The conditions in the international business market changed rapidly andunexpectedly when Covid-19 evolved into a pandemic in March of 2020. As a result of this, businesses had to adapt their operations to the new circumstances. The new circumstances implied, among other things, not being able to meet B2B customers in person. Before the pandemic, meeting customers in person was the usual way of building trust in business relationships. This is especially true for companies in the high-end segment as their customers value trust in their suppliers in their purchasing decisions. Therefore, this thesis investigates how high-end companies' trust and relationships have been affected by the pandemic. It also examined which factors have been crucial for high-end businesses when managing relationships and trust. A qualitative method has been utilized as a foundation for this thesis. Theoretical data were collected by reviewing several studies related to the topic. Empirical data was gathered through semi-structured interviews with seven case companies. With the gathered data as a foundation, three themes were formed: B2B relationships, trust, and crisis. The themes are reoccurring throughout the thesis to provide the reader with a red thread. The themes are continuously related to high-end sales. The data has been analyzed to investigate the relationships between the themes. This thesis concludes that Covid-19 positively has impacted high-end companies' trust and relationships. Crucial factors for managing trust and relationships during Covid-19 have proven to be mutual understanding, local presence on the international market, transparency, and flexibility.

Le Vietnam est un marché très potentiel pour les marques de soin de la peau. Dans le prémium segment, les produits importés prennent la part totale du marché avec une croissance annuelle de 18 à 35 % dans ces dernières années 2010-2014 (Euromonitor 2015). Dans ce secteur, le seul terme commun utilise ‘mỹ phẩm cao cấp’ (prémium cosmétique) implique les marques de luxe (ex : Clinique, Estée Lauder, Lancôme, Sisley, Shiseido, SKII, Menard, Ohui…) et les marque non-luxe mais haut de gamme (ex : Vichy, Dr.Spiller, Swissline, Dermalogica, Tenamid…). Jusqu’à maintenant, le segment de luxe a bien été abordé, pourtant le segment de haut de gamme ne fait pas encore l’attention des chercheurs. A côté, les vietnamiens par tradition mènent une vie simple et modeste, ce qui est à l’encontre du phénomène de consommation ostentatoire des produits de luxe qui a été largement discuté dans les pays émergeants. Par conséquent, les influences culturelles au marché Vietnamien devrait être revisité dans cette thèse. Alors, comment les consommateurs vietnamiens perçoivent les produits de soin de la peau de luxe et ceux de haut de gamme ? Pourquoi ils choisissent les produits de luxe et pour quoi ils choisissent les produits de haut de gamme ? Quelles sont les facteurs culturels qui influence leur choix ? Cette thèse est pour but de répondre à ces questions tout en générant des implications managériales et académiques importantes pour le marché vietnamien. Dans la partie théorique, cette thèse approche les trois axes théoriques comme les concepts de luxe et de haut-de-gamme, les consommateurs, et les influences culturelles avec des spécificités du marché vietnamien. La partie empirique de cette thèse contient 5 études qualitatives (les records audio spontanés, les discussions en groupe, l’enquête sur le prix de vente, la collection des photos et les entretiens individuels). Les résultats de la revue de littérature et des analyses des données confirment 7 propositions de recherche : [...] Cette thèse contribue à rafraîchir les connaissances sur une économie émergente et en transition tel est le Vietnam. Elle aide les managers à avoir une stratégie dynamique sur la segmentation des produits prémiums (luxe vis-à-vis haut-de-gamme) ainsi que de prendre conscience de la potentialité des consommateurs traditionnels non-ostentatoires Vietnamiens. Elle donne aussi une suggestion aux chercheurs d’étudier une nouvelle perception des marques de luxe et de haut de gamme dans les marchés émergents ; ainsi l’attention sur le pays d’origine devrait être donnée non seulement aux pays de l’Ouest (développés) mais aux aussi autres pays couronnés de succès actuellement comme la Corée du Sud dans les études du marché vietnamien. / Vietnam is a promising market for skincare brands. In premium segment, foreign imported products take the total share with an annual sales increase of 18 to 35 % during the last period 2010-2014 (Euromonitor 2015). Though vietnamese consumers have one common term for this segment as ‘mỹ phẩm cao cấp’ (premium cosmetics), it includes in fact luxury brands (eg : Clinique, Estee Lauder, Lancôme, Sisley, Shiseido, SKII, Menard, Ohui…) and non-luxury but high-end brands (eg: Vichy, Dr.Spiller, Swissline, Dermalogica, Tenamid…). Researchers so far have approached luxury segment but not yet adequately paid attention on the non-luxury but high-end segment in Vietnam. Besides, vietnamese people by culture appraised simplicity and modesty in actual life ; this is contrary to a phenomenon of conspicuous luxury consumption that has been heavily discussed by researchers in emerging economies so far. As such, existent and new cultural trends in Vietnam also is to be revisited in this thesis. So, how vietnamese consumers perceived luxury and high-end skincare brand products ? Why they choose luxury brands and why they choose high-end brand ? Which cultural factors influence their consumption choice ? This thesis is for an aim to find answers to these questions in enabling important managerial and academic implications for the vietnamese market.In theoretical part, this thesis approaches in three axes as luxury and high-end brand concepts, consumers, and cultural influences in stressing on the specificities of vietnamese market. The empirical part of this thesis contains 5 qualitative studies (random records, focus group discussion, market price survey, photo collection and in-depth interview). The results of theoretical review and data analysis confirmed 7 research propositions: 1/ During the economic transition period, vietnamese consumers are supposed not to have clear perception on luxury and high-end brand skincare products; 2/ Vietnamese traditional consumers was supposed not to be conspicuous but quality seeking in premium skincare consumption; 3/ By Korean cultural influence, there exists a behavioral preference of Korean high-end skincare products by vietnamese consumers; 4a/ Comparing to vietnamese young traditional consumers, elder consumers are less product-involved, less knowledgeable on brands, more advice-seeking and brand committed; 4b/ Comparing to elder traditional consumers, young consumers are more product-involved, more knowledgeable on brands, more self-information seeking and self-decisive and less brand committed; 5/ Vietnamese traditional consumers prefer luxury skincare products because of the quality assurance, of which elder consumers rely on price cue and young consumers rely on brand cue; 6/ Vietnamese traditional prefer high-end products because of price-quality, of which elder consumers rely on advice cue and young consumers rely on self-judgment.This thesis contributes to a refreshing knowledge on such emerging and transition markets as Vietnam. It helps managers to have dynamic strategy on premium product segmentation (luxury versus high-end products) as well as to acknowledge of the big potentiality of vietnamese traditional and non-conspicuous consumers. It also give a hint to academic researchers for studying a new perception of luxury and high-end brands in emerging markets as well as to pay attention on not only COO from Western/developed countries but also from such successful Asian country as Korea in study vietnamese market.

In this comparative study, the design elements and visual merchandising approaches employed in window displays by high-end and fast-fashion retailers are investigated. The study utilizes a visual content analysis method with standardized evaluation criteria to analyze the window displays of six high-end and six fast-fashion stores located in Paris. By adopting an analytical framework adapted mainly from Morgan (2015) and Diamond and Diamond (2007), the research aims to uncover shared patterns and distinguishing factors in the approaches of these two sectors. The findings reveal clear differences in purpose, layout, visual weight, focal points, color schemes, and prop usage between highend and fast-fashion retailers. These insights offer valuable practical implications for enhancing the visual appeal of window displays in the highly competitive retail landscape

Nationally, there is increasing interest in energy efficient homes due to growing energy costs and increased awareness. However, many builders haven't yet incorporated energy saving products and practices into homes. Many builders don't have the resources to evaluate available options and prefer to rely on the experiences of other builders. The purpose of this study was to create energy efficiency benchmarks for cold-weather, high-end custom homes and evaluate current building practices. A list of energy-efficient products and practices was created through a review of relevant literature. A group of expert builders was formed into a committee to help determine energy inefficiencies in cold-weather, high-end custom homes. The committee also helped establish criteria used to evaluate building products and practices. Finally, the committee helped create a survey that was sent to a larger community of builders. Energy Star Builders in Colorado, Idaho, Utah, and Wyoming were selected to take part in the survey. They were asked to evaluate their experience with energy-efficient products and practices and give recommendations in overcoming specific inefficiencies of cold-weather, high-end custom homes. Payback calculations were performed on the products and practices identified in the survey to further evaluate their importance. From the review of literature, interviews with the committee of experts, the builders' survey responses, and the payback calculations, a list of 22 energy efficiency benchmarks was created for building cold-weather, high-end custom homes.

Bakgrund: Idag väljer allt fler företag inom mode- och inredningsindustrin att sälja sina produkter online. Företagens interaktioner och marknadsföring sker därför mestadels digitalt gentemot kunden. Denna nya era av digitalisering för företagen innebär en stor förändring vad gäller nya former av marknadsföring och kundkontakt. Tidigare har exklusiva företag främst använt sig av butiksmedarbetare i fysiska butiker för att överföra känslan av lyx och exklusivitet till kunden, vilket utmanar denna bransch i en digital kontext. Vidare förväntas exklusiva företag idag ha en transparens gällande hållbarhet och miljömässigt avtryck i sin kommunikation mot kunden. Samtidigt innebär detta en högre risk för kritisering. Studien kommer därför att vidare undersöka de utmaningar som nio exklusiva företag upplever kring skapande och underhåll av kundrelationer i en digital kontext. Syfte: Syftet med denna studie är att beskriva och analysera hur svenska exklusiva varumärken skapar samt bibehåller relationer till sina kunder via sociala medier. Studien kommer senare bidra med slutsatser kring hur de exklusiva svenska varumärkena bör agera för att förbättra sina relationer till sina kunder via sociala medier. Metod: Denna fallstudie har en kvalitativ forskningsstrategi. Ett hermeneutiskt vetenskapligt perspektiv har valts tillsammans med induktiva inslag. Den kvalitativa datainsamlingen består av semistrukturerade intervjuer med tio respondenter från nio svenska, exklusiva företag inom mode- och inredningsbranschen. Slutsats: Studiens resultat visar att de svenska exklusiva företagen skapar samt bibehåller relationer med sina kunder genom parasociala interaktioner på sociala medier. Detta utförs genom digitala strategier som storytelling, sinnesmarknadsföring, word of mouth, CRM samt värdeskapande. Aspekter som utmanar de exklusiva företagens digitala relationsskapande är företagens storlek, sinnesexkludering, tidsbrist och kapital. Vidare visar studien att företagen bör öka sin transparens gällande hållbarhet gentemot sina kunder för att uppnå ett ökat förtroende. / Background: Today, more and more companies in the fashion and interior design industry are choosing to sell their products online. As a result, companies’ interactions and marketing are mostly digital towards the customer. This new era of digitisation for companies signifies a major change in terms of new forms of marketing and customer interactions. In the past, high-end companies have mainly used sales assistants in physical stores to convey the feeling of luxury to the customer, which challenges this industry in a digital context. Furthermore, today's high-end companies are expected to be transparent about their sustainability and environmental impact in their communications with customers, which at the same time entails a greater risk of criticism. The study will further explore the challenges faced by nine high-end companies in creating and maintaining customer relationships in a digital context.   Purpose of the study: The purpose of this study is to describe and analyze how Swedish high-end companies create and maintain relationships with their customers through social media. The study will later contribute with conclusions on how the Swedish high-end companies should act to improve their relationship with their customers through social media. Methodology: This case study has a qualitative research strategy. A hermeneutic scientific perspective has been chosen with inductive elements. The qualitative data collection consists of semi-structured interviews with ten respondents from nine Swedish, high-end companies in the fashion and interior design industry. Conclusion: The results of the study presents that the Swedish high-end companies create and maintain relationships with their customers through parasocial interactions on social media. This is performed through digital strategies such as storytelling, sensory marketing, word of mouth, CRM and value creation. Aspects that challenge the digital relationship building of high-end companies are the size of the firm, exclusion of the senses, time constraints and capital. Furthermore, the study shows that the companies should increase their transparency regarding sustainability towards their customers in order to achieve greater reliability.

No description available.

No description available.

Surveillance wireless sensor networks (WSNs) are highly vulnerable to the failure of the base station (BS) because attackers can easily render the network useless for relatively long periods of time by only destroying the BS. The time and effort needed to destroy the BS is much less than that needed to destroy the numerous sensing nodes. Previous works have tackled BS failure by deploying a mobile BS or by using multiple BSs, which requires extra cost. Moreover, despite using the best electronic countermeasures, intrusion tolerance systems and anti-traffic analysis strategies to protect the BSs, an adversary can still destroy them. The new BS cannot trust the deployed sensor nodes. Also, previous works lack both the procedures to ensure network reliability and security during BS failure such as storing then sending reports concerning security threats against nodes to the new BS and the procedures to verify the trustworthiness of the deployed sensing nodes. Otherwise, a new WSN must be re-deployed which involves a high cost and requires time for the deployment and setup of the new WSN. In this thesis, we address the problem of reliable recovery from a BS failure by proposing a new security architecture called Surveillance Security (SurvSec). SurvSec continuously monitors the network for security threats and stores data related to node security, detects and authenticates the new BS, and recovers the stored data at the new BS. SurvSec includes encryption for security-related information using an efficient dynamic secret sharing algorithm, where previous work has high computations for dynamic secret sharing. SurvSec includes compromised nodes detection protocol against collaborative work of attackers working at the same time where previous works have been inefficient against collaborative work of attackers working at the same time. SurvSec includes a key management scheme for homogenous WSN, where previous works assume heterogeneous WSN using High-end Sensor Nodes (HSN) which are the best target for the attackers. SurvSec includes efficient encryption architecture against quantum computers with a low time delay for encryption and decryption, where previous works have had high time delay to encrypt and decrypt large data size, where AES-256 has 14 rounds and high delay. SurvSec consists of five components, which are: 1. A Hierarchical Data Storage and Data Recovery System. 2. Security for the Stored Data using a new dynamic secret sharing algorithm. 3. A Compromised-Nodes Detection Algorithm at the first stage. 4. A Hybrid and Dynamic Key Management scheme for homogenous network. 5. Powerful Encryption Architecture for post-quantum computers with low time delay. In this thesis, we introduce six new contributions which are the followings: 1. The development of the new security architecture called Surveillance Security (SurvSec) based on distributed Security Managers (SMs) to enable distributed network security and distributed secure storage. 2. The design of a new dynamic secret sharing algorithm to secure the stored data by using distributed users tables. 3. A new algorithm to detect compromised nodes at the first stage, when a group of attackers capture many legitimate nodes after the base station destruction. This algorithm is designed to be resistant against a group of attackers working at the same time to compromise many legitimate nodes during the base station failure. 4. A hybrid and dynamic key management scheme for homogenous network which is called certificates shared verification key management. 5. A new encryption architecture which is called the spread spectrum encryption architecture SSEA to resist quantum-computers attacks. 6. Hardware implementation of reliable network recovery from BS failure. The description of the new security architecture SurvSec components is done followed by a simulation and analytical study of the proposed solutions to show its performance.

Surveillance wireless sensor networks (WSNs) are highly vulnerable to the failure of the base station (BS) because attackers can easily render the network useless for relatively long periods of time by only destroying the BS. The time and effort needed to destroy the BS is much less than that needed to destroy the numerous sensing nodes. Previous works have tackled BS failure by deploying a mobile BS or by using multiple BSs, which requires extra cost. Moreover, despite using the best electronic countermeasures, intrusion tolerance systems and anti-traffic analysis strategies to protect the BSs, an adversary can still destroy them. The new BS cannot trust the deployed sensor nodes. Also, previous works lack both the procedures to ensure network reliability and security during BS failure such as storing then sending reports concerning security threats against nodes to the new BS and the procedures to verify the trustworthiness of the deployed sensing nodes. Otherwise, a new WSN must be re-deployed which involves a high cost and requires time for the deployment and setup of the new WSN. In this thesis, we address the problem of reliable recovery from a BS failure by proposing a new security architecture called Surveillance Security (SurvSec). SurvSec continuously monitors the network for security threats and stores data related to node security, detects and authenticates the new BS, and recovers the stored data at the new BS. SurvSec includes encryption for security-related information using an efficient dynamic secret sharing algorithm, where previous work has high computations for dynamic secret sharing. SurvSec includes compromised nodes detection protocol against collaborative work of attackers working at the same time where previous works have been inefficient against collaborative work of attackers working at the same time. SurvSec includes a key management scheme for homogenous WSN, where previous works assume heterogeneous WSN using High-end Sensor Nodes (HSN) which are the best target for the attackers. SurvSec includes efficient encryption architecture against quantum computers with a low time delay for encryption and decryption, where previous works have had high time delay to encrypt and decrypt large data size, where AES-256 has 14 rounds and high delay. SurvSec consists of five components, which are: 1. A Hierarchical Data Storage and Data Recovery System. 2. Security for the Stored Data using a new dynamic secret sharing algorithm. 3. A Compromised-Nodes Detection Algorithm at the first stage. 4. A Hybrid and Dynamic Key Management scheme for homogenous network. 5. Powerful Encryption Architecture for post-quantum computers with low time delay. In this thesis, we introduce six new contributions which are the followings: 1. The development of the new security architecture called Surveillance Security (SurvSec) based on distributed Security Managers (SMs) to enable distributed network security and distributed secure storage. 2. The design of a new dynamic secret sharing algorithm to secure the stored data by using distributed users tables. 3. A new algorithm to detect compromised nodes at the first stage, when a group of attackers capture many legitimate nodes after the base station destruction. This algorithm is designed to be resistant against a group of attackers working at the same time to compromise many legitimate nodes during the base station failure. 4. A hybrid and dynamic key management scheme for homogenous network which is called certificates shared verification key management. 5. A new encryption architecture which is called the spread spectrum encryption architecture SSEA to resist quantum-computers attacks. 6. Hardware implementation of reliable network recovery from BS failure. The description of the new security architecture SurvSec components is done followed by a simulation and analytical study of the proposed solutions to show its performance.