökade både för manuella resurser och AGV:er när fler artiklar ankom till lagret. Dock stod samma resultat kvar som tidigare, att tre eller fler AGV:er minskar genomloppstiden i jämförelse med manuella resurser. Resultatet för studien var att genomsnittstiden i nuläget för skjutstativsgods var 98,83 minuter och 222,23 minuter för V12-gods. När tre AGV:er används minskar dessa genomsnittstider till 67,87 minuter för skjutstativsgods samt till 127,04 minuter för V12-gods. Ytterligare minskning sker vid användande av fyra och fem AGV:er men denna minskning är betydligt mindre. Efter att potentialen av en AGV-lösning utretts är slutsatsen att AGV:er kan minska genomloppstiden. Antalet AGV:er som implementeras avgör om automatiseringen förbättrar genomloppstiden i jämförelse med manuella resurser. / <p>Examensarbetet är utfört vid Institutionen för teknik och naturvetenskap (ITN) vid Tekniska fakulteten, Linköpings universitet</p>

В выпускной квалификационной работе магистранта рассматривается новый для России способ визовой поддержки – электронная виза. Изучена история проведения эксперимента по применению электронной визы в ряде регионов страны, предпринята попытка спрогнозировать востребованность этого сервиса в постпандемийный период. / In the master’s thesis of a student a new for Russia method of visa support - e-visa is considered. The history of the experimental application of electronic visa in a number of regions of the country is studied, an attempt is made to predict the demand for this service in the post-pandemic period.