Cette recherche a pour objet d’expliciter le processus d’attribution d’un nomde grands projets industriels, en étudiant l’impact du naming sur lesfournisseurs qui y participent.Sont mises en avant quatre variables majeures qui exercent une influence surles fournisseurs et façonnent la relation avec le porteur du projet endéveloppement. Une modélisation de l’impact du naming est proposée,permettant de dégager des pistes notamment en matière de branding BtoB. Letravail réalisé ici est de type exploratoire avec, comme terrain, le secteuraéronautique et en particulier une étude de cas collective et imbriquée,regroupant les trois projets Airbus : A3XX/A380, A350/A350 XWB et A30X.Caractérisée par une construction progressive et itérative, cette rechercheprocède de manière abductive avec de constants allers et retours entrel’empirique et le théorique. / The purpose of this research is to understand the naming process of complexindustrial projects, and more specifically its possible impact on the involvedsuppliers. We point out four key variables of the naming effect on suppliers,which are shaping the relationships between the prime contractor and tieronesin the project underway. A model is proposed which encompasses thediverse impacts of “project naming” on the suppliers, enabling to drawactionable conclusions in terms of B2B branding. This qualitative, searchand-discovery oriented research, is conducted in the aeronautical sector, andis based on the analysis of the collective and embedded case studies:A3XX/A380, A350/A350 XWB and A30X by Airbus. It is characterized by agradual and iterative construction, delivered through an abductive approach,where theoretical frameworks evolve simultaneously and interactively withempirical observation.

Abstract Purpose – The purpose of the study is to identify key-factors for the development of reverse logistics in a distribution central. The study should contribute to cover the knowledge gap that is the problem area: development of reverse logistics in a distribution central. This, since former research primarily deal with the problem area: development of reverse logistics between costumer and focal firm. The purpose of the study has been broken down into two research questions. The first one deals with which forces that affect the development of reverse logistics in a distribution central. Further, important factors for the development of reverse logistics in a distribution central will be identified. Method – The method for the study is an one case study since only one process will be studied. Also, to be able to obtain more profound knowledge within the problem area. The chosen business case is named Ikea distribution central and is located on the industrial area Torsvik. The company is active on the furniture market. The literature collection has been done through four different methods which are: recommendations of search words, recommendations of articles, database searches and snowball sampling. Further, the data collection has been made through interviews, document studies and observations. Finally, the internal validity of the study is high under the circumstance that theories regarding the development of reverse logistics based on B2C is considered to be applicable on the problem area which is based in B2B. Further, the external validity of the study is considered to be low since only one business case was studied. Although, the theory and empiricism of the study has been analysed which in turn strengthens the external validity. Findings – With the collected theories and empiricism as background the authors has produced a basis on which key-factors that are important for the development of reverse logistics in a distribution central. The key-factors that were identified as important and should be taken under consideration is: driving- and hindering forces for the development of reverse logistics in a distribution central, the primary causes of reverse logistics in a distribution central, return avoidance, gatekeeping, supplier relationship management and green logistics. Further, it was discovered that a big factor for a favourable development of reverse logistics in a distribution central was continuous training of the personal simultaneously as the development of the reverse logistics process. Implications – Through the analysis of the study it became clear that a big amount of hinders that can occur in association with the development of reverse logistics, comes as a result of the gap in understanding between the management and the operating core. With this as background the authors of the study recommends that whenever a process is developed, great importance should be added in developing the personal working in the process. Limitations – The limitations which lowers the internal validity and in turn the credibility of the study is that many of the theories used in the study is based on B2C. Another limitation is the choice of one case study since the research questions aimed at obtaining general conclusions. Keywords – Reverse logistics, Return management, Return avoidance, Gatekeeping, Supplier relationship management, Green logistics, Distribution central / Syfte – Syftet med studien är att identifiera nyckelfaktorer för utvecklingen av returlogistik på en distributionscentral. Studien skall bidra till att täcka det kunskapsgap som finns i problemområdet utveckling av returlogistik på en distributionscentral. Detta då tidigare forskning primärt behandlat problemområdet mellan kund och fokalfirma. Studiens syfte har brutits ned i två frågeställningar. Först vill studiens författare ta reda på vilka krafter som påverkar utvecklingen av returlogistik på en distributionscentral. Vidare skall viktiga faktorer för utvecklingen av returlogistik på en distributionscentral identifieras. Metod – Studiens valda metod är enfallsstudie då endast en process studeras, även för att kunna erhålla mer djupgående kunskap om det valda problemområdet. Studiens fallföretag är Ikea distributionscentral som är lokaliserade på industriområdet Torsvik utanför Jönköping och är verksamma inom möbelbranschen. Litteraturinsamlingen har genomförts med hjälp av fyra olika insamlingsmetoder: rekommendation av sökord, rekommendation av artikel, sökning i databaser och snowball sampling. Vidare har studiens insamlade data erhållits genom intervjuer, dokumentstudier samt observationer. Slutligen anses studiens interna validitet vara hög, under förutsättningen att teorier om utvecklingen av returlogistik baserade på B2C även anses vara applicerbara i B2B. Vidare anses den externa validiteten vara låg då endast ett företag har studerats. Dock har teorin och empirin analyserats för att nå generella resultat, vilket stärker den externa validiteten. Resultat – Med studiens insamlade teori och empiri som bakgrund har författarna tagit fram underlag för vilka nyckelfaktorer som är viktiga för utvecklingen av returlogistik på en distributionscentral. De nyckelfaktorer som identifierades som viktiga och bör tas i beaktande var: drivande- och hindrande krafter för utvecklingen av returlogistik på en distributionscentral, grundorsaker för returlogistik på en distributionscentral, return avoidance, gatekeeping, supplier relationship management och grön logistik. Vidare upptäcktes att en stor påverkande faktor för en gynnsam utveckling av returlogistik på en distributionscentral var kontinuerlig utbildning av personal i samband med utvecklingen av sin returlogistikprocess. Implikationer – I studiens analys framkom det att många av de hinder som kan uppstå i samband med utvecklingen av returlogistik handlar om det förståelsegap som finns mellan ledning och den operativa kärnan. Med detta som bakgrund rekommenderar studiens författare att ett företag måste lägga stor vikt på att se till att en utveckling sker både på process-nivå och personal-nivå. Begränsningar – Det som anses begränsa den interna validiteten och i sin tur studiens trovärdighet är att många av de teorier som har använts primärt är grundade i B2C. En ytterligare begränsning är valet av enfallsstudie, detta då forskningsfrågorna och syftet formulerades för att söka generella slutsatser. Nyckelord – Reverse logistics, Return management, Return avoidance, Gatekeeping, Supplier relationship management, Green logistics, Distributionscentral

所謂資料採礦是指『從大量資料或大型資料庫中由電腦自動選取一些重要的、潛在有用的資料類型或知識』。目前資料採礦所包含的各種技術已被廣泛的應用在許多領域上，本研究即要利用資料採礦的技術從大量的客戶交易資料中採掘出客戶與商品之間的關聯性知識，並將之應用未來客戶銷售活動。 資料採礦於流通業多為B2C之應用，本研究則嘗試將資料採礦分析應用於B2B之交易分析，並以個案公司與其客戶之實際銷售資料為本研究之資料來源，本研究利用Clementine電腦軟體為資料採礦工具，並依分析目的之不同，運用該軟體提供之各項採礦模組分別對個案公司之交易資料進行分析，如： *.使用關聯網〈web〉的方式，針對個案資料，尋找商品銷售間的強弱關係，挑出銷售關聯性較高的商品組合，並且利用C5.0決策樹演算法，尋找該交易行為的對象之特性為何。 *.使用Apriori演算法，針對BZ(商圈)、DL(經銷商)、SP(門市)等不同客戶類型在不同的資料期間，找出資料中所有商品之關聯規則。 *.利用Apriori演算法，利用前半年資料，找出IFAKMB(主機板)、IFDDLC(LCD監視器)、IFCOCP(中央處理器)等類別商品的購買規則，並分別以後半年的資料進行驗證，探究此規則之可行性。 接著針對各項資料採礦結果，就個案公司之實際狀況進行解讀，同時更重要的是探討該分析結果應用於銷售實務上之可行性，如：產品銷售規則，行銷策略、促銷戰術之擬定等。最後並以本研究之結果及經驗，對個案公司提出資訊管理系統資料補強之建議及資料採礦於未來可再延伸探討之應用方向。

Arivia.kom was formed out of a merger of the information technology (IT) departments of Eskom, Transnet and Denel. The aim was to address skilled staff losses and to achieve economies of scale. Agreements were drafted ensuring arivia.kom business patronage for a period of five years. Arivia.kom's commencement was accompanied by problems, affecting its customers to the extent that they indicated dissatisfaction with performance. This study established the extent of those problems, and the reasons for their occurrence. A market analysis was conducted with specific focus on customer and competitor analysis. An investigation was conducted into the quality of service, overall customer impression of the organisation since its inception, as well as performance against competitors. The major findings indicated that performance problems were not isolated incidents but consistent across the organisation. These problems stemmed from poor organisational design, poorly evolved organisational culture, unclear positioning and poor competitor and customer intelligence capability. / Business Management / M. Comm. (Business Management)

A vast range of controls/countermeasures exists for implementing security on information systems connected to the Internet. For the practitioner attempting to implement an integrated solution between trading partners operating across the Internet, this has serious implications in respect of interoperability between the security systems of the trading partners. The problem is exacerbated by the range of specification options within each control. This research is an attempt to find a set of relevant controls and specifications towards a framework for ensuring optimal interoperability between trading partners in this context. Since a policy-based, layered approach is advocated, which allows each trading partner to address localized risks independently, no exhaustive risk analysis is attempted. The focus is on infrastructure that is simultaneously optimally secure and provides optimal interoperability. It should also be scalable, allowing for additional security controls to be added whenever deemed necessary. / Computing / M. Sc. (Information Systems)

The master thesis is focused on a new industry of marketing – customer experience in the field of telecommunication services B2B. The theoretical part describes, analyzes and summarizes the basic concepts of information sources in the literature concerning the topic of customer satisfaction. In the analytical part the general theoretical basis and internal information of Vodafone Czech Republic are used for marketing research. On the base of obtained information are created proposals for Sales and Care deparments of B2B clients to increase customer satisfaction.

Submitted by André Luís Cardoso (wac034@gmail.com) on 2018-10-09T17:31:58Z No. of bitstreams: 1 20180910_TA_Andre_Cardoso.pdf: 958920 bytes, checksum: 47ef753cc9e992f83aeb22cfacb6c86f (MD5) / Approved for entry into archive by Tamara Oliveira (tamara.oliveira@fgv.br) on 2018-10-09T17:39:16Z (GMT) No. of bitstreams: 1 20180910_TA_Andre_Cardoso.pdf: 958920 bytes, checksum: 47ef753cc9e992f83aeb22cfacb6c86f (MD5) / Approved for entry into archive by Suzane Guimarães (suzane.guimaraes@fgv.br) on 2018-10-10T13:29:42Z (GMT) No. of bitstreams: 1 20180910_TA_Andre_Cardoso.pdf: 958920 bytes, checksum: 47ef753cc9e992f83aeb22cfacb6c86f (MD5) / Made available in DSpace on 2018-10-10T13:29:42Z (GMT). No. of bitstreams: 1 20180910_TA_Andre_Cardoso.pdf: 958920 bytes, checksum: 47ef753cc9e992f83aeb22cfacb6c86f (MD5) Previous issue date: 2018-09-12 / Um número cada vez maior de empresas está utilizando e-procurement (EPT) em seus processos de aquisição de materiais. Essas empresas buscam aumento de competitividade através da redução dos custos administrativos, redução do preço de compras, aumento de eficiência, melhor visibilidade de gastos, entre outras vantagens. Um dos problemas encontrados para o uso de EPT se relaciona aos fornecedores, que muitas vezes possuem dificuldade em cooperar, falta de infraestrutura, imaturidade tecnológica e resistência em absorver custos extras. O objetivo desse trabalho aplicado é estudar as dificuldades e os motivadores de fornecedores de MRO (manutenção, reparo e operação) no mercado brasileiro para utilização de e-procurement nas transações negócio-a-negócio (B2B) com seus clientes. Um segundo objetivo é elaborar uma lista de recomendações para facilitar o engajamento dos fornecedores no uso dessas ferramentas. O primeiro passo para atingir esse propósito foi revisar a literatura existente a respeito do processo de compras de MRO, sobre e-procurement, incluindo dificuldades e motivadores para sua utilização. A seguir foi realizado uma pesquisa exploratória qualitativa com estudo de casos múltiplos com fornecedores de MRO que utilizam o EPT no relacionamento comercial com seus clientes. As informações coletadas a partir do estudo de caso foram analisadas e comparadas com a literatura existente, gerando quatro proposições que podem ser estudadas futuramente. Como contribuição prática, a partir das informações obtidas foi elaborada uma lista de recomendações que pode ser utilizada por profissionais de empresas compradoras, consultorias, provedores de soluções de tecnologia de informação, além dos próprios fornecedores, para reduzir as barreiras e melhorar a eficiência de uso dessas ferramentas, beneficiando toda a cadeia com ciclos mais rápidos e menores custos. / An increasing number of companies are using e-procurement (EPT) in their purchasing processes. Their goal is to increase competitiveness through the reduction of administrative costs, lower purchasing prices, increase efficiency and improve spend visibility. One of the problems found for using EPT is related to suppliers which sometimes have difficulty to cooperate, lack of infrastructure, technological immaturity and resistance for bearing extra costs. The goal of this master's thesis is to study the difficulties and motivations for MRO (maintenance, repair and operation) suppliers in the Brazilian market for adopting eprocurement in their business-to-business (B2B) transactions with their clients. A second goal is elaborate a list of recommendations to increase supplier engagement in the adoption of these tools. The first step to achieve this goal was a literature review about MRO purchasing process, e-procurement, including barriers and motivations for both buyers and suppliers. After that it was performed an exploratory qualitative research using multiple case study with MRO suppliers that use EPT in their commercial transactions with clients. The data collected from the case study was analyzed and compared with existing literature generating four propositions that can be studied in the future. As a practical contribution, based on the evidence collected it was also prepared a list of recommendations for professionals of buying companies, consultancy groups, IT solution providers, besides the suppliers, in order to mitigate barriers and improve efficiency for using those tools, benefiting the whole chain with faster cycles and lower costs.

CRM-system är ett växande och lukrativt affärsområde, som genererar stora intäkter för företag verksamma inom en rad olika branscher globalt, i synnerhet branscher där kundfokus står i centrum. Att arbeta med kunden i fokus och att ha kunden som medskapare av värde, anses av många vara nödvändigt för att kunna möta en tilltagande global konkurrens. Företag investerar stora summor pengar i anskaffning av CRM-system, i syfte att stärka kundrelationen och öka avkastningen över tid. Befintlig forskning visar emellertid att implementeringen av CRM ofta misslyckas, varpå den förväntade avkastningen av investeringen delvis uteblir. Detta skulle kunna förändras om man antar en mera proaktiv hållning till själva implementeringen av CRM, där fokus ligger på att förbereda organisationen på att ta hand om och förvalta investeringen i CRM, snarare än att finna och investera i den tekniska lösningen som ter sig bäst lämpad. Det viktiga är inte att hitta en överlägsen teknisk lösning, utan att den tekniska lösningen når sin fulla potential inom organisationen. Majoriteten av befintlig forskning är utförd inom business-to-consumer (B2C), och jag fann det därför intressant att titta på ett fallföretag som verkar inom business-to-business (B2B). Jag fann det också väldigt intressant att definitionen av CRM inte sällan skiljer sig åt markant, där CRM både kan vara ett tekniskt IT-system och ett företags holistiska filosofi kring att hantera kunder. Då definitionen ligger till grund för implementeringen, blir det väsentligt att inför en implementering, definiera vad CRM är för det specifika företaget. Med denna kvalitativa studie, har jag undersökt kontexten hos ett företag som verkar inom B2B och ännu inte har någon form av CRM implementerat, i syfte att; "… skapa en förståelse för hur interna förutsättningar för en implementering av CRM kan skapas för ett företag som verkar inom en B2B kontext". Intervjuer har genomförts med totalt sju stycken medarbetare på företaget, vars svar sedan transkriberats och analyserats mot studiens teoretiska referensram. Min studie visar att fallföretaget, inför en implementering av CRM, lider av liknande brister, som genom tidigare forskning identifierats hos företag som misslyckats med deras CRM-implementeringar. Därmed lider fallföretaget en risk för att nyttan med CRM helt eller delvis uteblir. En svårighet med CRM är den kulturella förändring som det kan innebära för företaget, dels i fråga om nya arbetssätt, men också i hur man på olika sätt kan motivera de anställdas engagemang för uppgiften. Förutsättningarna för en förändringsbenägen organisation, bör skapas innan själva förändringen genomförs, för att lättare kunna nå framgång med förändringen. Studien visar att en proaktiv implementering av CRM, underbygger ett anpassat förhållningssätt där särskild hänsyn tas till organisationens specifika behov. En tänkbar implikation blir att en organisation som är väl förberedd för CRM, också lättare kommer att kunna maximera effekten av CRM.

This master’s thesis analyses a brand of selected company Engineering Test Institute, public enterprise (SZU), which offers services of testing, inspection and certification. Theoretical part of the thesis is focused on literature research of marketing and branding theories. The key part is the analytical part, which contains a detailed analysis of the current state of the brand "Engineering Testing Institute". The thesis also contains a questionnaire survey focused on both the internal environment of the company and its customers. The research is followed by a final part with possible suggestions on how to further develop the brand.

Technological advancements have altered all aspects of human life, undeniably impacting all domains of commercial entities. Current digital technologies have the most pre-eminent influence on the supply chain management of corporations, irrespective of their diverse industry and operations. Remarkably, emerging markets with rapid economic growth, becoming appealing for foreign investments, are transmuting their supply chains with innovative hi-tech for smooth, effective, and efficient business processes and operations.The commencement of supply chain alterations in developed countries for facilitating international business has been part of various erstwhile studies that need more information on emerging markets. This thesis contributes to the prevailing research concerning the cited phenomenon by pursuing and expounding the answers to the research questions; "Considering the challenges and opportunities, how do digital technologies (blockchain, Cloud, IoT, AI) affect supply chain management and logistics in emerging markets?" and "What role does the supply chain's digital transformation play for businesses operating in emerging markets engaged in international business?".Fundamentally, the prime purpose of this research is to provide in-depth comprehension regarding the impending gratuities of supply chain revolutions availed by emergent markets expediting their international business with significant hindrances in the process. Also, this study uses a modified theoretical framework created under the idea of dynamic capabilities theory by Teece (2007) to illustrate the pertinent concepts. Furthermore, qualitative case studies of the syndicates from countries Iran, Pakistan and Bangladesh were conducted through semistructured interviews using an inductive approach under the interpretive methodology concept.The study demonstrates that despite market and industry, human errors and manual processes resulting in extra cost, time and energy limiting a firm's overall capacity have been the crucial challenges optimised by supply chain renovations. Lastly, the research provides the theoretical and managerial implications to define the topic in future regarding comparative analysis across industries and mitigating risks in international supply chains due to hi-tech, along with future recommendations.