Rapid digital transformation, accelerated by covid-19 and a younger, more digital workforce, has changed the B2B sales environment affecting customer behavior, business practices and technologies. To adapt to this change B2B companies need to create new endeavors that connect marketing and sales activities, and identify how these can be efficiently enhanced by technology and digital tools. There is a need to identify effective tactics in different phases of the marketing and sales process. Consequently, more academic research is needed to investigate critical issues that technology may have in the B2B buying process. This paper thereby aims to establish a framework for B2B companies on how to optimize the customer journey by supporting the sales process with digital inbound marketing. This is examined by looking at how B2B companies can optimize the sales process by targeting customers’ needs with relevant actions throughout the customer journey with the help of technology and digital means. The results of this exploratory single case study demonstrates that the customer journey is complex with several touchpoints, and to create optimized processes, the customer journey must be adapted to each specific customer segment. Further, the study also contributes to the literature by demonstrating the importance of the marketing and sales departments being integrated and working together to create efficient processes. The presented framework for a customer journey can be used by managers to visualize the sales process, and identify at what stages the process can be made more efficient by digital means.

The purpose of this thesis is to investigate the use of social media (SM) as a relationship marketing tool (RM) in the context of professional sport in North America. The specific objectives are (i) to explore the use of social media in meeting relationship marketing goals within the context of professional sport, (ii) to explore how professional sport teams’ managers see the opportunities of social media in meeting relationship marketing goals, (iii) to explore how professional sport teams’ managers see the challenges of social media in meeting relationship marketing goals, and (iv) to examine the benefits of social media, if any, in enhancing long-term relationships with their favourite sport team from the perspective of fans of professional sport teams. Guided by a pragmatist philosophical worldview, the project adopted a multi-domain qualitative research approach. The multi-domain approach reflects the three data sources (i.e., the medium-SM platform, organization-professional teams, and consumers-sport fans). Putting an individual emphasis on each of these three data sources, three different but interrelated studies are conducted to accomplish the overall purpose of the dissertation using an article-based format. The first study, guided by the relationship marketing theoretical framework, adopted a netnographic method to investigate professional sport teams’ use of Twitter as an RM tool. Specifically, the study focused on the three core components of RM: communication, interaction, and value. The netnography is based on data gathered from the official Twitter account of 20 professional sport teams from the four major leagues from August 1, 2015 to February 29, 2016. Results outline seven emergent communication types, six interaction practices, and ten values (co)created by the teams or/and fans. Theoretical and practical implications, as well as impetus for future research are identified. The second study aimed at obtaining a first-hand and an in-depth understanding of the role, opportunities, and challenges of SM in meeting RM goals from the perspective of senior managers of professional sport teams. For this purpose, semi-structured interviews were conducted with 26 managers from the four major leagues professional sport teams in North America. Results outline the platforms adopted, six intended objectives, seven opportunities and seven challenges of SM as an RM medium. A list of theoretical and practical implications, and impetus for future research is provided. The purpose of the third study was to first gain an empirically supported understanding of the role and benefits of SM as an RM tool from the perspective of professional sport fans and, following that, to identify, specify, verify, and refine the emergent benefits. The study employed an adaptation of the focus group method, dubbed the ‘sequential funnel-based focus group’, which is a multiphase, step-wise version of the established method. The sequential funnel-based focus group is conceptualized, developed, described, and used in this work as a research method. The adaptation allowed the identification of benefits of SM as a medium that enhances long-term relationships through a series of funnel-based focus group discussions in three sequential phases. A total of 10 focus groups with 81 participants took part in the study. The work identified seven major benefits (and 15 sub-categories of benefits) that fans see as opportunities presented by SM as a medium to enhance long-term relationship with their team. Theoretical contributions, practical recommendations, and directions for future research are provided. The findings from the three studies are integrated to construct a multi-dimensionally informed and comprehensive understanding of the use of SM in RM in professional sport. In general, data gathered from the perspective of the three domains (i.e., medium/SM platform, organizational/ professional teams, and consumers/sport fans) informed that SM is providing new directions to RM, making it an effective and affordable channel in realizing RM goals in professional sport context. The thesis also produced empirical evidence of the opportunities that SM presents and the challenges that it poses in terms of meeting RM goals in the context of professional sport. Informed by the studies data, the dissertation also extended Grönroos’s (2004) RM process model through the lens of SM in professional sport context. Contributions to scholarship, practical recommendations, directions for future research, and the limitations of the dissertation are provided.

En la actualidad las empresas pymes distribuidoras presentan algunos inconvenientes en el mercado, porque no pueden competir con éxito algunos factores como sus precios, logística o calidad de los productos, entre otras características con las empresas. Asimismo, estas empresas les falta enfocarse en los procesos pre o post el pedido de compra del cliente. Antes de cumplir 2 años activos en el mercado peruano, el 82.5 % de las empresas pymes se disuelven. La empresa en la que se enfoca este trabajo se llama es especializada en la distribución de herramientas manuales, eléctricas y neumáticas, la cual fue analizada para identificar los problemas principales y las posibles causas. En la lectura y análisis de los artículos científicos encontrado, se plantea una metodología de mercadotecnia llamada Inbound Marketing, en la cual se modificado y adecua para el caso de estudio del presente trabajo.  Por otro lado, se ha utilizado herramientas como clasificación ABC, flujo de trabajo y metodología de Inbound Marketing como estructura de la metodología propuesta para poder solucionar el problema de ventas insuficiente. Se ha analizado que las causas principales de esta problemática de diferentes pymes es el bajo índice de conversión de cotizaciones a ventas, lo cual genera el poco rendimiento e impacto económico negativo. Al finalizar la implementación de esta metodología, se refleja un incremento en el porcentaje de eficiencia del desarrollo de cotizaciones y un aumento en el índice de rendimiento de estos. En conclusión, se puede medir el impacto monetario de la implementación que ha sido beneficioso para la empresa en estudio, el rendimiento que se obtuvo en el último mes de implementación fue el aumento en un 10 %. Por ello, se recomienda realizar esta propuesta para adaptarla a situación actual de cualquier pyme. / Currently, SMB distribution companies have some drawbacks in the market because some factors such as their prices, logistics or product quality, among other characteristics with companies, cannot compete successfully. These companies also need to focus on the pre or post processes of the customer's purchase order. 82.5% of SME companies disappear before two years of market existence. The company is a specialized in the distribution of manual, electrical and pneumatic tools, which was analyzed to identify the main problems and possible causes. In the reading and analysis of the scientific articles found, a marketing methodology called Inbound Marketing is proposed, in which it is modified and adapted for the case of study of this work.  On the other hand, tools such as ABC classification, workflow and Inbound Marketing methodology have been used as the structure of the proposed methodology to be able to solve the insufficient sales problem. It has been analyzed that the main causes of this problem of different SMEs is the low rate of conversion of quotes to sales, which generates the low yield and negative economic impact. At the end of the implementation of this methodology, an increase in the percentage of efficiency of the development of quotes and an increase in the rate of return of quotes is reflected. In conclusion, you can measure the monetary impact of the implementation that has been beneficial to the company under study, the performance obtained in the last month of implementation was the increase by 10%. It is therefore recommended that this proposal be made to adapt it to the current situation of any SME. / Tesis

Nach dem Erstnachweis von Myrmeleon-Bohrungen (Tjeder, 1941) in der Dresdner Heide im Jahr 2019 (KURTH 2020, Sächs. Entomol. Z. 10: 71-80) wurde die Populationsgröße und Dichte der Art bestimmt. M. bore wurde hauptsächlich in offenen, spärlich bewachsenen, sandigen Gebieten mit direkter Sonneneinstrahlung gefunden. Die flächengewichtete Dichte des gesamten Untersuchungsgebietes (4,05 Hektar) betrug 0,177 Larven/m2. Schätzungen der Populationsgröße basierend auf zufälligen Quadratzahlen führen zu einer Zahl von 4000-7000 Individuen - die größte bekannte Population dieser Art. Die für diese Art aus Laborversuchen bekannte positive Korrelation zwischen Larvengröße und Grubendurchmesser wurde an unserem Studienstandort bestätigt. Diese Korrelation könnte es Forschern ermöglichen, die Altersstruktur von Wildpopulationen abzuschätzen. Angesichts der besonderen Verantwortung Deutschlands für den Schutz dieser Art und der Größe der Population fordern wir den Schutz des Gebietes und eine Priorisierung gegenüber anderen geschützten Arten in diesem Gebiet. / Following the first record of Myrmeleon bore (Tjeder, 1941) in the Dresden Heath area in 2019 (KURTH 2020, Sächs. Entomol. Z. 10: 71-80), the population size and density of the species was determined. M. bore mainly was found in open, sparsely vegetated, sandy areas with direct sunlight exposure. The area-weighted density of the entire study site (4.05 hectares) was 0.177 larvae/m2. Population size estimates based on random quadrat counts lead to a figure of 4000-7000 individuals - the largest known population of this species. The positive correlation between larval size and pit diameter known for this species from laboratory trials was confirmed at our study site. This correlation may allow researchers to estimate the age structure of wild populations. Given the special responsibility of Germany for the protection of this species and the size of the population, we urge the protection of the site and a prioritisation over other protected species found in the area.

No description available.

The intent of this essay is to get a clearer picture of the regional differences and traditions within the funnel-beaker culture in Scandinavia during the early neolithic period. By getting a more thorough understanding of the practical labour and social aspects of the production attributed to the polygonal battle-axe, interpretations of regional divisions and the manufacture process are presented. This is done with the use of distribution patterns, ethnographic research and cultural evolution theory. / <p>Betyg: A</p>

Customer acquisition stands as a critical process for converting potential leads into customers. This study delves into the intricacies of the customer acquisition process within B2B technology-based startups, shedding light on their unique challenges and opportunities. By examining existing methodologies, identifying their effectiveness, and influencing factors, this research aims to provide valuable insights into streamlining the customer acquisition journey for technology-based startups. It draws upon theoretical concepts of the B2B selling process, the sales funnel framework, and insights from interviews. Adopting a qualitative approach, the study involves semi-structured interviews with those involved in sales and business development operations in technology-based startups. These interviews reveal the importance of targeted strategies, data-driven decision-making, and the integration between marketing and sales efforts. Additionally, the significance of KPIs in evaluating acquisition strategies is explored in depth. Various factors impacting the customer acquisition process are identified as product complexity, choice of marketing methods, strategic decision-making, brand development, managing communication channels, cost of acquisition, and building credibility. / Kundanskaffning är en kritisk process för att omvandla potentiella leads till kunder. Denna studie undersöker detaljerna i kundanskaffningsprocessen inom B2B-teknikbaserade startups och belyser deras unika utmaningar och möjligheter. Genom att granska befintliga metoder, identifiera deras effektivitet och påverkningsfaktorer, syftar denna forskning till att ge värdefulla insikter för att effektivisera kundanskaffningsresan för teknikbaserade startups. Den bygger på teoretiska koncept av B2B-försäljningsprocessen, säljtrattens ramverk och insikter från intervjuer. Genom att anta en kvalitativ metod innefattar studien halvstrukturerade intervjuer med personer involverade i försäljnings- och affärsutvecklingsoperationer i teknikbaserade startups. Dessa intervjuer avslöjar vikten av riktade strategier, datadrivet beslutsfattande och integration mellan marknadsförings- och försäljningsinsatser. Dessutom utforskas betydelsen av nyckeltal för att utvärdera anskaffningsstrategier på djupet. Olika faktorer som påverkar kundanskaffningsprocessen identifieras, såsom produktens komplexitet, val av marknadsföringsmetoder, strategiskt beslutsfattande, varumärkesutveckling, hantering av kommunikationskanaler, förvärvskostnad och att bygga trovärdighet.

<p>Cilj: Proveriti da li je moguće promeniti način CT verifikacije Hallerovog indeksa u okviru preoperativne pripreme pacijenata sa deformitetom grudnog ko&scaron;a po tipu pectus excavatum-a, uz utvrđivanje fiziolo&scaron;kog opsega vrednosti indeksa, njegove zavisnosti od uzrasta i pola, kao i respiratorne faze u kojoj se CT pregled izvodi. Utvrditi značaj vrednosti indeksa korekcije, indeksa asimetrije i indeksa torzije sternuma. Proveriti i mogućnost smanjivanja efektivne doze jonizujućeg zračenja kod primene CT tehnike jednog skena (single slice). Materijal i metod rada: Ispitivanje se sastojalo iz prospektivne studije koja je obuhvatila 30 pacijenata sa pektus ekskavatumom uz CT snimanje (single slice) u respiratornim fazama: ekspirijum i inspirijum. Na dobijenim snimcima su izračunati pored Halerovog indeksa i indeksi asimetrije, korekcije i sternalne torzije. Prema dobijenim rezultatima merenja i izračunavanja, dono&scaron;ena je odluka o načinu terapijskog tretmana. U retrospektivnoj studiji, urađena je analiza 100 CT pregleda grudnog ko&scaron;a kod dece gde nije verifikovan pectus excavatum, uz kalibriranje vrednosti indeksa u odnosu na uzrast i pol pacijenata. Retrospektivno istraživanje je obuhvatilo i analizu dodatnih 30 CT pregleda grudnog ko&scaron;a pacijenata sa deformitetom grudnog ko&scaron;a po tipu pectus excavatum-a, koji su dijagnostikovani i/ili operisani. Kod svih operisanih pacijenata je primenjenja Nusova operativna tehnika. U ovoj grupi pacijenata je izračunata srednja vrednost efektivne doze jonizujućeg zračenja, a dobijene vrednosti su potom komparirane sa efektivnim dozama koje su dobijene niskodoznim CT pregledima grudnog ko&scaron;a uz primenu novog protokola (&quot;single-slice&quot; tehnika u respiratornim fazama inspirijuma i ekspirijuma). Rezultati: Fiziolo&scaron;ki opseg vrednosti Haller-ovog indeksa u populaciji zdravih pacijenata se kretao od 1,47 do 3,17 i u proseku je iznosio 2,23&plusmn;0,32 (znatna pozitivna korelacija uzrasta i vrednosti HI). Na osnovu rezultata Man-Vitnijevog testa nije postojala polna razlika u posmatranoj grupi. Haller-ov indeks u grupi dijagnostikovane/operisane dece je u proseku iznosio 3,39 i kretao se u intervalu od 2,23 do 5,72 (korelacija između uzrasta ovih pacijenata i Haller-ovog indeksa je bila neznatna i negativna). Utvrđena je zavisnost veličine Haller-ovog indeksa od respiratorne faze u kojoj se CT pregled izvodi. Tako su prosečne vrednosti Haller-ovog indeksa u inspirijumu dece sa dijagnostikovanim deformitetom iznosile 2,69&plusmn;0,76. Kod dece ove grupe u ekspirijumu vrednosti Haller-ovog indeksa su iznosile 3,49&plusmn;1,19. U inspirijumu su samo 3/32 (9%) ispitanika imali vrednost HI preko 3,25 (granična vrednost za operativni tretman), dok ih je u ekspirijumu bilo znatno vi&scaron;e 13/32 (41%), &scaron;to je statistički značajna razlika (&chi;2=6,250; df =1; p=0,012). &quot;Single-slice&quot; tehnika CT pregleda u inspirijumu i ekspirijumu 20-25 puta smanjuje efektivnu dozu jonizujućeg zračenja. Zaključak: Vrednost Haller-ovog indeksa raste sa uzrastom deteta, dok nije utvrđena zavisnost Haller-ovog indeksa od pola. Moguće je promeniti načini CT verifikacije Haller-ovog indeksa u preoperativnoj pripremi za Nuss-ovu operaciju primenom &quot;single-slice&quot; tehnike u ekspiratornoj fazi. Osim Hallerovog indeksa, korisno je određivati i indeks korekcije, indeks asimetrije i indeks sternalne rotacije. Predlaže se protokol standardne preoperativne pripreme i lečenja pacijenata dečjeg uzrasta sa deformitetom grudnog ko&scaron;a po tipu pektus ekskavatuma, sa ciljem njegove primene u svakodnevnom radu u institucijama koje se bave ovim problemom, a u cilju pobolj&scaron;anja kvaliteta dijagnostikovanja i krajnjeg ishoda lečenja.</p> / <p>Aim: The aim of this study was to verify whether it is possible to change the way of CT verification of Haller index (HI), as part of preoperative preparation for patients with pectus excavatum, with the determination of the physiological range of the index value, its dependence on the age and sex, as well as the respiratory phase during which the scan is performed. Also, the aim was to determine the significance of correction, asymmetry and sternal torsion indices values. Evaluate the possibility of reduction the effective dose of ionizing radiation using a single slice CT scan technique. Materials and methods: The study consisted of prospective study that included evaluation of CT scans (single slice technique) of 30 patients with pectus excavatum in both respiratory phases: expirium and inspirium. Haller index and indices of asymmetry, correction and sternal torsion were measured. The decision for the treatment was made according to the results of measurements and calculations of these indices. In retrospective study, 100 CT scans of the chest in children without the deformity (pectus excavatum) were analyzed, and the index value was calibrated depending on the age and gender. The retrospective study also included the analysis of another 30 CT scans in patients who were operated or diagnosed with pectus excavatum. Nuss procedure was used in all operated patients. In this group of patients the median value of effective dose of ionizing radiation was calculated, and the values were compared with the effective dose obtained using low-dose CT examinations applied in the new protocol (single-slice technique in inspiratory and expiratory respiratory phases). Results: The physiological range of Haller index value in healthy patients was from 1.47 to 3.17 and average value was 2.23&plusmn;0.32 (significant positive correlation between age and the value of HI). Results of Mann- Whitney test did not demonstrate any difference between gender in the observed group. In the group of patients who were operated/diagnosed with pectus excavatum the average value of Haller index was 3.39 within the range of 2.23 to 5.72 (correlation between the age of these patients and Haller index was negative, but not significant). The dependence of the Haller index value and certain respiratory phase during which the CT scan was performed also was determined. Thus, the average value of Haller index in inspirium in children with diagnosed deformity was up to 2.69&plusmn;0.76. In the same group of patients the value of Haller index in expirium was up to 3.49&plusmn;1.19. Only 3/32 (9%) patients had HI value over 3.25 (a boundary value for surgical treatment) during inspirium, while 13/32 (41%) patients had it in expirium, this data showed statistically significant difference (&chi;2=6.250; df=1; p=0.012). Single-slice CT technique during the inspiratory and expiratory phase reduces 20-25 times the effective dose of ionizing radiation. Conclusion: The value of Haller index increases with the age, but its dependence on the gender was not determined. It is possible to change the way of CT verification of Haller index in preoperative preparation for the Nuss operation using the &quot;single-slice&quot; technique in exspiratory phase. In addition to Haller index it is useful to determine correction index, the index of asymmetry and the index of sternal rotation as well. This protocol is proposed for standard preoperative preparation and treatment of pediatric population with pectus excavatum with the aim of its application in daily work in institutions that deal with this problem, but also to improve the quality of diagnosis and treatment outcomes.</p>

Objective: The goal of the thesis "Monitoring of the Respiratory Functions in patients after the Rib Cage Surgery according to Nuss" was to confront the present knowledge about respiratory functions and the strength of respiratory muscles of patients with inherited pectoral deformity pectus excavatum, to compare it with my own measuring and to find out about their development after the surgical correction according to Nuss. Methodology: There were 15 patients being monitored (13 men and 3 women), who underwent spirometric and bodypletysmographic examination and the occlusal mouth pressures were determined before the surgery. The same pulmonary function tests were run in the course of 4 to 10 months (7.1 months on average) on all the patients, the control determination of mouth pressures is available for 13 of them. Results: In the entry tests, compared to adequate values the patients in this file had increased residual lung capacities (RV 142%, p=0.001; ITGV 116.2%, p=0.004; RV%TLC 133.8%, p=0.002; ITGV% 116.1%, p=0.001) at the expense of statistically lower vital lung capacity (VC 81.9%, p=0.0004) and inspiratory reserve capacity (IC 84.2%, p=0.0003), while the total lung capacity remained unaltered (TLC 99.7%, p=0.877). The obstructive parameters of these patients were significantly altered (FEV1 95.7%,...

<p>Design Thinking är ett spännande och fortfarande relativt outforskat område med rötter i Service Management. Med hjälp av designerns verktyg och metoder och en mångvetenskaplig grund med fokus på kundens behov kan Design Thinking bidra till att utveckla produkter och tjänster och genom detta öka lönsamheten för företag. Syftet är att göra en deskriptiv studie av området Design Thinking som metodiskt arbetssätt vid tjänsteutveckling. Detta appliceras sedan på verkligheten för att komparativt se hur tre svenska bolag arbetar med tjänstutveckling inom en av världens största tjänstebranscher utifrån områdena Service Management och Design Thinking. Uppsatsen beskriver utvecklingen från Service Management till Design Thinking och hur man har gått från att utveckla tjänster till att <em>designa</em> tjänster. Uppsatsen har använt en kvalitativ metod vid datainsamling. Detta har gjorts genom intervjuer med de tre valda försäkringsbolagen samt med en tjänstedesignbyrå som samarbetat med ett av bolagen. Teoriavsnittet inleds med en teoretisk bakgrund där en djupare förståelse skapas inom områden Service Management och Design Thinking. Detta för att underlätta tolkningen och analysen av teorierna. En teoretisk modell för tjänsteutveckling har valts ut för respektive område, samt en som tolkas dess skillnader och likheter. Samtliga teorier har sedan tolkats och analyserats utifrån den empiriska studien av försäkringsbolagen. Några slutsatser som uppsatsen har genererat är att de studerade försäkringsbolagen inklusive tjänstedesignföretaget arbetar utifrån kundens behov när det utvecklar tjänster. Däremot visar undersökningen att försäkringsbolagen inte interagerar med kunden i den utsträckning som teorin säger samt att försäkringsbolagen anlitar tjänstedesignföretaget i ett senare skede av tjänsteutvecklingen än vad som egentligen är syftet enligt teorin. Intresset för Design Thinking kommer främst från tjänstedesignföretaget och inte i första hand  från försäkringsbolagen. Utvecklingen från Service Management till Design Thinking visar även att designerns roll har förändrats då denne nu kommer in och är med genom hela processen istället för att som tidigare endast vara med i slutskedet.</p> / <p>Design Thinking is a relatively young and unexplored field with its roots in Service Management. By using the tools and methodology of designers, working in multidisciplinary teams and focusing on the consumers needs Design Thinking can contribute to the development of services and thereby increase the profitability for business. The objective of this paper is to construct a thorough description of the field Design Thinking and its methodology in service development. This is subsequently applied to the swedish insurance sector to comparatively describe how three insurance companies develop their services in one of the worlds greatest service industries. The paper initially describes and explores the development from Service Management to Design Thinking and how one has gone from merely developing services to <em>designing </em>services. Some conclusions that the paper has discovered are that the insurance companies we studied focus on consumer need. However, the study shows that the companies don't interact with the consumer to the extent that is described in the the theorethical models relevant for the paper. According to the study of Design Thinking, the designer is supposed to be involved throughout the entire process and not merely in the later fases as they are in Service Management. The analysis shows that the insurance companies choose to recruit designers only when they feel it to be neccesary, not involving them in the business development which is the next competitive advantage for companies today.</p>