知名企業如蘋果與谷歌能透過蒐集使用者的資訊並販售廣告、在 APP Store 、 iTunes 上販售服務與產品，而在消費者消費的過程中獲利。然而上述提及的這兩家都是 B2C 的產業，他們獲利的方式是否也能應用在 B2B 呢？ 晶片製造商英特爾公司 (Intel Corporation) 為世界上盈餘最高的B2B半導體公司，半導體產業是現今世界上產值極高的一個產業。因此本文利用英特爾的個案作為典型的 B2B 企業研究個案。 本研究希望藉由產業經濟學派、交易成本經濟學派、資源基礎論學派三種策略管理的學說，並藉由以生產過程為基礎的獲利策略以及以消費過程為基礎的獲利策略，分析英特爾在中央處理器這項產品的獲利策略。 而經由本研究的探討，發現英特爾的獲利策略可以從其獨特性資源如何建立競爭優勢與進入門檻並提高消費者的移轉成本；相對較低的交易成本讓英特爾獲得成本優勢；五力分析所得出的良好定位以及消費者在英特爾價值鏈上的連結做出發。 最後回顧了三個主流的策略管理學術理論，得出以下兩個結論：1、以消費過程為基礎的獲利策略可以用於 B2B 企業當中，2、英特爾同時透過生產過程為基礎（研發能力與生產經驗）以及以消費過程為基礎（行銷活動與品牌形象）的獲利策略」建立起優良的中央處理器競爭優勢。期許後續研究可以朝向英特爾在轉型後是否能持續建立競爭優勢做分析。 / Successful corporations such as Apple and Google can earn revenue through to the consumption process like selling advertisement after collecting users’ data, selling service or product on the APP Store and iTunes. Nevertheless, both the cases are B2C corporations. Can the same profiting strategy be applicable to B2B corporations? Intel Corporation, which is an integrated device manufacturer, is the largest B2B semiconductor corporation in the world. The semiconductor industry is one of the most valuable industry. Therefore, this research will test the hypothesis based on Intel’s case. This research will employ Industrial Economics, Transaction Cost Economics and Resource-Based View theory from the perspectives of the Production Based Appropriation and Consumption Based Appropriation to analyze the profiting strategy of Intel’s central processing unit product. We find that controlling key resources, lowering transaction costs and occupying fine position all contribute to the success of Intel’s profiting strategy. In addition, we have two conclusions. First, Consumption Based Appropriation can be applicable to B2B corporations. Second, Intel builds its competitive advantage through both Production Based Appropriation and Consumption Based Appropriation strategy.

The thesis describes business magazines in the Czech Republic, association of publishers, national awards, specialized publishing agencies. Special attention is focused on surveys of business magazines that have been carried out up to now. The situation on the market of business magazines in Great Britain is briefly described for comparison purpose. As an example of a present-day business magazine, the B2B periodical called Elit magazín was selected. To describe the way of its production, a half-structured interview was carried out. To describe the opinion on the side of the producing company a structured interview was carried out, for description of the readers'opinion a questionnaire survey was chosen. The output is the comparison of both opinions. Because the producing company is a part of multinational company, where some other countries produce business magazines as well, a mapping of time-proven solution of the Volvo Trucks multinational company magazine named Globetrotter Czech is carried out. In the conclusion both productions are compared with intention to sketch out a theoretical potential of the multinational periodical. Powered by TCPDF (www.tcpdf.org)

Bakgrund/problem: Produktföretag skapar nya erbjudanden utformade som tjänster och helhetslösningar. Företaget säljer paket inkluderande produkten samt tillhörande. Kärnverksamheten utvidgas. Kräver dessa lösningar en annan typ av säljare än den som idag är dominant på tillverkande företag? Syfte: Med denna uppsats vill vi finna ifall dagens säljare ser att det finns vissa personliga egenskaper som är anses vara mer gynnsamma än andra vid försäljning av dessa helhetslösningar. Metod: Det är en komparativ flerfallsstudie med en kvalitativ forskningsansats. Med hjälp av sex stycken semistrukturerade intervjuer på med säljare på tre olika företag har vi insamlat empirisk data. Data har vi sedan analyserat med hjälp av en egen analysmodell. Resultat/bidrag: Resultatet har visat att med de nya formerna av att sälja tjänster och produkter förändras även den nya säljaren och vilka egenskaper som anses vara gynnsamma för byggandet av förtroende, relationer och i slutändan för en lyckad försäljning. Hur säljarna väljer att belysa olika egenskaper går att härleda från deras bakgrunder och personlighetstyper. / Background/problem: Product businesses create new offerings designed as services and comprehensive solutions. The company sells packages that include the product and related. Core business expand. These solutions requires a different type of sellers than that of today, who is dominant in manufacturing companies? Purpose: With this paper, we want to find if today’s sellers see that there are certain personal characteristics that are considered to be more favorable to the sale of these integrated solutions. Method: This is a comparative case study with a qualitative approach. With the help of six semi-structured interviews with sellers in three different companies, we have collected empirical data. The data were then analyzed using a self-analysis model. Results/contribution:The results have shown that with the new forms of selling services and products change even the new vendor and which properties are considered to be favorable for the building of trust, relationships and ultimately for a successful sale. How sellers choose to highlight different properties can be derived from their backgrounds and personality types.

Made available in DSpace on 2016-08-10T10:29:30Z (GMT). No. of bitstreams: 1 Goiany Segismundo Roriz Junior.pdf: 1114293 bytes, checksum: 0f37795e1c29b7ef7d17a6489397ea36 (MD5) Previous issue date: 2008-03-15 / This thesis presents a method for assessing a company s maturity to implement Business to Business (B2B). The items under analysis are the inhibitors of Industrial Management, which trouble the B2B implementation. We have interviewed people in different posts in the companies so we could visualize the points of view of several positions in each single company as to obtain how strongly these elements inhibit a B2B implementation. Through the Item Response Theory the proposed method allows to evaluate how prepared the company is or is not to overcome Industrial Management difficulties and the maturity degree for a B2B e-Commerce implementation. The research also provides directions to help unravel the inhibiting elements against the B2B e-Commerce. Such directions allow companies to improve their processes, and, ultimately, reach higher maturity levels to implement B2B e- Commerce. The method has been applied in eight pharmaceutical industries affiliated to the Syndicate of Pharmaceutical Industries in the State of Goiás - Brazil (Sindicato das Indústrias farmacêuticas do Estado de Goiás), and has led to the conclusion that it is possible to assess the maturity degree of a company intended for the implementation of the B2B e-Commerce through the evaluation of the inhibiting elements of the Industrial Management. / A Dissertação apresenta uma forma de avaliar a maturidade da indústria em implantar o business to business (B2B) a partir dos itens inibidores da Gestão Industrial que dificultam a sua implantação. Foram entrevistados cargos da alta direção, gerentes de compras, gerentes de TI, gerentes de vendas, compradores e vendedores, visualizando o ponto de vista de vários cargos dentro de uma única indústria, obtendo, assim, a intensidade dos fatores da gestão industrial que inibem o (B2B). O método possibilita, através da Teoria da Resposta ao Item (TRI), avaliar o quanto a indústria está preparada ou não para superar essas dificuldades, obtendo assim, a maturidade da indústria para implantar o comércio eletrônico B2B. A pesquisa também fornece diretrizes para auxiliar na resolução dos fatores que inibem o emprego do comércio eletrônico B2B. Estas diretrizes possibilitam às Indústrias melhorarem seus processos e, conseqüentemente, alcançarem níveis mais elevados de maturidade para implantação do comércio eletrônico B2B. O método foi aplicado em oito indústrias do ramo farmacêutico, filiadas ao Sindicato das Indústrias Farmacêutica do Estado de Goiás, chegando-se à conclusão de que é possível avaliar a maturidade das indústrias para a implantação do comércio eletrônico B2B, a partir de avaliação interna relativa aos fatores inibidores da gestão industrial.

Submitted by Filipe dos Santos (fsantos@pucsp.br) on 2018-12-17T11:53:32Z No. of bitstreams: 1 Rosana de Jesus Moreira.pdf: 1020243 bytes, checksum: 6977013203f3827914b3ff92ac44844b (MD5) / Made available in DSpace on 2018-12-17T11:53:32Z (GMT). No. of bitstreams: 1 Rosana de Jesus Moreira.pdf: 1020243 bytes, checksum: 6977013203f3827914b3ff92ac44844b (MD5) Previous issue date: 2018-03-15 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior - CAPES / Electronic commerce is growing around the world and does not behave differently in Brazil. In this sense, Frost & Sullivan (2014) estimates that e-commerce in the B2B market is expected to move around US $ 6.7 trillion worldwide by 2020, more than double that predicted for B2C e-commerce, which is $ 3.2 trillion. The office supplies industry, which integrates the B2B market and the distribution industry, promoting indirect purchasing and procurement solutions for small, medium and large companies, faces the challenge of using e-commerce and the impacts that this technology can generate in the management model of sales professionals. In view of the foregoing, the general objective of this work is to understand the impacts of the use of e-commerce on the work of sales professionals in the B2B market in the office supplies industry. In addition, it was possible to identify the differences and similarities, between the vision of the commercial managers and the professionals of sales professionals, as well as the new demands and challenges for the management of the workforce in the sector. In relation to the methodology used, two types of research were chosen: the first exploratory in books and academic articles, and the second by qualitative exploratory research in which eight sales professionals and three commercial managers were interviewed, among the three largest companies of the office supplies industry of the State of São Paulo. The results of the survey are: the use of e-commerce has an impact on the work of sales professionals as it changes careers, vendors' remuneration and performance patterns, turning these professionals into product-oriented and support-oriented consultants to the client portfolio. This creates a conflict between e-commerce and the traditional sales channel to be administered, as there is a perception of competition between the technology tool and the salespeople's work; context in which the visions of the sales professionals and the managers do not agree on the impacts. Finally, the contributions of this study, as far as its extension goes, go beyond the academic environment and serve to alert B2B professionals in the office supply industry about the changes in work and the challenges of their careers / O comércio eletrônico vem crescendo ao redor do mundo e não se comporta de maneira diferente no Brasil. Nesse sentido, pesquisa da Frost & Sullivan (2014) estima que o comércio eletrônico no mercado B2B deve movimentar em torno de US$ 6,7 trilhões ao redor do mundo até 2020, mais que o dobro do previsto para o comércio eletrônico B2C, que é de US$ 3,2 trilhões. A indústria de office supplies, que integra o mercado B2B e o setor de distribuição, promovendo soluções de compras e aquisições de produtos indiretos para pequenas, médias e grandes empresas, enfrenta o desafio do uso do comércio eletrônico e dos impactos que essa tecnologia pode gerar no modelo de gestão dos profissionais de vendas. Frente ao exposto, o objetivo geral deste trabalho é compreender os impactos do uso do comércio eletrônico no trabalho dos profissionais de vendas no mercado B2B na indústria de office supplies. Complementarmente, foi possível identificar as diferenças e as semelhanças, entre a visão dos gestores comerciais e a dos profissionais de vendas, assim como as novas demandas e desafios para a gestão da força de trabalho no setor. Em relação à metodologia utilizada, optou-se por dois tipos de pesquisas: a primeira exploratória em livros e artigos acadêmicos, e a segunda por meio de pesquisa qualitativa exploratória na qual foram entrevistados oito profissionais de vendas e três gestores comerciais, entre as três maiores empresas da indústria de office supplies do Estado de São Paulo. Os resultados apurados pela pesquisa são: o uso do comércio eletrônico causa impacto no trabalho dos profissionais de vendas, na medida em que altera as carreiras, o padrão de remuneração e de atuação dos vendedores, transformando esses profissionais em consultores focados em produtos e no suporte à carteira de clientes. Isso gera um conflito entre o comércio eletrônico e o canal tradicional de vendas a ser administrado, na medida em que há uma percepção de concorrência entre a ferramenta tecnológica e o trabalho dos vendedores; contexto no qual as visões dos profissionais de vendas e as dos gestores não coincidem quanto aos impactos. Por último, as contribuições deste estudo, na medida de sua ampliação, vão além do ambiente acadêmico e servem para alertar os profissionais do mercado B2B na indústria de office supplies sobre as mudanças do trabalho e os desafios de suas carreiras

Submitted by JOSIANE SANTOS DE OLIVEIRA (josianeso) on 2017-05-25T15:30:47Z No. of bitstreams: 1 Daniel Battaglia_.pdf: 1050201 bytes, checksum: bee8792d1eb128655d88a9d910b50dec (MD5) / Made available in DSpace on 2017-05-25T15:30:47Z (GMT). No. of bitstreams: 1 Daniel Battaglia_.pdf: 1050201 bytes, checksum: bee8792d1eb128655d88a9d910b50dec (MD5) Previous issue date: 2017-03-06 / IFRS - Instituto Federal do Rio Grande do Sul / O conceito de product-service system (PSS) pode ser caracterizado como a extensão da operacionalidade de um bem físico, agregando-se a ele serviços especializados que permitam a promoção dos serviços oferecidos. Nesse sentido, o contexto de relacionamentos business-to-business (B2B) congrega empresas que compram bens e serviços a serem utilizados na produção/comercialização de outros bens e serviços voltados para o consumidor final. Essas interações permitem ampliar a perspectiva dos relacionamentos, agregando parcerias de longo prazo. Assim, este trabalho tem como objetivo estruturar um modelo que diagnostica o nível de maturidade de uma oferta de PSS por empresas fornecedoras em um contexto B2B. O método de pesquisa utilizado é o estudo de caso múltiplo de caráter exploratório e abordagem qualitativa. A amostra selecionada é composta por dez casos que ofertam soluções por meio do PSS, sendo cinco empresas orientadas para a manufatura e cinco orientadas vpara os serviços. Como resultados, o modelo foi capaz de diagnosticar os níveis de maturidade das empresas investigadas e se apresentou flexível para aplicação em diferentes contextos de negócios. Como contribuições acadêmicas, o modelo avança no sentido de estruturar uma base conceitual que agrega um maior número de critérios a serem considerados para a oferta de PSS, o que ainda não é observado na literatura. Também, colabora por fazer uso combinado de informações qualitativas e de escala categórica para compor os diagnósticos de maturidade. Além disso, permite a identificação do perfil das organizações em relação às práticas de PSS adotadas. Como contribuições gerenciais, o modelo oportuniza a identificação de potenciais inibidores para o desenvolvimento de uma oferta de PSS, o direcionamento de prioridades gerenciais e estratégias e, ainda, a identificação de oportunidades de melhoria para a qualificação da oferta de PSS. / The concept of product-service systems (PSS) can be characterized as the extension of the operation of a physical good, adding specialized services that allow the promotion of the services offered. In this sense, the context of relationships businessto- business (B2B) brings together companies that buy goods and services to be used in the production/sale of goods and services to be offered to the customers. These interactions expand the perspective of relationships, adding long-term partnerships. Thus, this work aims to structure a model for diagnose the maturity level of a PSS offering by supplier companies that operate in a B2B context. The research method used is the exploratory multiple case study with qualitative approach. The sample selected consists of ten cases that offer solutions through PSS; five manufacturingoriented companies and five services-oriented companies. As a result, the model was able to diagnose the maturity levels of the companies investigated and reported for application in different contexts of business. As academic contributions, the model moves forward in order to structure a conceptual basis that adds a greater number of criteria to be considered for the provision of PSS, which still is not observed in the literature. Also, it collaborates for making combined use of qualitative information and categorical scale to compose the maturity diagnostics. In addition, allows the identification of the profile of organizations in relation to PSS practices adopted. As a managerial contributions, backed the model identification of potential inhibitors to be developed to offer PSS by the supplier companies, identifying managerial priorities and important strategies to be adopted and, also, contributes for the identification of opportunities to improve the PSS offerings.

L’environnement socio-économique actuel se caractérise, en particulier, par une concurrence de plus en plus forte entre les entreprises et des marchés en rapide évolution, obligeant ainsi ces entreprises à innover afin de pérenniser leurs activités. L’innovation reste cependant complexe et difficile à mettre en place notamment pour les entreprises qui souhaitent diversifier leurs innovations et ne plus se limiter uniquement aux innovations d’ordre technique. Ainsi, certaines d’entre elles choisissent de mettre en place une démarche d’innovation centrée sur leurs utilisateurs/clients. Cette approche reste assez peu étudiée, notamment pour les entreprises industrielles ; il apparaît dès lors comme nécessaire de s'interroger sur le déploiement d’une telle démarche. C’est dans ce cadre que se situe notre problématique de recherche que nous pouvons formuler ainsi : « Comment favoriser la mise en place d’une démarche d’innovation centrée utilisateur/client au sein d’une entreprise industrielle internationale positionnée sur un marché B2B ? » Nos travaux ont été conduits au sein d’un sous-traitant automobile français positionné sur un marché B2B international. Quatre contributions majeures ressortent de nos travaux de recherche : (i) une description des typologies d’innovation déjà mises en place au sein de cette entreprise, considérée comme assez représentative des entreprises industrielles positionnées sur un marché B2B ; (ii) une définition du processus d’innovation centrée utilisateur/client pour l’entreprise et plus particulièrement des premières phases de ce dernier où les utilisateurs/clients sont les plus impliqués ; (iii) une proposition de méthodes et outils favorisant la mise en place d’une démarche d’innovation centrée utilisateur/client ; (iv) une validation de l’efficacité de la démarche mise en place avec ces outils associés. Ces contributions nous ont permis de répondre à notre problématique de recherche et de participer ainsi au soutien de la mise en place d’une démarche d’innovation centrée utilisateur/client au sein d’une entreprise internationale positionnée sur un marché B2B. / The current socio-economic environment is particularly characterized by a growing competition between companies and rapidly changing markets, forcing companies to innovate in order to maintain their activities. However, innovation remains complex and difficult to implement, especially for companies wishing to diversify their innovations and no longer be limited to technical innovations. Thus, some of them choose to implement an innovation approach focused on their users/customers. This approach remains relatively little studied, especially for manufacturing companies; therefore, it seems to be necessary to wonder about the deployment of such an approach. In this context, our research problematic can be expressed as follows: "How to support the setting-up of an innovation approach led by user/customer within an international manufacturing company positioned on a B2B market?” Our work was conducted in a French automotive subcontractor positioned on an international B2B market. Four major contributions emerge from our research: (i) a description of the typologies of innovation already implemented within this company, considered as fairly representative of manufacturing companies positioned on a B2B market; (ii) a definition of the process of innovation led by user/customer for the company, and more particularly the early phases of the process where users/customers are the most involved; (iii) a proposition of methods and tools that favor the setting-up of an innovation approach led by user/customer; (iv) a validation of the effectiveness of the set up approach with the associated tools. These contributions allowed us to respond to our research problem and thus participated in supporting the setting-up of an innovation approach led by user/customer within an international manufacturing company positioned on a B2B market.

<p>Syftet är att få samt skapa förståelse för hur en kommun resonerar inför införskaffandet av tekniska hjälpmedel. Köpbeslutsprocessen för B2B utgör den teoretiska grunden. En kvalitativ undersökning i form av semistrukturerade telefonintervjuer genomfördes och totalt intervjuades elva respondenter. Slutsatsen är att på nämnd- och tjänstemannanivå finns ett tydligt intresse för ny teknik. Fördröjande faktorer för implementeringen av tekniska hjälpmedel är snarare personalens skepsis och ej anpassade förhandlingsdirektiv. Resultaten pekar dock på att marknaden för tekniska hjälpmedel kommer att växa.</p> / <p>The purpose is to gain and create an understanding of how municipalities argue at the prospect of procuring technical aids. The Buying Decision-making Process for B2B is the theoretical base. A qualitative study made up by semi-structured telephone interviews was conducted and in total there were eleven respondents. The conclusion is that on a political and managerial level there is an evident interest for new technology. Delaying factors are the scepticism of the staff and out-dated directives for negotiations. The results do however indicate that the market for technical aids will grow.</p>

No description available.

Syftet är att få samt skapa förståelse för hur en kommun resonerar inför införskaffandet av tekniska hjälpmedel. Köpbeslutsprocessen för B2B utgör den teoretiska grunden. En kvalitativ undersökning i form av semistrukturerade telefonintervjuer genomfördes och totalt intervjuades elva respondenter. Slutsatsen är att på nämnd- och tjänstemannanivå finns ett tydligt intresse för ny teknik. Fördröjande faktorer för implementeringen av tekniska hjälpmedel är snarare personalens skepsis och ej anpassade förhandlingsdirektiv. Resultaten pekar dock på att marknaden för tekniska hjälpmedel kommer att växa. / The purpose is to gain and create an understanding of how municipalities argue at the prospect of procuring technical aids. The Buying Decision-making Process for B2B is the theoretical base. A qualitative study made up by semi-structured telephone interviews was conducted and in total there were eleven respondents. The conclusion is that on a political and managerial level there is an evident interest for new technology. Delaying factors are the scepticism of the staff and out-dated directives for negotiations. The results do however indicate that the market for technical aids will grow.