The food industry is one of the fastest growing industries in Swedish e-commerce today. However, e-commerce still represents a very small part of the total food sales in Sweden. Experts have noted that, in order for e-commerce to expand in this field, Internet food sales must increase. The aim of this study is to form an understanding of why Swedes do not purchase more food products online. The theoretical framework consists of various marketing theories concerning consumer behavior and the acceptance of new innovations. The methodology used for the purpose of this study has a qualitative approach and in order to answer the questions at hand two focus groups were assembled. The first group of respondents consists of young adults aged 22-29 years old and the second group consists of parents with children living at home. This categorization is motivated firstly by the fact that the group of young adults have had access to the Internet from a very early age, thus affecting the way they relate to and use it. Secondly the group of parents with children living at home was chosen because they belong to the category of consumers with the greatest online purchasing power. The focus groups were analyzed separately and by applying a comparative analysis some similarities and differences were addressed. The results of this study indicate that Swedes do not purchase food products online because of three main reasons. First there is poor knowledge of how e-commerce of food products online works, which makes consumers skeptical. Secondly consumers want to survey the perishable products, which the Internet cannot offer. Finally grocery shopping is a habitual behavior which is difficult to change. In addition, the results showed that parents with children living at home belong to the group of consumers that is more likely to embrace e-commerce related to the food industry. / Livsmedelsbranschen är en av de branscher som har kraftigast tillväxt inom e-handeln i Sverige. Trots detta utgör e-handeln fortfarande en mycket liten del av den totala livsmedelsförsäljningen. Experter anser att det är viktigt att livsmedelsförsäljningen ökar på Internet för att e-handeln över lag ska kunna nå nya höjder. Syftet med uppsatsen är att skapa en förståelse för varför svenskar inte handlar livsmedel i större utsträckning på Internet. Den teoretiska utgångspunkten baseras främst på olika marknadsföringsteorier som berör konsumentbeteende och acceptans av nya innovationer. Studiens metod är av kvalitativ ansats och två fokusgrupper har använts till förfogande. Den första fokusgruppen består av unga deltagare i åldrarna 22-29 år och den andra består av föräldrar till hemmavarande barn. Den unga gruppen valdes för att de är den första vuxna generationen som växt upp med Internet och därmed är internetvana. Föräldrarna valdes då de är den grupp som e-handlar mest på Internet idag. Fokusgruppernas resultat har analyserats var för sig men vissa likheter och skillnader har tagits upp i en jämförande analys. Resultatet för denna studie visade en indikation på att svenskar inte e-handlar livsmedel av fram för allt tre anledningar. Först och främst finns det en stor okunskap över hur det går till när man handlar livsmedel på Internet, vilket gör konsumenterna skeptiska. Man vill även ha kontroll över vilka färskvaror som man inhandlar, vilket Internet inte kan erbjuda. Slutligen är handel av livsmedel ett invant beteende, vilket är svårt att förändra.  Dessutom visade resultatet att föräldrar till hemmavarande barn är den grupp som har lättast att ta till sig e-handel inom livsmedel.

El presente proyecto de investigación tiene como objetivo explicar como la mayor presencia de los canales propios de venta por internet generan un impacto financiero en las empresas del sector retail en Lima Metropolitana, considerando que el país viene experimentando en los últimos años un impacto global producto de los grandes avances tecnológicos en el comercio electrónico. Asimismo, consideramos al impacto financiero como un resultado del impacto económico en las ventas, costos, gastos y resultados de las empresas del sector retail por la presencia de canales propios de ventas por internet, puesto que un incremento en las ventas y la optimización de costos y gastos, generarán mejores resultados que finalmente contribuirán a obtener un mayor excedente disponible para las empresas. Además, también se identificarán otras ventajas como: fidelización de clientes y la permanencia de las empresas bajo el principio de negocio en marcha que representarán en un primer momento ventajas económicas, pero que finalmente tendrá un impacto en la gestión financiera. Posterior a eso, se ha detallado el método de investigación para el desarrollo de este, del cual hemos optado por realizar entrevistas y encuestas a los especialistas respectivos para poder recolectar los datos necesarios. Además, se ha realizado un caso práctico con cifras reales, en el cual se explica detalladamente como es que se refleja el impacto financiero en dicha empresa, de manera que se pueda entender cuáles son los resultados de implementar un canal propio de venta por internet en una Compañía. Por último, se ha validado las hipótesis presentadas en este proyecto de investigación mediante el uso de herramientas estadísticas, las mismas que nos han aportado conocimiento para la realización de las conclusiones y recomendaciones obtenidas de la investigación realizada. / The purpose of this research project is to explain how the greater presence of the Internet's own sales channels in a financial exchange in companies in the retail sector in Metropolitan Lima, the country has been experiencing in recent years a global product impact of large technological advances in electronic commerce. Likewise, we consider the financial impact as a result of the economic impact on sales, costs, expenses and results of companies in the retail sector due to the presence of their own internet sales channels, since an increase in sales and cost optimization and expenses, generating better results that will ultimately contribute to obtaining a greater surplus available to companies. In addition, other advantages will also be identified such as: customer loyalty and the permanence of companies under the principle of ongoing business, which will initially represent economic advantages, but will ultimately have an impact on financial management. After that, the research method for its development has been detailed, from which we have chosen to carry out interviews and surveys with specific specialists in order to collect the necessary data. In addition, a practical case has been carried out with real figures, in which it is specifically explained how the financial impact in said company is reflected, so that it can be understood what the results are of implementing an own internet sales channel in a company. Finally, the hypotheses presented in this research project have been validated through the use of statistical tools, which have provided us with knowledge to carry out the conclusions and recommendations obtained from the research carried out. / Tesis

The covid-19 pandemic has impacted the international business environmentheavily. This global crisis has forced companies all over the world to adapt.The ability to adapt has been a critical factor in being able to compete oreven survive. Therefore, this study explores how the Covid-19 pandemic hasaffected Swedish SMEs' international operations and how the firms areprepared for a potential crisis. The authors have used a qualitative strategy toget information from business professionals and their wisdom. To get asgood and valuable data as possible for this thesis, the data is collectedthrough semi-structured interviews. Through analyzing the data, the authorshave been able to identify how Swedish SMEs adapt their business in termsof sale channels and digitalization to a crisis like nothing seen before.Finally, the thesis concludes that the pandemic has influenced SwedishSMEs' sale channels, digitalization, and how firms think about preparationand risk management for potential future crises.

Актуальность темы связана с развитием концертной деятельности в Российской Федерации, которая происходит в результате роста количества артистов, разнообразия новых концертов и спектаклей и качества сервисов, работающих в развлекательной сфере. В связи с изменениями в ФЗ № 54 «О применении контрольно-кассовой техники при осуществлении расчетов в Российской Федерации», организациям необходимо предоставлять билеты в онлайн-кассы, следовательно, возникает необходимость созданию собственной автоматизированной системы для продажи билетов онлайн. В век информатизации, большие количество продаж происходит через онлайн-сервисы. Люди уже перестали ходить в магазин для покупки нужной вещи, поскольку существует множество сервисов для онлайн-покупки. Однако не у всех компаний существуют собственные сайты, для продажи товара. Также данная проблема и возникает в концертной деятельности. Клиенту проще купить билет на нужные мероприятия используя интернет ресурсы. Поэтому возникает необходимость создания собственного сайта для продвижения мероприятий онлайн. Цель магистерской работы: методы принятия управленческих решений в задачи эффективной работы концертного агентства ООО «АРТ БИЛЕТ», с целью совершенствования каналов продажи организации. / The relevance of the topic is connected with the development of concert activity in the Russian Federation, which occurs as a result of the growing number of artists, the variety of new concerts and performances and the quality of services operating in the entertainment sector. In connection with the changes in the Federal Law No. 54 “On the use of cash registers when making settlements in the Russian Federation”, organizations need to provide tickets to the online ticket office, therefore, it is necessary to create their own automated system for selling tickets online. In the information age, large numbers of sales take place through online services. People have already stopped going to the store to buy the right thing, because there are many services for online shopping. However, not all companies have their own websites for the sale of goods. This problem also occurs in concert activities. It is easier for the client to buy a ticket to the necessary events using the Internet resources. Therefore, there is a need to create your own website to promote events online. The purpose of the master's work: methods of making management decisions in the task of effective work of the concert agency LLC ART BILET, with the aim of improving the channels of sale of the organization.

Retail apocalypse has been discussed as a result of the increasing online consumption due to a digitalized society. Many researchers claim that the future of consumption will solely take place digitally, that the physical store won't have an actual function and will eventually get replaced by new appealing meeting places online. Why do companies choose to keep and newly establish physical stores in a digitalized society? Which synergies between online channels and physical stores do companies choose to use in order to create a favorable interface? By implementing qualitative semi structured interviews with five different companies, the answer to the above mentioned questions is therefore that companies that sell high engagement products tend to have a higher need of physical stores despite digitalization. Such companies consider that physical stores and online channels are complements to each other, thus one needs the other in order to perform as well as desired. Another aspect that is more achievable in physical stores compared to online channels is the cross sales aspect. Additionally, companies tend to use transparency and digitalized transitions between their different sales channels in order to achieve the highest desired results.  Therefore, the aim of this study is to add a new knowledge aspect to the already existing research in this field. That is, through shedding the light on the remaining need of physical stores for companies that sell high engagement products. Hence, this study could be summed up with the simple fact that retail apocalypse is not the ultimate truth in all situations. / Butiksdöden har länge diskuterats till följd av den ökande e-handeln som har framkommit i samband med det digitaliserade samhället. Många forskare menar att framtidens handel enbart kommer äga rum digitalt, att den fysiska butiken inte fyller någon funktion och kommer så småningom att ersättas med nya tilltalande mötesplatser online. Varför väljer då företag att bibehålla och nyetablera fysiska butiker i ett digitaliserat samhälle och vilka synergier mellan onlinekanaler och fysiska butiker använder sig företag av för att skapa ett gynnsamt samspel? Genom kvalitativa semistrukturerade intervjuer med fem olika företag kan ovannämnda frågor besvaras genom att konstatera att företag som säljer högengagemangsprodukter anser att behovet av den fysiska butiken kvarstår trots digitaliseringen. Detta då sådana företag anser att den fysiska- och den digitala verksamheten agerar komplement och därmed presterar den ena inte lika bra utan den andra. Mer försäljningen är ännu en aspekt som sker i den fysiska butiken som inte går att uppnå till samma grad genom e-handeln. Företag tillämpar även en transparens samt digitala övergångar mellan diverse försäljningskanaler för att skapa ett så gynnsamt samspel som möjligt. Syftet med denna studie är således att tillföra en kompletterande kunskapsvinkel till den redan befintliga forskningen inom området. Detta genom att belysa att företag med olika engagemangsprodukter har olika behov av en fysisk verksamhet. Därmed summeras denna studie med att butiksdöden inte är den förutsedda sanningen alla gånger.

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投資型商品是近幾年來壽險業的新興戰場，壽險經營者不但對投資型商品未來的發展深具信心，也對多元通路銷售投資型商品抱持樂觀其成以及積極促成的態度；但主管機關雖針對熱絡的投資型商品市場陸續推出（修正）相關規範，卻並未使得日漸升高的申訴率得以降溫，本研究擬就投資型商品通路與申訴率問題探討壽險經營者以及主管機關可調整改善的方向。 各通路銷售投資型商品有其不同的特性與優勢，目前業者仍以業務大軍以及銀行保險（理財專員）為銷售投資型商品的主要通路；而以金管會保險局的申訴統計資料分析後也歸納出三點重要的結論：（1）自引進投資型商品以來，壽險業非理賠類的申訴率就居高不下；（2）近三年來，越是以投資型商品為主力商品的業者其申訴率（非理賠類）也相對較高；（3）以多元化通路（銀行理財專員、保險經紀人）銷售投資型商品的業者其申訴率也較僅以業務人員通路銷售投資型商品的業者為高。 現行投資型商品申訴的問題多與資訊不對稱以及銷售誤導相關，因此，建議壽險業者應從商品規劃以及銷售管理上預防投資型商品申訴問題的發生；主管機關則應從投資型商品銷售通路特性與問題訂定相關的監理規範，才能有效匡正不當銷售的問題。也唯有健全此市場的經營、提升壽險業正面的品牌形象及改善社會大眾對投資型商品負面的觀感，投資型商品市場才有更長遠經營的希望。 / Investment-linked product is becoming a popular insurance product in the recent years. Many insurance companies holds great confidence in the development of this product, and encourages the growing sales of investment-linked product thru multiple channels. The governing authorities continuously publishing new regulations or making amendments to better manage the product and the process. However, the statistics showed regulatory requirements did not help to reduce the investment-linked product compliant ratio. By analyzing the sales channels and complaint ratio, this study wishes to put forward recommendations for the governing authorities and the insurers to improve the complaint ratios. Different sales channel is characterized by its specialty and strength. Currently, investment-linked products are being sold thru agency and bancassurance channels. According to the publicly released statistic of insurance compliant by Insurance Bureau of Financial Supervisor Committee (FSC), there are three main issues: 1.Non-claim compliant ratio remains high since the inception of investment-linked product. 2.In the recent three years, insurance companies whose sales are mostly investment-linked product have higher ratio of non-claim compliant. 3.Bancassurance and brokerage channels experience higher ratio of non-claim compliant comparing to agency channel when selling investment-linked product. Complaints of investment-linked product in the life insurance companies mostly resulted from improper selling and misrepresented or misleading information. Thus, suggestions for insurers and the governing authorities are followed: 1.For insurers, they have to revisit their product design methodology, and also need to manage and educate each channel to prevent the occurrence of insurance compliant. 2.For authorities, the regulatory focus should be channel specific since channels operate differently. Only when improper selling and misrepresenting issues are being addressed, and customer’s image for investment-link product being corrected, then we can see light and hope in the growing needs of investment-linked product.

Submitted by Natália Pagan de Araujo (na.pagan@gmail.com) on 2018-07-10T13:21:30Z No. of bitstreams: 1 ta_natalia_p_araujo2018_final.pdf: 1984267 bytes, checksum: 93f67892075e45a0fcf551f2d190c1a3 (MD5) / Rejected by Simone de Andrade Lopes Pires (simone.lopes@fgv.br), reason: Prezada Natalia, Notamos que o titulo do trabalho final está diferente da ATA aprovada. Para aprovação do trabalho é necessário que o professor compareça a secretaria para anotar esta alteração no verso da ATA, ou nos encaminhe o e-mail com a autorização da troca do título. Assim que o professor tomar as providencias, você deverá submeter o trabalho novamente na biblioteca digital. Atenciosamente, Simone on 2018-07-10T17:49:39Z (GMT) / Submitted by Natália Pagan de Araujo (na.pagan@gmail.com) on 2018-07-11T19:15:32Z No. of bitstreams: 1 ta_natalia_p_araujo2018_final.pdf: 1984267 bytes, checksum: 93f67892075e45a0fcf551f2d190c1a3 (MD5) / Approved for entry into archive by Simone de Andrade Lopes Pires (simone.lopes@fgv.br) on 2018-07-11T21:28:54Z (GMT) No. of bitstreams: 1 ta_natalia_p_araujo2018_final.pdf: 1984267 bytes, checksum: 93f67892075e45a0fcf551f2d190c1a3 (MD5) / Approved for entry into archive by Suzane Guimarães (suzane.guimaraes@fgv.br) on 2018-07-12T12:52:55Z (GMT) No. of bitstreams: 1 ta_natalia_p_araujo2018_final.pdf: 1984267 bytes, checksum: 93f67892075e45a0fcf551f2d190c1a3 (MD5) / Made available in DSpace on 2018-07-12T12:52:55Z (GMT). No. of bitstreams: 1 ta_natalia_p_araujo2018_final.pdf: 1984267 bytes, checksum: 93f67892075e45a0fcf551f2d190c1a3 (MD5) Previous issue date: 2018-06-23 / A integração de canais pode apresentar oportunidades e ameaças para as empresas podendo melhorar ou comprometer o desempenho. Tendo em vista os desafios dessa integração bem como o desenvolvimento de estratégias que atendam aos diferentes perfis de clientes, as consequências da adoção do posicionamento estratégico de multicanalidade são altamente relevantes em termos práticos e teóricos. Omnichannel é a verdadeira convergência da experiência do consumidor. Ela se estende para toda a natureza da marca e visa fazer com que o consumidor perceba que essa experiência faz parte de um todo. Isso representa uma nova forma de posicionamento e desenvolvimento de canais que agora passam a atuar como pontos de contato. Desse modo, o presente trabalho foi desenvolvido sob a perspectiva de um projeto de consultoria que produziu o parecer sobre a implantação da estratégia de posicionamento omnichannel pela empresa Romapar Ferramentas. Os resultados obtidos demonstram que a estratégia produziu resultados financeiros positivos e demonstra como a empresa chegou a tais, bem como os desafios da sustentação dessas mudanças. / Channel integration can present opportunities and threats for companies that can improve or compromise performance. In view of the challenges of this integration as well as the development of strategies that meet the different customer profiles, the consequences of adopting the strategic multi-channel positioning are highly relevant in practical and theoretical terms. Omnichannel is the true convergence of consumer experience. It extends to the whole nature of the brand and aims to make the consumer realize that this experience is part of a whole. This represents a new form of positioning and development of channels that now come to act as points of contact. Thus, the present work was developed from the perspective of a consulting project that produced the opinion on the implementation of the positioning strategy omnichannel by the company Romapar Tools. The results show that the strategy has produced positive financial results and demonstrates how the company came to such, as well as the challenges of sustaining these changes.