Empresas brasileiras que desejam conquistar novos mercados exportando precisam estar atentas aos diversos atributos analisados por compradores corporativos internacionais, alavancando sua competitividade em um cenário de disputa acirrada. Um desses atributos é a imagem do país de procedência dos produtos. Apesar de esse tema já ser abordado há quase cinco décadas na literatura mundial, os estudos a respeito da influência da imagem do país nas transações entre empresas (ditas business-to-business, B2B, ou organizacionais) são ainda em pequena quantidade, no Brasil e no mundo. O objetivo desta dissertação foi analisar a influência que a imagem do Brasil pode exercer sobre consumidores organizacionais de outros países, especificamente no segmento de alta intensidade tecnológica - o setor que mais investe em pesquisa e desenvolvimento no Brasil. Esta pesquisa, empregando o método exploratório de estudos multicasos com três empresas, envolveu seus próprios executivos e compradores internacionais, e traz contribuição à literatura acadêmica, que dispõe de poucas fontes sobre negócios B2B associados com o efeito país-de-origem. A pesquisa foi qualitativa e exploratória, e entrevistas em profundidade foram realizadas em duas etapas, com profissionais de empresas brasileiras que exportam e, em seguida, com consultores, agentes de vendas e compradores de outros países. Algumas entrevistas foram pessoais, e outras, via telefone ou internet. Das cinco proposições do estudo, duas foram confirmadas, uma confirmada parcialmente e duas não foram confirmadas. Encontrou-se que a imagem do país traz impacto à decisão de compra, mas com ressalvas, como o fato de a situação ser ou não de recompra, e dependendo de qual país está comprando. O Brasil foi bem visto especificamente no segmento de aviação civil comercial, a ponto de a Embraer trazer, a quem atua neste segmento, uma imagem positiva do Brasil como desenvolvedor de tecnologias aeronáuticas. O país foi visto negativamente no segmento de automação, nas situações de recompra em que houve experiências negativas com empresas brasileiras vendendo na Europa; positivamente em automação pelo mercado colombiano e de forma neutra por compradores que participam de processos complexos no segmento de energia nuclear - desde que, nesse caso, os requisitos técnicos sejam cumpridos. Para alguns entrevistados do segmento de automação, o Brasil precisa divulgar mais suas tecnologias por meio de incentivos das iniciativas pública e privada, e as empresas brasileiras devem participar de grupos de usuários de suas tecnologias, além de desenvolver parceiros no exterior. Caracterizaram-se como limitações da pesquisa o número de casos e segmentos de alta intensidade tecnológica estudados, assim como questões técnicas relacionadas à má compreensão de trechos das entrevistas pelo telefone ou devido à conexão de internet, quando estes meios foram utilizados. / Brazilian companies which intend to reach new markets abroad need to be conscious to the several cues analyzed by their international buyers, concerning their products. By taking this care, it is possible to leverage their competitiveness in a fierce market scene. One of these cues is the country of origin of the products. Although this theme had been addressed for almost five decades in the world literature, the research related to the country\'s image influence over the transactions between organizations (business-to-business or B2B transactions) is still narrow - in Brazil and in the whole world. This qualitative research targets the influence of Brazil\'s image over international buyers, specifically in the high-technology industries. It uses the exploratory multi-case technique with three Brazilian companies and in-depth interviews with their executives, external consultants and international customers. Some of the interviews were in person, others by internet or telephone. Five propositions are presented, two of which confirmed, other two not confirmed and one of them confirmed partially. The results show that Brazil\'s image brings impact over the purchasing decision of organizational buyers from abroad, but with reservations. It depends on the purchasing situation, if it is a new process or a repurchase. Depending on the country where the interviews were conducted, different opinions appeared, like negative or neutral ones in countries from Europe, and positives in Colombia. Whether bad experiences in the past happened with European buyers, re-purchasing situations bring a negative image to Brazil. It was founded that in case of more complex situations - like the purchase of nuclear power plants items - technical issues were strongly more important than country\'s image, reducing COO effect or almost making it disappear. In addition, Brazil has a positive image in the aviation industry, and Embraer raises the country\'s evaluation as an aeronautical developer to the eyes of organizational buyers from abroad. For some of the interviewees from the automation industry, Brazil needs to disclose its technologies via public or private agencies, and its companies need to be present at technical groups of study and discussion of other countries. The number of cases and industries studied were limitations to this research, and technical issues like the comprehension of some parts of the interviews made via internet or telephone.

The global business environment of today requires companies to be flexible, in order to quickly react and respond to the ever-changing market. Business-to-business application integration (B2BAI) can be seen as a tool which enables companies to stay competitive and it is often regarded by the theory as a must for survival in today’s fierce business environment. Eventhough the employment of a B2BAI strategy can generate a lot of advantages and opportunities for companies operating within today’s global business environment, there are still many challenges and problems to overcome in order to have a successful B2BAI solution. Based on this we found it highly interesting to see whether the theories positive outlook on B2BAI could be supported by an empirical research. In this essay we have therefore studied and identified the underlying reasons and the contributing factors to why or why not companies choose to integrate externally, from the perspective of IT-consulting agencies. Besides this, a description and an explanation regarding the concepts covered by the field of B2BAI have been made in order to facilitate the understanding for the reader. As our intention primarily was to investigate the reasons behind and the contributing factors to why or why not companies choose to integrate, we chose to make qualitative interviews. This, as we were in need of information which described the course of events and expressed individual opinions, in order to achieve the purpose of the essay. Regarding the selection of research objects for the research, the population consists of all IT-consulting agencies in Sweden. The research has however been delimited to a selection of the population, where the sample consists of three IT-consulting agencies located in Jönköping, with experience of B2BAI. One of the most interesting discoveries we have made in this research is that the empirical findings agree with the theory in regards of that globalization is a central factor contributing to why companies chose to invest in B2BAI. However, the respondents do not discuss all the advantages of B2BAI mentioned in the theory and emphasize slightly different underlying reasons for choosing to employ a B2BAI strategy. The most central reason for not choosing to employ a B2BAI strategy was according to the respondents due to the lack of knowledge regarding issues relating to the phenomenon and this have not been discussed in the theoretical framework. The challenges with B2BAI stated in the theory, were on the other hand not regarded as issues contributing to not choosing to implement B2BAI. We are under the impression that the advantages and the oppor-tunities with B2BAI carry more weight then the challenges, as the essays empirical findings indicate that the demand for B2BAI today is high and constantly growing. / Dagens globala affärsvärld kräver att företag ska vara flexibla för att snabbt kunna reagera och anpassa sig till den ständigt föränderliga marknaden. Business-to-business application integration (B2BAI) kan ses som ett verktyg som hjälper företag att vara konkurrenskraftiga och i teorier som behandlar ämnet beskrivs det ofta som ett måste för att överleva i dagens tuffa affärsklimat. Trots att tillämpandet av en B2BAI strategi kan generera ett flertal fördelar så finns det fortfarande många utmaningar och problem att bemästra för att kunna få en framgångsrik B2BAI lösning. Baserat på detta fann vi det högst intressant att undersöka huruvida teorins positiva bild av B2BAI kunde stödjas av en empirisk studie. I denna uppsats har vi därför undersökt och identifierat de underliggande skälen och de bidragande faktorerna till varför företag väljer eller inte väljer att integrera externt, utifrån ett IT-konsultföretag perspektiv. Utöver detta ges en beskrivning av och förklaring till de begrepp som kunskapsområdet B2BAI innefattar för att underlätta förståelsen för läsaren. Eftersom vår avsikt huvudsakligen var att undersöka skälen bakom och de bidragande faktorerna till varför företag väljer eller inte väljer att integrera, valde vi att genomföra kvalitativa intervjuer. Detta då vi hade ett behov av information som beskrev händelser och uttryckte personliga åsikter för att kunna uppfylla syftet med denna uppsats. Vad gäller urvalet av undersökningsobjekt består populationen av alla IT-konsultföretag i Sverige. Undersökningen har dock avgränsats till tre IT-konsultföretag belägna i Jönköping med erfarenhet av B2BAI. En av de mest intressanta upptäckterna vi har gjort i denna undersökning är att empirin överensstämmer med teorin beträffande att globaliseringen är en central bidragande faktor till varför företag väljer att investera i B2BAI. Respondenterna diskuterar dock inte alla fördelar med B2BAI som omnämns i teorin och framhåller delvis andra underliggande skäl till varför företag väljer att använda an B2BAI strategi. Det mest centrala skälet till varför företag inte väljer att implementera en B2BAI strategi var enligt respondenterna på grund av bristande kunskaper beträffande frågor relaterade till fenomenet och detta har inte diskuterats i det teoretiska ramverket. Utmaningarna med B2BAI omnämnda i teorin ansågs emellertid inte vara bidragande faktorer till att inte välja att implementera B2BAI. Vi har fått intrycket att de fördelar och möjligheter som B2BAI medför är av större vikt för företag än de utmaningar och problem som existerar, då uppsatsens empiriska studie pekar på att efterfrågan för B2BAI är stor idag och kon-stant växande.

Att fakturera är något som alla företag måste göra för att tjäna pengar. Fakturering kan ske på flera olika sätt och det finns olika åsikter vad som är att föredra bland företag när det handlar om hantering av fakturor. Teorin menar på att använda sig av elektroniska faktureringssätt är mer effektivt än fakturering via traditionell post. Syftet med denna forskning var att ta reda på varför företag i Sverige år 2015 väljer att skicka, mottaga och hantera fakturor med post när det finns alternativa metoder som PDF via mail och vad det är som gör att företag inte byter från det ena förhållningssättet till det andra. / To invoice is something that all companies must do to earn money. Invoicing can be done in several ways and there are different opinions in what is to be preferred among companies when it comes to handling invoices. However the theory argues, that the use of the electronic invoicing method is more effective than invoicing through traditional mail. The purpose of this study was to find out why companies in Sweden in 2015 choose to send, receive and manage invoices by email when there are alternative methods as PDF through email and what it is that makes companies not change from one approach to another.

Electronic Payment Systems (EPS) are gaining popularity all over the world. An EPS consists of many component technologies which facilitate cashless payments for services. The focus of this thesis is on device associated technologies that an end customer uses to initiate an e-payment for a particular service via a Payment Service Provider (PSP). A technology solution in an EPS is developed by a Payment Solution Developer (PSD). The market between a PSP and a PSD is a B2B market. A PSD must understand and develop that combination of technology and service which will successfully diffuse. The success of a PSP therefore depends a lot on what a PSD develops. A theoretical framework to measure diffusion of e-payment technologies, services and their combinations in the B2B market was developed and empirically assessed in this thesis. Two concepts namely concept of breadth and concept of spread were defined. The concept of breadth and spread were applied to e-payment technologies, services and their combinations. The derived concepts namely technology breadth, service breadth, technology spread, service spread and technology-service combination spread were defined and measured. We then extended the concept of breadth to understand utilization of technologies and services within an EPS. Set theory was used to describe the framework. A sample of 45 EPS was compiled from various sources. This secondary data of EPS consisted of 8 technologies and 16 services. The 8 technologies are Interactive Voice Response (IVR), text messaging using Short Messaging Service (SMS), text messaging using Unstructured Supplementary Service Data (USSD), mobile internet using Wireless Application Protocol (WAP), mobile application, Near Field Communication (NFC), Personal Computer (PC) internet and smart card. The 16 services are retail shopping payment, banking, health payment, insurance payment, mobile bill payment, mobile recharge, money transfer, movie ticket booking, parking fee payment, restaurant payment, payment at sports/swimming club, toll payment, transportation payment, tuition fee payment, utilities payment, and vending machine payment. Three categories of PSPs namely core payment service providers (n=18), non-core payment service providers (n=12) and merchants (n=15) were identified from the 45 EPS. Binomial proportion test was used to verify the concepts of breadth and spread. Spearman correlation was used to find correlation between the concept of breadth and spread of technologies and services. The 45 EPS in the sample were then grouped under three sub groups based on the categories of their PSPs. Binomial tests were used within each sub group to understand the preferences of technologies, services and their combinations by each category. The results verified that certain e-payment technologies possess more breadth i.e., capability to deliver many e-payment services and certain e-payment services possess more breadth i.e., delivered by many e-payment technologies. A difference in diffusion i.e., spread of technologies, services and their combinations were observed. Details of these differences are discussed in this thesis for technologies, services and their combinations. A positive correlation was observed between the concept of breadth and spread. Specialization of technologies, services and their combinations within categories of PSPs were observed. Variations in utilization of technologies and services by EPS were observed.

This qualitative study focuses on how social media policies and guidelines are used in practice within nine different Swedish industrial B2B companies. This study identifies their social media policies and guidelines in order to examine its content and investigates how the participating companies use their social media policies and guidelines in their marketing activities according to the interviewees. A qualitative research method with nine semi-structured interviews has been conducted and analyzed with a thematic analysis by using research and theory within the chosen subject.The findings of this study reveals that the companies have social media policies and guidelines in place in order to satisfy different needs, hence, some of the companies use it as a fundamental framework, while other companies incorporate it to a greater extent and use it as a way of handling risks.Through its managerial and social media policies and guidelines implications, this study contributes to the identified research gap regarding how social media policies and guidelines usage in B2B industries by providing insights from practice.

This diploma thesis is focused on the expansion of a selected company in a foreign market. The main goal is to determine if the company should enter a foreign market. The first part of the diploma thesis is devoted to theoretical knowledge in the area of expansion of the company in a foreign markets. In the analytical part will be performed analyzes that are important for this diploma thesis. In the practical part of the thesis I will introduce the company, propose a strategy for entering a foreign market and evaluate the whole proposal.

The subjekt of thesis is a proposal of communication mix for the company MOLČÍK Kipper a.s. The thesis is divided into two parts. The theoretical part of the thesis deals with the description basic terms of the marketing environment, analysis of the business environment, marketing mix and marketing communication. The second part of the thesis is a practical part. Practical part describes detailed analysis of the current state of the selected company. This part also shows the results of marketing research and creation of a concrete proposal for a new communication mix.

This diploma thesis is focused on the expansion of a selected company in a foreign market. The main goal is to determine if the company should enter a foreign market. The first part of the diploma thesis is devoted to theoretical knowledge in the area of expansion of the company in a foreign markets. In the analytical part will be performed analyzes that are important for this diploma thesis. In the practical part of the thesis I will introduce the company, propose a strategy for entering a foreign market and evaluate the whole proposal.

This study is an empirical case study of the Swedish space- and automation company Unibap AB about how to build trust in the space industry. The space industry is distinctive in the way that space missions are at high stakes because of the high costs and the fact that the technology can not be modified after launch. Reliability and trust are therefore crucial factors of doing business in the space industry. Also, AI-based satellite solutions can bring huge benefits but 60% of the resistance from companies to running AI is linked to lack of trust. The concept of trust has been discussed before in the industrial marketing literature and differentiates between social sources and offer-related sources of trust. However, there appears to be an empirical as well as a theoretical gap when it comes to building trust in the space industry. Because the topic is unexplored, an exploratory methodology is used when interviewing 12 actors in the space- and high-tech industry worldwide. Since one important aspect of offer-related trust seems to be usability, this study also includes a usability evaluation of Unibap's space computer solution SpaceCloud which enables on-board AI applications. Key antecedents of trust in the space industry were found to be transparency, competence, reliability of technology, and exact delivery times. It appears that social- and offer-related trust significantly influence partnerships between companies and that offer-related trust is the most important type of trust to win contracts of tax-funded agencies. Strengths and improvements of the usability of SpaceCloud are also identified, and it is concluded that SpaceCloud has the potential to offer a new way of building satellite applications in the future.

This thesis deals with assessment of the company information system and proposal for its changes. The basis of part called Theoretical basis of thesis deals with terms related with information systems which are mainly: used technology and analysis, characteristics of information systems, current trends and brief characteristics of the company. The next part draws from theoretical findings of previous section and deals with analysis of the solved issues. The following part is devoted to proposal for solution connected with project evaluation and also with the brief cost calculation.