The development of digital solutions has changed the way consumers complete purchases today. New distribution channels through internet and mobile applications have come to challenge the business of traditional retailers. Thus, retailers must find new ways of keeping customers loyal to the store. One way of retaining customers is to provide a more prominent customer experience. This study focuses on technological solutions for the food retail industry that enables the creation of this experience, more specifically self-scanning applications provided by the Swedish company Datema.The Swedish market, in which Datema acts, is among the most technologically advanced in the world regarding self-scanning solutions and has begun to reach a maturity phase. This, along with desires to expand the marketplace, has created an attraction to larger foreign markets such as North America. Similarities in business culture and a strong buying power have led to a certain interest in the Northeastern part of America. Thus, the purpose of this thesis is to investigate the need for self-scanning solutions in this specific area and to provide recommendations for how the market could be targeted.To create an overview of the market structure the consumer market has been studied through an in-depth literature review of the latest market investigations. Furthermore, the technological level of Northeastern supermarket chains was investigated through market observations and interviews with store managers in Boston, Massachusetts. To create the holistic view of the market, interviews with experts in the US retail market and with US IT-vendors were conducted. Additionally, interviews with management consultants and experts in market entries have contributed to answering the question of how the market should be entered. Finally, in order to provide conclusions and recommendations, the results have been analyzed with relevant literature and theories within marketing, change management and entry mode management.The findings in this master thesis indicates that there is a need for technological solutions that enhance the customer experience in the Northeastern American food retail market. Furthermore, the technological level of the existing supermarket chains in Boston is considered low and that the level and acceptance varies with the store concept. The previous resistance towards implementation of new technological solutions in the stores was found to mainly depend on a low knowledge, low trust in the consumers and fear of losing customer interaction.Datema is recommended to address the middle and high-end supermarket chains with a follower approach. Further recommendations include that the market should be entered through a joint venture with a local partner.

No description available.

The car retailing industry is currently undergoing a significant transformation. This transformation is due to the automotive industry switching from producing internal combustion engines vehicles to battery electric vehicles. The retailing industry need to transform, like the rest of the automotive industry, and their most essential asset is the customer relationship. This transformation is affecting several aspects of car retailing, with many revenue streams being diluted, or disappearing completely by the emergence of battery electric vehicles. The purpose of this thesis is to investigate current industry transformations and evaluate how car retailers can develop innovative value offerings to manage industry changes proactively. Results have emerged by examining theory connected to digital transformation, customer-centricity and dynamic capabilities, combined with 25 interviews with customers, industry stakeholders and internal personal at the case company, Börjessons Bil. These include that customer behaviors have changed immensely, that digitalization drives transparency and that retailers require new revenue streams within the service industries. Based on these results two value offering concepts were developed: - An internal loyalty program, based on customer lifetime value calculations, providing customers with perks and benefits, while giving Börjessons Bil strengthened relationships and more data. - A business to consumer subscription service, which bundles many services connected to mobility, such as tire switching and windscreen repairs, into one package deal. This concept will provide customers with a more effortless vehicle owning experience. / Bilhandelsindustrin genomgår för närvarande en omfattande transformation. Denna berörs till stor del av att bilindustrin håller på att ändras från att producera bilar med förbränningsmotorer till elbilar. Bilhandelsindustrin behöver förändras, precis som den generella bilindustrin, och bilhandelns mest värdefulla tillgång är relationen till deras kunder. Transformationen påverkar flera delar av bilhandeln och många omsättningsmöjligheter vattnas ur eller försvinner totalt genom införandet av elbilar. Syftet med denna uppsats är att undersöka aktuella branschförändringar och utvärdera hur bilhandlare kan utveckla innovativa värdeerbjudanden för att hantera industriförändringar proaktivt. Resultat har framkommit genom att undersöka teori kopplat till kundfokusering, digital transformation, och dynamiska förmågor, kombinerat med 25 intervjuer med kunder, intressenter inom industrin samt intern personal på Börjessons Bil. Dessa intygar att kunder har förändrats avsevärt de senaste 10 åren, att digitalisering är en drivkraft för transparens samt att bilhandlare behöver skapa nya omsättningsmöjligheter inom serviceindustrin. Baserat på resultaten har två koncept på värdeerbjudanden utvecklats: - Ett internt lojalitetsprogram, baserat på kundens livstidsvärde, som ger kunden bonusar samt andra fördelar, samtidigt som det ger Börjessons Bil förbättrade kundrelationer och mer data. - En prenumerationstjänst för service industrin, som paketerar åtskilliga tjänster kopplat till mobilitet, så som däckbyte och vindrutereparationer, till ett paket. Detta koncept kommer att förse kunden med en smidigare upplevelse av att äga en bil.

Global food production places significant demands on the environment, contributing to climate change and environmental degradation. The transition to sustainable production and consumption systems is therefore critical in meeting the food demands of growing populations while preserving the ecosystem. Supermarkets, as intermediaries between suppliers and consumers, play an important role in promoting sustainable consumption. However, their profit-driven nature has frequently stifled genuine change. The use of tools, such as life cycle assessment (LCA) has recently boomed in the food industry to help combat negative effects of food production. However, the complexity and variability of food production, as well as the tools’ technopolitical considerations, complicate their application to the food value chain, requiring a critical approach. The thesis explored the intersection of these two topics, specifically the sustainability initiatives of Swedish supermarkets and the role of the life cycle perspective in them. The study found that the life cycle perspective does not currently play a significant role in Swedish supermarkets’ sustainability initiatives, with applications primarily limited to generic carbon footprint data. Furthermore, supermarkets were found to promote a weak model of sustainable consumption, with their transformative potential limited by consumer demand and the desire for profit. Nonetheless, the findings revealed a shift in retailer attitudes relative to previous research, with greater recognition of their responsibility and sustainability initiatives in procurement. While more comprehensive and drastic approaches are required for the long-term transformation of the food value chain, shared initiatives and increased standardisation show promise in bringing actors together to achieve this goal. / Den globala livsmedelsproduktionen ställer stora krav på miljön och bidrar till klimatförändringar och miljöförstöring. Övergången till hållbara produktions- och konsumtionssystem är därför avgörande för att möta den växande befolkningens efterfrågan på livsmedel samtidigt som ekosystemet bevaras. Stormarknader, som mellanhänder mellan leverantörer och konsumenter, spelar en viktig roll för att främja hållbar konsumtion. Deras vinstdrivande natur har dock ofta hämmat verklig förändring. Användningen av verktyg som livscykelanalys (LCA) har på senare tid ökat kraftigt inom livsmedelsindustrin för att bekämpa negativa effekter av livsmedelsproduktionen. Men livsmedelsproduktionens komplexitet och variabilitet, liksom verktygens teknopolitiska överväganden, komplicerar deras tillämpning på livsmedelsvärdekedjan och kräver ett kritiskt förhållningssätt. Avhandlingen undersökte skärningspunkten mellan dessa två ämnen, särskilt svenska stormarknaders hållbarhetsinitiativ och livscykelperspektivets roll i dem. Studien visade att livscykelperspektivet för närvarande inte spelar någon betydande roll i svenska stormarknaders hållbarhetsinitiativ, med tillämpningar som främst är begränsade till generiska koldioxidavtrycksdata. Dessutom visade det sig att stormarknaderna främjar en svag modell för hållbar konsumtion, där deras omvandlingspotential begränsas av konsumenternas efterfrågan och önskan om vinst. Resultaten visade dock på en förändring i återförsäljarnas attityder i förhållande till tidigare forskning, med ett större erkännande av deras ansvar och hållbarhetsinitiativ inom upphandling. Även om det krävs mer omfattande och drastiska tillvägagångssätt för en långsiktig omvandling av livsmedelsvärdekedjan, är gemensamma initiativ och ökad standardisering lovande när det gäller att föra samman aktörer för att uppnå detta mål.

台灣加入WTO後，各產業面臨全球化之激烈競爭，而國內流通業者如何在連鎖化、大型化、多樣化、差異化的趨勢中，善用高科技，創新經營模式，提升競爭力，已是刻不容緩的課題。台灣流通業者，規模小，數量多，e化人才不足，因此政府在這方面之協助，更顯重要性。 商業司自民國90年起推動「商業e化輔導推動計畫」至民國93年止已輔導了127個體系，共由127家受輔導廠商及其帶動上線企業26,641家接受政府補助進行各項B2B需求鏈的e化應用，如電子採購(e-Procurement)、電子帳務處理(e-Payment)、企業資源規劃(Enterprise Resource Planning)、協同規劃/預測/補貨系統(Collaborative Planning， Forecasting & Replenishment)等。 為了暸解其效益，本研究就民國93年年度接受政府輔導的11個行業別，42個體系，42家受輔導廠商及5,697家帶動上線企業進行問卷普查，及個案訪談加上專家意見，進行方式與步驟如下： 1. 針對帶動上線企業之問卷調查與分析，暸解其持續上線狀況，e化效益，e化交易金額比重，e化困難點，e化滿意度並給予企業提出相關建議等。 2. 依據帶動上線企業各項問卷普查及意見彙整後，再提供受輔導廠商予以回覆，並了解關鍵性績效指標之改善或提升程度。 3. 針對回卷率特別偏低或高，或無持續上線率偏高，或持續上線率高，之受輔導廠商進行深度個案訪談。 4. 佐以商業司主辦的各項會議之專家意見 本研究綜合上述各項調查、個案訪談、意見彙總，除瞭解政府商業e化推動措施對流通業及物流業之效益外，亦針對政府、流通業及資服業提出建議，希望能在產官學研的共同努力下，利用e化提升我國流通業之競爭力。 / Industries in Taiwan have been facing severe competition in the global marketplace since Taiwan joined the World Trade Organization (WTO). E-Commerce is touted as the necessary technology and management innovation for the retailing industry in Taiwan to improve its productivity and competitiveness. Since most retailers in Taiwan are small and medium firms, they frequently lack sufficient resource to implement E-Commerce. Consequently, government must provide the retailers with necessary support and guidance to upgrade their E-Commerce practices. The Department of Commerce (DOC) in Taiwan has been actively assisting the retailers with their e-commerce implementation. Between 2001 and 2004, DOC embarked on the “E-Commerce Promotion and Assistance Plan” and successfully established 127 E-Commerce systems, sponsored 127 firms who subsequently involved 26,641 affiliated firms downstream to implement various B2B programs, including e-Procurement, e-Payment, Enterprise Resource Planning (ERP), and Collaborative Planning, Forecasting & Replenishment (CPFR). The purpose of this study is to assess the effectiveness of DOC’s current E-Commerce policy for supporting the retailers in Taiwan. To collect necessary information, this study surveyed 42 systems, 42 sponsored firms and 5,697 affiliated firms, visited several individual retailers, and interviewed a few industry experts. The following is the research procedure followed by this study. 1. Based on the completed questionnaires from the affiliated firms, this study analyzed and studied the progress, effectiveness, sales contribution, difficulties, and satisfaction of their E-Commerce implementation. Accordingly, several suggestions for improvement were proposed. 2. The feedback from the affiliated firms was provided to those sponsored firms for adjusting their future E-Commerce strategies. 3. Identified several sponsored firms who had either low or high usage of the established E-Commerce programs and conducted in-depth interviews to understand the success and failure of the implementation. 4. Solicited expert opinions from a few DOC-sponsored meetings. With valuable information collected from the above sources, this study intends to shed light in the effectiveness of the government’s current E-Commerce policy. Additionally, this study hopes to provide suggestions to the government, the retailing industry, and the IT industry for improving the practice of E-Commerce and ultimately the global competitiveness of the retailing industry in Taiwan.

<p>Att shoppa har blivit en utav våra allra vanligaste ledighetssysslor. Konsumenter rör sig obehindrat mellan butiker och dess olika miljöer, ofta på ett slumpmässigt sätt. Frågan är hur mycket slump det faktiskt är hur miljöerna får konsumeter att må och att röra sig. Vi har valt att observera konsumenter för att se hur miljön påverkar till både aktiva beslut och kognitiva beslut. Miljön ska skapa rätt känslor hos konsumenter för att de ska trivas i miljön samt återvända till den.</p><p>Tjänstemiljö är ett allt mer centralt begrepp för företag, eftersom det ses som en funktion att skapa avsedda känslor genom att avbilda en annan verklighet. Det är även så att tjänstemiljön avspeglar och skapar mening till konceptet samt skapar ett värde hos konsumenten.</p><p>Det praktiska syftet med uppsatsen är undersöka hur konsumenter påverkas av tjänstemiljön i ett köpcentrum. Det teoretiska syftet är att försöka konkretisera vad som sker hos konsumenter vid besöket av ett köpcentrum. Syftet ska leda till underlag för köpcentrumet Mitt i city i Karlstad, om hur tjänstemiljön skapar en upplevelse, mening och funktion till konsumenter genom köpcentrumets koncept.</p><p>Vår teoretiska bakgrund och kunskapsfront för denna uppsats bygger på tidigare forskning kring designattribut inom konsumtionsmiljöer samt påverkan från miljön till konsumenter. Videoobservation har genomförts för våra studier för att på ett bra sätt komplittera redan befintliga studier om konsumentbeteenden, rörelsemönster och koncept. Vi har även rett ut sambandet mellan köpcentrum med dess koncept, värde och meningsskapande för tjänstemiljön.</p><p>För att genomföra vår studie har vi valt en kvalitativ metod och studerat informanters välbehag av miljön samt observerat deras rörelsemönster. Vi observerade och intervjuade våra informanter i tre faser; före, under och efter besöket av köpcentret.</p><p>Studien av Mitt i city har gett indikationer på hur tjänstemiljön skapar värde till konsumenter genom köpcentrumets koncept. Vi har även upptäckt att konsumenter skapar individuella upplevelser och upplevelserum genom att använda tjänstemiljön på olika sätt.</p> / <p>Shopping has become one of our most common leisure services. Consumers are moving unimpededly between shops and their different environments, often in a random manner. The question is how big impact the environment brings to the consumers wellbeing and to their behaviour. We have chosen to observe consumer for that reason, to see how the environment affect to both active decisions and cognitive decisions. The function of the environment is to create the right enjoyable feelings among the consumers, to make them revisit.</p><p>Servicescape is an increasing idea in retailing. It is of big importance that consumers can feel wellness in the environment were the purchasing is about to take place. The environment also creates meaning and value to the concept of a mall.</p><p>The utilitarian purpose with this essay is to investigate how consumers are affected by the servicescape in a shopping mall. The theoretical purpose is attempting to concretize what really happens among the consumers when they visit the mall. The purpose will lead to a foundation for the shopping mall “Mitt i City” in Karlstad, about how the servicescape creates experience, meaning and a function to consumers thru the malls concept.</p><p>Our theoretical background and proficiencies for this essay is built upon earlier research based on design attributes within consumption environments, and the research about the influence that environment brings to the consumers. Video observations have been done for our studies, to provide and complement existing studies about consumer behaviour in servicescape. We have also reasoned about the shopping mall with its concept, value and meaning for the servicescape.</p><p>To put through our studies we have chosen a qualitative method and studied informants well being in the environment. We have also observed their movement. We observed and interviewed our informants in three phases, before- under and after the visit of the mall.</p><p>The study of “Mitt i City” has given indications about how the servicescape creates value to consumer thru the shopping malls concept. We have also discovered that consumer creates individual experiences and experience rooms thru using the servicescape in different ways.</p>

Att shoppa har blivit en utav våra allra vanligaste ledighetssysslor. Konsumenter rör sig obehindrat mellan butiker och dess olika miljöer, ofta på ett slumpmässigt sätt. Frågan är hur mycket slump det faktiskt är hur miljöerna får konsumeter att må och att röra sig. Vi har valt att observera konsumenter för att se hur miljön påverkar till både aktiva beslut och kognitiva beslut. Miljön ska skapa rätt känslor hos konsumenter för att de ska trivas i miljön samt återvända till den. Tjänstemiljö är ett allt mer centralt begrepp för företag, eftersom det ses som en funktion att skapa avsedda känslor genom att avbilda en annan verklighet. Det är även så att tjänstemiljön avspeglar och skapar mening till konceptet samt skapar ett värde hos konsumenten. Det praktiska syftet med uppsatsen är undersöka hur konsumenter påverkas av tjänstemiljön i ett köpcentrum. Det teoretiska syftet är att försöka konkretisera vad som sker hos konsumenter vid besöket av ett köpcentrum. Syftet ska leda till underlag för köpcentrumet Mitt i city i Karlstad, om hur tjänstemiljön skapar en upplevelse, mening och funktion till konsumenter genom köpcentrumets koncept. Vår teoretiska bakgrund och kunskapsfront för denna uppsats bygger på tidigare forskning kring designattribut inom konsumtionsmiljöer samt påverkan från miljön till konsumenter. Videoobservation har genomförts för våra studier för att på ett bra sätt komplittera redan befintliga studier om konsumentbeteenden, rörelsemönster och koncept. Vi har även rett ut sambandet mellan köpcentrum med dess koncept, värde och meningsskapande för tjänstemiljön. För att genomföra vår studie har vi valt en kvalitativ metod och studerat informanters välbehag av miljön samt observerat deras rörelsemönster. Vi observerade och intervjuade våra informanter i tre faser; före, under och efter besöket av köpcentret. Studien av Mitt i city har gett indikationer på hur tjänstemiljön skapar värde till konsumenter genom köpcentrumets koncept. Vi har även upptäckt att konsumenter skapar individuella upplevelser och upplevelserum genom att använda tjänstemiljön på olika sätt. / Shopping has become one of our most common leisure services. Consumers are moving unimpededly between shops and their different environments, often in a random manner. The question is how big impact the environment brings to the consumers wellbeing and to their behaviour. We have chosen to observe consumer for that reason, to see how the environment affect to both active decisions and cognitive decisions. The function of the environment is to create the right enjoyable feelings among the consumers, to make them revisit. Servicescape is an increasing idea in retailing. It is of big importance that consumers can feel wellness in the environment were the purchasing is about to take place. The environment also creates meaning and value to the concept of a mall. The utilitarian purpose with this essay is to investigate how consumers are affected by the servicescape in a shopping mall. The theoretical purpose is attempting to concretize what really happens among the consumers when they visit the mall. The purpose will lead to a foundation for the shopping mall “Mitt i City” in Karlstad, about how the servicescape creates experience, meaning and a function to consumers thru the malls concept. Our theoretical background and proficiencies for this essay is built upon earlier research based on design attributes within consumption environments, and the research about the influence that environment brings to the consumers. Video observations have been done for our studies, to provide and complement existing studies about consumer behaviour in servicescape. We have also reasoned about the shopping mall with its concept, value and meaning for the servicescape. To put through our studies we have chosen a qualitative method and studied informants well being in the environment. We have also observed their movement. We observed and interviewed our informants in three phases, before- under and after the visit of the mall. The study of “Mitt i City” has given indications about how the servicescape creates value to consumer thru the shopping malls concept. We have also discovered that consumer creates individual experiences and experience rooms thru using the servicescape in different ways.

No description available.

Made available in DSpace on 2009-11-18T19:00:48Z (GMT). No. of bitstreams: 0 Previous issue date: 2003 / o presente estudo de caso investiga, empiricamente, a rentabilidade associada aos consumidores do varejo eletrônico de bens duráveis no Brasil. Para tal, o arcabouço teórico baseia-se em teorias rivais, notadamente as expostas na literatura tradicional do Marketing de Relacionamento - que discute os beneficios da retenção de clientes - e nas recentes publicações que questionam tal abordagem - argumentando que os consumidores esporádicos podem se mostrar mais valiosos que os freqüentes. Nas duas empresas investigadas, os clientes esporádicos demonstram-se mais rentáveis que os freqüentes. Entretanto, a análise exploratória dos dados qualitativos demonstra que ambas utilizam abordagens transacionais para interagir com os consumidores. O cruzamento das evidências quali-quantitativas sugere que o declínio do valor dos clientes freqüentes está associado a práticas gerenciais que não se encontram em conformidade com a literatura convencional de marketing. Por conseguinte, as evidências quantitativas parecem não representar anomalias perante a teoria vigente, segundo a qual os beneficios inerentes à retenção de consumidores fazem sentido apenas para as empresas que estiverem orientadas a clientes e puderem interagir de forma relacional com os mesmos. O estudo possibilita supor que o valor dos clientes está associado à forma como as empresas se relacionam com o mercado. A adoção de práticas transacionais, a baixa diferenciação e a competição baseada em descontos parece potencializar a sensibilidade ao preço por parte dos consumidores, principalmente daqueles mais freqüentemente. / This case study investigate, empirically, the profitability associated with frequent and sporadic consumers in the Brazilian e-retailing arena of durable goods. The theoretical framework is based on rivals theories, namely the traditional relationship marketing literature - discussing the customers retention benefits - and then recent publications questioning this approach - arguing that sporadic consumers can be more valuable than frequent customers. In both of the firms, sporadic consumers generates higher profits than frequent ones. However, the exploratory analysis of qualitative data shows that firms uses transactional approach to interact with consumers. The cross-method analysis, of qualitative and quantitative evidences, suggests that the decline of frequent customers value is associated with managerial practices not in conformity with the conventional marketing literature. Therefore, the quantitative evidences seems not to represent anomalies face the dominant theory, according to which the consumers retention benefits makes sense only to companies oriented to customers, and those which interact in a relational fashion with them. The study allows to suppose the value of customers is associated with the way companies relates to the market. The adoption of transactional practices, the low differentiation, and the discount-based competition seems to increase the customer's price sensibility, mainly for those more frequent buyers.

Submitted by jose alberto salceda (jalb.salceda@gmail.com) on 2015-12-15T11:24:54Z No. of bitstreams: 1 Os desafios da interncionalização - estudo de caso para ensino.pdf: 736131 bytes, checksum: 92e57bab699b2c53fe9f6209f27bb52f (MD5) / Approved for entry into archive by Marcia Bacha (marcia.bacha@fgv.br) on 2015-12-21T18:19:03Z (GMT) No. of bitstreams: 1 Os desafios da interncionalização - estudo de caso para ensino.pdf: 736131 bytes, checksum: 92e57bab699b2c53fe9f6209f27bb52f (MD5) / Approved for entry into archive by Marcia Bacha (marcia.bacha@fgv.br) on 2015-12-21T18:19:16Z (GMT) No. of bitstreams: 1 Os desafios da interncionalização - estudo de caso para ensino.pdf: 736131 bytes, checksum: 92e57bab699b2c53fe9f6209f27bb52f (MD5) / Made available in DSpace on 2015-12-21T18:19:27Z (GMT). No. of bitstreams: 1 Os desafios da interncionalização - estudo de caso para ensino.pdf: 736131 bytes, checksum: 92e57bab699b2c53fe9f6209f27bb52f (MD5) Previous issue date: 2015-11-16 / This work aims to offer a case study about a Brazilian food retailing company. The growth strategy is the central dilemma. Internationalize or not? At the moment, there's no one Brazilian company in this specific industry internationalized by the 'ownership strategy' with stores abroad. An historical view of the business and his founder is presented. Aspects of the sector in Brazil are showed too. The case puts in evidence characteristics of the organization and its president. This work presents more than solely a teaching case study. Theoretical approaches based in concepts from entrepreneurship, entrepreneurial orientation, international entrepreneurship and resource-based view are presented like alternative perspectives for the teacher. An introductory contextualization is made about the importance of the retailing internationalization in relation to network society. A comparison between case study for research and a teaching case is offered in the chapter about methodology. Disciplines like management strategy, entrepreneurship, internationalization, organizational theories, marketing and economics are suggested for the use of the case. / Este trabalho tem como objetivo oferecer um caso para ensino tendo como referência uma empresa brasileira do comércio varejista alimentício de supermercados e hipermercados. A estratégia de crescimento é o dilema central. Internacionalizar-se ou não? Atualmente, nenhuma empresa brasileira deste segmento se encontra internacionalizada por meio de lojas próprias no exterior. Uma visão histórica da empresa e de seu fundador é apresentada. Aspectos do setor, no Brasil, também são fornecidos. O caso coloca em evidência as características da organização e do seu presidente. Este trabalho apresenta mais do que um estudo de caso para ensino. Abordagens teóricas baseadas em conceitos de empreendedorismo, orientação empreendedora, empreendedorismo internacional e visão baseada em recursos são apresentadas como uma alternativa de análise. Uma contextualização introdutória é feita sobre a importância da internacionalização do varejo em relação à sociedade em rede. Uma comparação entre estudo de caso para pesquisa e um caso de ensino é oferecido no capítulo sobre metodologia. Disciplinas como gestão estratégica, empreendedorismo, internacionalização de empresas, teorias organizacionais, marketing e economia são boas opções para se empregar o caso proposto.