I kontexten av ekonomiska förändringar har skiftande konsumentbeteenden betydelse. Ett exempel är att den höga inflationen i Sverige har medfört ett förändrat konsumentbeteende gällande behov och köp av icke-nödvändiga varor som modeprodukter. Konsumentbeteende vid köp av mode kan bland annat förklaras med hjälp av kundengagemang, där graden av engagemang hos modekonsumenter utmärks av intresse för mode, köpvanor och tid som spenderas på beslutsfattande vid köp av mode. Utöver graden av engagemang uppvisar även konsumenter ett känslomässigt eller kognitivt engagemang vid köp av mode, vilket påverkar hur de upplever värde. Vid köp av mode påverkas konsumenternas upplevelse av värde av faktorer som konsumentens behov, produktens pris, produktkvalitet och produktens livslängd. Dessutom upplever konsumenter hedonistiskt eller utilitaristiskt värde vid köp av mode, vilket bland annat styrs av deras köpmotiv och köpupplevelser. En kunskapslucka identifierades gällande hur hög inflation påverkar graden av engagemang i samband med köp av mode samt hur detta påverkar konsumenternas upplevda värde. Studiens syfte var således att vidare undersöka hur engagemang uttrycks vid köp av modeprodukter och hur engagemang påverkar upplevt värde i samband med ekonomiska förändringar. Forskningsfrågan var “hur beskriver modekonsumenter sitt engagemang i samband med deras köpresa vid köp av mode och hur påverkar hög inflation som en ekonomisk förändring upplevelsen av värde?” Studien gjorde en kvalitativ undersökning med hög inflation som undersökningskontext. Den kvalitativa undersökningen bestod av sju semistrukturerade kvalitativa intervjuer som genomfördes digitalt. Studien visade att måttligt engagerade modekonsumenter främst uppvisar ett kognitivt engagemang, medan modekonsumenter med högre grad av engagemang uppvisar känslomässigt engagemang. Studiens slutsats visar även att måttligt engagerade konsumenter upplever utilitaristiskt värde vid köp av mode, medan de med högre grad av engagemang upplever hedonistiskt värde vid köp av mode. I kontexten av hög inflation som ekonomisk förändring förändras en del av modekonsumenternas köpbeteende och upplevda värde genom att de uttrycker en ökad priskänslighet, ökat behov av utilitaristiskt värde och längre beslutfattningstid vid köp av modeprodukter. Studien betonar vikten av att beakta ekonomiska förändringar i omvärlden vid analys av konsumentbeteende och uppfattningar om upplevt värde vid köp av mode i kontexten av marknadsföring. / In the context of economic changes, shifting consumer behaviors hold significance. One example is the high inflation in Sweden, which has led to a shift in consumer behavior regarding needs and purchases of non-essential items such as fashion. Fashion consumer behavior can be explained by involvement, which is characterized by their interest in fashion, purchasing habits, and decision-making time. Fashion consumers also exhibit emotional or cognitive involvement, which influences the value perception. Factors such as consumer needs, product price, quality, and longevity affect consumers' value perception when buying fashion. Furthermore, consumers experience hedonic or utilitarian value when purchasing fashion, influenced by their motives, and buying experiences. A knowledge gap was identified regarding how high inflation affects the degree of involvement in fashion purchases and how this impacts consumers' perceived value. Therefore, the aim of this study was to further investigate how involvement is expressed in fashion purchases and how involvement influences perceived value in the context of economic changes. The research question was, 'How do fashion consumers describe their engagement during their fashion buying journey, and how does high inflation as an economic change affect the experience of value?' The study conducted qualitative research with high inflation as the research context and consisted of seven semi-structured qualitative interviews conducted digitally. The study shows that moderately involved fashion consumers primarily exhibit cognitive involvement, while those with a higher degree of involvement demonstrate emotional involvement. Moderately involved consumers experience utilitarian value in fashion purchases, whereas those with a higher level of involvement experience hedonic value. In the context of high inflation as an economic change, some fashion consumers' purchasing behavior and perceived value change with increased price sensitivity, an increased need for utilitarian value, and longer decision-making time when buying fashion. Therefore, the study highlights the importance of considering economic changes in the analysis of consumer behavior and perceived value in fashion purchases in a marketing context.

Industrial selling is considered to be one of the highly challenging tasks and sales personnel are exploring new strategies and tools to stay ahead of the competition to achieve organizational objectives. The study has focused on adding to the academic knowledge of the use of an innovative and creative sales tool to enhance the performance of the function. For this purpose, with the professional experience of research team members, the use of Life Cycle Cost Analysis (LCCA) is taken into the account as the tool. Though the LCCA is generally accepted as an instrument used by organizational procurement departments, it has been observed that there is a strategic and functional importance of academically studying the role of the during the industrial sales process, how it has been utilized during the interaction with various members in the organizational decision-making process and the role of the other internal departments in applying it. It was our utmost faith, it would be an interesting and insightful area of academic exploration while addressing relatively considerable the drought in academic studies on industrial sales. The topic was selected based on the researchers’ previous experience followed by thorough literature research in identifying the knowledge gap on the topic. The empirical data collection was carried out over two industries, namely, Protective Coatings (Industrial paints) and Luxury bathroom fixtures and fittings in India Subcontinent. Data was gathered using semi-structured interviews with sales professionals who have been selected based on the researchers’ personal contacts. The gathered data were analyzed using qualitative techniques.  The study showed that the LCCA plays a significant role in different stages of the Industrial sales process as a sales tool and it has helped the sales personnel to a greater extent during their interaction with various members of the organizational buying unit. Unanimously, it was accepted by the members of the sales department that the other departments are instrumental in the effective use of the LCCA. The LCCA is a tool that can be utilized in the industrial sales process and that other industries can use as well. The idea might be used by sales teams in other companies, such as those that build bridges, railways, and roads, recycle, enforce traffic laws, manufacture building materials, and so forth. The study found that LCCA is used by enterprises as a tool in the industrial sales process. In the Presentation and Demonstration phase of the sales process, the instrument is heavily utilized. The sales team's satisfaction with LCCA has increased due to its proactive role in lowering DMU objections.

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The concept of industry 4.0 has long been a topic of discussion, research, and cultural impact, it has also rapidly increased effectiveness, profitability, and growth for the involved parties. At the pinnacle of industry 4.0 smart factories have emerged as a concept, describing the factories of competitive manufacturing leaders who best utilize the advanced tools of the era. The journey toward progressing conventional factories, making them smart, requires collaboration with suppliers who are well-equipped to support this transition. Therefore, this thesis aims to take on a supplier perspective through the lens of strategy to gain a deeper understanding of how suppliers should act towards original equipment manufacturers (OEMs) in the smart factory era. Specifically, investigating how suppliers can seize business opportunities in the smart factory maturity (SFM) journey of OEMs.  The study was conducted through a qualitative single case study performed with an industrial supplier towards OEMs in the motor vehicle industry (MVI). Data collection included performing semi-structured interviews with employees at the case company as well as observations such as break room discussions and visits at OEMs. Moreover, thematic analysis was carried out which resulted in three themes which deepens the understanding of the supplier’s role in the context. The discussion of the themes concludes that suppliers should: 1. Understand the state of the OEMs' smart factory journey, by identifying the OEMs SFM and what drives them forward. 2. Use the found enablers in their strategy to assist the journey, i.e. by developing strategic partnerships, expanding the software offering, establishing a smart factory vision, and changing the mindset towards solution selling. 3. Prepare for and manage the identified challenges of the smart factory era, which are factory legacy, new competency needs, cyber security, silo mindset, and change management. The research contributes to industry 4.0 maturity model literature by adding a more managerial view on the area and a supplier perspective. Furthermore, the study contributes to strategic management literature by adding onto the dynamic capabilities framework by providing a practical context on how organizations can seize business opportunities.

There is an inherent tension between a seller and a buyer as their relationship progresses towards closing the deal.The salesperson fears that the buyer wastes his time, which he could otherwise spend towards real potential buyers.The buyer questions the sincerity of the salesperson. Both evaluate the amount of trust and cooperation they should invest in the relationship. It is possible, after all, that the salesperson wants to take advantage of every weakness he detects in the buyer in order to guarantee the sale, and it is equally possible that the buyer tries to fool the salesperson, with false credit information for example. This thesis examines tensions that exist between salespeople and buyers by using an extended version of grounded theory, by which date is collected and analysed both qualitatively and quantitatively. It demonstrates that perceived predation reduces considerably the quality of the relationship.The thesis suggests that the phenomenon of predation exists in every sphere of human activity, including in the legal system.The PARDU Model ( pr edator-pr ey) initially developed to discuss the phenomenon of predation evolves, as the research progresses, towards the OPERA Model and the MESLYª grid, which offer pratical tools to better manage informational predation.

Résumé : II existe une tension inhérente au sein de la relation en cours de développement entre un vendeur et un acheteur. Le vendeur craint que l'acheteur lui fasse perdre son temps et l'acheteur, lui, doute de l'honnêteté du vendeur. Tous deux s'interrogent sur le niveau de confiance et de coopération à accorder à l'autre. Il est possible, après tout, que le vendeur soit à l'affût de la moindre faiblesse de l'acheteur pour profiter de la situation et s'enrichir à ses dépens, ou, vice-versa, que l'acheteur cherche à profiter du vendeur. La présente thèse examine les tensions entre vendeurs et acheteurs en ayant recours à la théorie enracinée élargie, qui comprend une série de boucles investigatrices formées de revues des écrits scientifiques et de cueillettes de données qualitatives et quantitatives. Elle cherche à démontrer que la prédation perçue (l'impression que l'autre abuse de nous de manière coordonnée) affecte négativement la bonne entente entre les parties prenantes de la transaction. La thèse suggère aussi que le phénomène de prédation existe dans toutes les sphères d'activités humaines, y compris dans le domaine juridique. Le modèle PARDU (prédateur-proie) initialement développé pour discuter du phénomène de prédation débouche, au fil de la recherche, sur le modèle OPERA et la grille MESLY®, qui offrent des applications pratiques pour mieux gérer la prédation informationnelle.||Abstract : There is an inherent tension between a seller and a buyer as their relationship progresses towards closing the deal. The salesperson fears that the buyer wastes his time, which he could otherwise spend towards real potential buyers. The buyer questions the sincerity of the salesperson. Both evaluate the amount of trust and coopération they should invest in the relationship. It is possible, after ail, that the salesperson wants to take advantage of every weakness he detects in the buyer in order to guarantee the sale, and it is equally possible that the buyer tries to fool the salesperson, with false credit information for example. This thesis examines tensions that exist between salespeople and buyers by using an extended version of grounded theory, by which date is collected and analysed both qualitatively and quantitatively. It demonstrates that perceived prédation reduces considerably the quality of the relationship. The thesis suggests that the phenomenon of prédation exists in every sphere of human activity, including in the légal system. The PARDU Model (predator-prey) initially developed to discuss the phenomenon of predation evolves, as the research progresses, towards the OPERA Model and the MESLY® grid, which offer pratical tools to better manage informational predation.

本篇論文共一冊，約八萬字，共分為五章，包括一、導論；二、文獻探討；三、研究 方法；四、研究結果；五、結論與建議。內容主要採討大台北地區兒童夏令營之消負 行為，包括一、了解兒童夏令營之市場，並比較中美兒童夏令營不同發展之趨勢；二 、探討兒童夏令營購買者之購買行為、購買動機、對各夏令營之評價、知覺與偏好； 三、從購買者人口統計其數、生活型態來分析購買行為的差異性，以作為市場區隔化 的基礎；四、探討上述分析結果對於主辦夏令營之機構在行銷策略上之涵義，並且希 望能對家長在選擇夏令營時有所助益。

本論文共一冊，約四萬字，可分為五章。 第一章 緒論 第一節 研究背景 第二節 研究目的 第三節 研究範圍 第四節 研究限制 第二章 文獻探討 第一節 文獻探討 主要探討服務業中消費者行為有關之文獻。 第二節 觀念性架構 主要以EKB 模式為主體 第三節 研究假設 第三章 研究方法 第一節 問卷設計 採封閉式問卷，並以郵寄方法為主，少部分便利攜回式填寫為輔來接觸受 測者。 第二節 抽樣設計 第三節 資料分析方法 以ANOVA 規則相關分析方法分析資料。 第四章 結果分析 第一節 評估準則之差異分析（重要性分析） 第二節 評估準則與生活型態之相關分析 第三節 購屋經驗與評估準則差異探討 第四節 購買地區與評估準則差異分析 第五節 不同通路選擇者之人口變數分析 第六節 不同通路選擇者對通路認知之差異分析 第五章 結論與建議 第一節 結論 第二節 建議

在近年來，產業群聚之研究逐漸風糜，Porter所著之《國家競爭優勢》開啟了產業群聚研究，並將產業群聚之概念及操作手法加以介紹，其後的許多學者承襲Porter對於產業群聚定義採用其他研究方法將產業群聚之研究發揚光大。過去臺灣對於產業群聚之研究，多停留在特定地點成功案例研究(如竹科或矽谷)或單一產業或單一地區之產業集中情形進行研究，較少以上下游關係緊密關係來做研究基礎開展，再配合產業資料進行集中之研究。 本研究則是基於產業群聚之概念，而將產業群聚分為上下游關係緊密與地理空間集中兩者，並援引Bergman 及 Feser兩位教授於1999及2000年所介紹之投入產出方法，利用主計處之《八十八年產業關聯表》中資料找出上下游關係緊密之產業群，再利用九十年工商普查產業基本資料配合上下關係緊密產業群找出其在地理空間集中之確切群聚地點。茲將研究發現整理如下： 一、臺灣地區主要有十三個上下游關聯緊密之產業群聚。 二、半導體與電子零組件產業群聚為臺灣地區為核心產業群聚。 三、北臺灣區域儼然成為臺灣地區主要產業群聚地點，臺北縣及桃園兩地成為大多數產業群聚之地點。 四、北中南區域皆各有不同之產業群聚。 (一) 北部區域為電子產業(半導體以及電子零組件)、紡織、機械、機電、印刷、汽車產業群聚之地點。 (二) 中部區域則有皮革及皮鞋、鋼鐵及機械、其他製品、自行車產業群聚。 (三) 南部區域則有石化上游、鋼鐵、鋁、機車、船舶產業群聚。

隨著資訊技術的崛起與發展，傳統的商業模式已經完全不同於以往，電子商務的興起已逐年快速蓬勃發展，這樣的新興商業模式無論是在B2B或是B2C的領域都讓企業運作變的更加有效率，並且為企業創造了更多的利潤，但除了資訊科技以外仍需其他革命性變革與創新才能造就如此欣欣向榮的環境，供應鏈管理即是極佳的例子，在供應鏈管理的運作之下的企業相互合作和共享資訊與資源，資訊科技扮演連接整個供應鏈的重要角色，並且讓供應鏈更加有效率的運作，這是B2B電子商務極致表現的一個相當好的範例，但企業之間的合作決計不僅僅只依靠資訊科技的連結而變的更有效率，企業需要的是尋找良好的廠商作為合作夥伴，本研究的目的就在於發掘出企業間建立夥伴關係中重要的因素，並嘗試將夥伴關係分級，如此一來夥伴關係管理將不只是空談，企業可以有效的評估合作的廠商並加以分級管理，夥伴關係管理的運作將為企業創造更多的價值。 在不同的產業中會有不同的夥伴關係出現，當然當中關鍵的結合力因素也將不同，在本研究中將會把目標放在處於資訊科技產業中的買與賣的關係之上，因為這個產業有著強調速度與效率的特性，而且電子商務的應用與發展也最蓬勃，本研究將採用深度的訪談分析，並讓受訪問的企業對重要的結合力因素作評比，如此一來研究者將可以分析瞭解重要的結合力並將夥伴關係做等級上的劃分，以利未來其他研究者能針對不同等級的夥伴關係做各類管理方法之研究。 關鍵字：電子商務、B2B、夥伴關係管理、結合力 / In the wake of information technology (IT), business model is taking a paradigm shift. Electronic commerce is an emerging business model that streamlines the operations of a business and results in efficiency and profitability. In addition to the increased dependency on information technology, changes in management will be needed to maximize the effects of electronic commerce. The concept of Supply Chain Management (SCM) tells management to utilize the new found capabilities of IT integration and information sharing between business partners. The concept reveals that a connection beside the tangible IT link should exist to bind a business with its suppliers and customers tightly. Businesses should have a good relationship with their business partners to increase the total revenue. In this research, we are trying to find the critical bonds between business partners. After identifying the bonds, we can use them to categorize partner relationships and differentiate the degree of integration between business partners. Keywords: EC, B2B, PRM, partner relation management, bond, buyer-supplier relationship