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Digital communication has shifted the way that communication takes place for many companies. The amount of technological communication platforms and tools available are high and are also still increasing which also entails that many companies have several ways to communicate available. Organizational decisions and Management incentives to adopt new platforms and tools for communication are in advance also influencing employees and middle managers in their day-to-day work. Research has in this manner highlighted managerial strategies to handle the implementation of technology in general and further pointed out how both technology and digital communication can influence employees in companies' different processes. Even though there is a vast amount of research about digital communication done, there is a general need for further research about the extensive amount of digital communication solutions available. A gap in earlier research was further seen as digital communication in the sales process in the national context of Sweden is lacking research. The sales process in this manner is one of the main processes within many companies that are seen to be affected by the implementation of digital communication. However, a deeper understanding of the employees and middle managers perspective is seen to be needed. To gain further insights and to shed light on the area of digital communication in a Swedish context, the influences that digital communication have on employees and middle managers are investigated, further the rationale behind using digital communication within the sales process is also studied. The empirical data that is collected through qualitative studies by conducting semi- structured interviews provided us with findings that shows three main positive influences and two main negative influences that digital communication has on the employees and middle managers within the company at hand. The positive influences can be summarized as, the convenience with using digital communication, the flexibility of location and the valuable information to be found on the platform and tools. The negative influences on the other hand were seen to be, the amount on communication channels and the inconvenience with finding information. Following the main aspects found with the rationale behind using digital communication within the sales process were identified to be, the perceived management reasoning & support, educational opportunities, ambassadors and varying use depending on work task. Both the influences and the rationale are then visualized in a model to simplify the main findings. The theoretical contributions of this study can facilitate a further understanding of digital communication. Further the study can provide managers with insights on how eventual implementations of digital communication may influence the workforce. Finally the empirical data can contribute to a broader overall understanding of digital communication. However, further research is necessary within this field to gain a more holistic view of the subject at hand.

Sales forecasting is an essential tool for the planning function of corporate restaurant management. Accurate sales forecasts allow functional areas, such as marketing, advertising, human resources, and finance, to effectively develop programs to advance the company. Examples of these programs include budgets, promotion and advertising campaigns, training programs, and capital equipment proposals. Research in restaurant sales forecasting will aid restaurant corporations in properly allocating resources for more efficient utilization. Utilizing a descriptive sales forecasting benchmarking model developed by Mentzer et al. (1996; 1999), and adapting the model into the restaurant industry, the research sought to determine the relationship that the dimensions of the sales forecasting benchmarking model (functional integration, approach, systems, and performance measurement) had with level of accuracy of the sales forecast and level of managers'; satisfaction with the sales forecasting process. The adapted model addressed two research questions. The first question was what is the relationship of the four dimensions of the sales forecasting benchmarking process (Mentzer et al., 1996; 1999) with the level of accuracy of the sales forecast in the commercial restaurant setting? The second question was what is the relationship of the four dimensions of the sales forecasting benchmarking process (Mentzer et al., 1996; 1999) with the level of managers' satisfaction with their sales forecasting process in the commercial restaurant setting? A qualitative research methodology combining McCracken's (1988) 4-step method of inquiry and Strauss & Corbin's (1990) grounded theory research methodology allowed investigation of this phenomena. Two propositions guided the research and a scheme was developed that allowed for analyzing the company participants based on the constructs of functional integration, approach, systems, and performance measurement, level of accuracy of the sales forecast and level of managers' satisfaction with the sales forecasting process. The analysis revealed that there was a relationship between the dimensions of the sales forecasting benchmarking model and the level of managers' satisfaction with the sales forecasting process. The analysis also revealed that the constructs of performance measurement and level of accuracy of the sales forecast might actually be one construct. Another dimension emerged, training, and scenarios were developed to relate training to the original dimensions. Recommendations were developed based on the research findings and hypotheses were developed based on the propositions. The findings suggest that there is a positive correlation between the dimension of the sales forecasting benchmarking model and the level of managers' satisfaction with the sales forecasting process. That is to say the more evolved a company may be in a dimension, the higher the level of managers' satisfaction with the sales forecasting process. / Ph. D.

Throughout the past decade American pine forests have experienced an epidemic of Mountain Pine Beetle (MPB) induced tree mortality. This thesis estimates the losses to home values caused by deteriorating forest quality in the Front Range Counties of Larimer and Boulder Colorado. We employ a repeat sales model that allows for region specific price indices, and non-linear age-related depreciation in home values. We use the time-invariant existence of pine forest near a home to overcome shortcomings in the measurement of MPB damage. We infer from temporal changes in the marginal "effect of pine trees near a home the approximate MPB "effect . We label this strategy the translating commodity approach. Using this strategy we are able to show that diminished forest quality causes forests to become a dis-amenity that negatively affects nearby home values. The total loss in 2011 home values due to their proximity to dying forest is estimated to be $137 million for all the homes in our sample. Such substantial losses may justify a forest management policy shift in order to better mitigate the risk of future MPB outbreaks. / Master of Science

[EN] This research aims to obtain and design a process which can easily be implemented to bring out the moisture that cannot be observed directly in constructive elements in walls and half-buried ground floor, basement walls, floor screeds, which will help us determine the origin and cause of the pathology of moisture and thus establish the most appropriate intervention that can solve, so it becomes a very valid diagnostic tool. You can even become an element of control processing performed by allowing the treaty monitoring (wall or floor) element. / [ES] Este trabajo de investigación tiene como objeto la obtención y el diseño de un procedimiento que pueda llevarse fácilmente a la práctica para poner de manifiesto la humedad existente que no se puede observar directamente en elementos constructivos en muros de planta baja y semienterrados, muros de sótanos, pavimentos y soleras, lo que nos ayudará a determinar el origen y la causa de esa patología de humedad y así poder establecer la intervención más idónea que la pueda resolver, por lo que se transforma en una herramienta de diagnóstico muy válida. Incluso puede convertirse en un elemento de control de tratamientos efectuados pues permite la monitorización del elemento tratado (muro o suelo). / [CA] Aquest treball d'investigació té com a objecte l'obtenció i el disseny d'un procediment que puga emportar-se fàcilment a la pràctica per a posar de manifest la humitat existent que no es pot observar directament en elements constructius en murs de planta baixa i semienterrats, murs de soterranis, paviments i soleres, la qual cosa ens ajudarà a determinar l'origen i la causa d'eixa patologia d'humitat i així poder establir la intervenció més idònia que la puga resoldre, per la qual cosa es transforma en una ferramenta de diagnòstic molt vàlida. Inclús pot convertir-se en un element de control de tractaments efectuats perquè permet la monitorització de l'element tractat (mur o sòl). / Aznar Mollá, JB. (2016). El diagnóstico de las humedades de capilaridad en muros y suelos. Determinación de sus causas y origen mediante una metodología basada en la representación y análisis de curvas isohídricas [Tesis doctoral]. Universitat Politècnica de València. https://doi.org/10.4995/Thesis/10251/61630

This dissertation reports an investigation of the personality-sales performance relationship and the effect of long and short selling cycle situations as a moderator of this relationship. Research in the area of salesperson performance has failed to establish critical theoretical foundations for testing and predicting salesperson success. Many researchers have attempted to generalize results over all categories of salespeople without consideration of those tasks and traits crucial to success in specific categories of sales employment. Three theoretical frameworks are discussed (trait, situation, interaction) and the interactionist theoretical framework is proposed as a necessary step to study the personality-sales performance relationship. Hypotheses were generated that suggested a personality characteristic may be related to sales success in one selling situation but not another. The research was conducted in a two week period by surveying salespeople from a large computer manufacturer. The three independent variables were: (1) planfulness; (2) tenacity; and (3) locus of control. Multiple dependent variables attempted to measure both objective and subjective measures of sales success. Confirmatory factor analysis was run on the sales-performance measures to check for the unidimensionality of the construct. It was found that the objective and subjective measures were not unidimensional. Based on the sales managers inexperience in rating salespeople, the objective measure of percent of quota was chosen as the best measure of sales success. In general, the data analysis supported the hypothesized effects. While the results support the premise that the personality-sales performance relationship is moderated by the long and short selling cycle situations, the tenacity hypothesis showed weak effects. Results of the dissertation are discussed with respect to the major finding and significance to personal selling research. The dissertation concludes with a discussion of the study limitations and directions for future research. / Ph. D.

L.LD. (Private International Law) / The United Nations Convention on Contracts for the International Sale of Goods (the CISG or the Vienna Sales Convention) was adopted at a diplomatic conference of the United Nations held in Vienna during 1980. The Convention came into force on 1 January 1988. According to its preamble, the Convention is based on the premise that “the adoption of uniform rules which govern contracts for the international sale of goods and take into account the different social, economic and legal systems would contribute to the removal of legal barriers in international trade and promote the development of international trade”. The CISG has proven to be successful in its endeavour and currently has 74 member states representative of all legal traditions. As an international convention, the CISG has been lauded for its “simplicity, practicality and clarity”. Schlechtriem observed that the CISG has now gained worldwide acceptance. It has even been stated that the CISG has established a “world law on international sales” and that it has influenced several domestic sales laws. It is submitted that the CISG constitutes an important component of modern international commercial law or of the modern lex mercatoria. Therefore, a study that aims to establish a better understanding of the scope and functioning of the CISG and its relationship with domestic law, is of special relevance for the international business and legal community. The two basic methods of the unification of law, ie the unification of substantive law and the unification of private international law, have both been utilised in the field of the international sale of goods. The CISG is the most notable example of first mentioned method of unification.

The topic of my diploma thesis is "The sales contract in international business transactions". The development of international trade is currently thriving, as evidenced by the fact that the significance of the international trade in the Czech Republic continues to grow. The reason I chose this topic is that the international sales contract is one of the most important contract in the field of international trade and I decided to expand my knowledge on that field. The diploma thesis analyzes the international sales contract in relation to the historical development of the term international sales contract, to its definition, legislation and unification efforts in the field of international sales contract legislation. The diploma thesis is structured into three chapters. The first chapter is devoted to the term sales contract in international business transactions. It contains the basic characteristics of the sales contract in Czech law, the characteristics of the term international business transactions and the largest part of this chapter is concerned with the historical development of the international sales contract and United Nations Convention on Contracts for the International Sale of Goods, as the basic legislation in relation to the international sales contract. The second chapter is...

The aim of this thesis is to analyze benefits of Sales representative for a chosen company. As an Intern in the position of Sales representative in Procter&Gamble (in cooperation with p.k. Solvent), which is leader in the market, had the author chance to meet the organisation of direct sales and is offering thus to the reader of this thesis a successful model of direct sales, which is used in this company. First two captures are based on theoretical point of view of this matter. Further parts describe methods, which are used in P&G (p.k. Solvent). In those are companies described as a whole and give figure about organization of sales and pillar of the work of Sales representative -- Seven steps of business appointment. Next captures are oriented on an example which was taken from the month July 2010. Author is in the last part evaluating and summing up the real benefits of Sales Representative and is also suggesting possible ways for improvement. This thesis is mainly dedicated for a managers or companies who are thinking about implementing of direct sales model as an instrument of sales and also for team leaders who are already leading a group of SR.

Business-to-Business (B2B) beskriver relationen mellan två företag där ett företag säljerprodukter eller tjänster till ett annat företag. I dagens konkurrenshårda marknad gäller det för ett företag att ständigt sträva efter att ligga ett steg före för att öka chansen att överleva. Dessutom kan dagens kunder söka och jämföra det de vill ha med bara ett klick på internet vilket leder till att företag förväntas att ständigt förbättra och utveckla sina produkter för att tillfredsställa sina kunder. Syftet med detta arbete är att ta reda på vad kunderna anser är viktigt vid val av leverantör och om miljöaspekten är avgörande för kunden vid val avleverantörer. En litteraturundersökning som kompletterades med en enkätundersökning genomfördes för att få svar på vilka av de fyra aspekter (kvalité, miljö, service, pris) är avgörande vid val av leverantör. Gruppen har använt sig av ett företag inom textil- och konfektionsbranschen som utgångspunkt för vilka företag enkäterna skulle skickas till. Undersökningen baseras främst på företag inom hotellbranschen i områdena Göteborg, Borås, Varberg och Falkenberg. Gruppen har använt sig av enkäter där deltagarna tillfrågades hur avgörande aspekterna kvalité, miljö, pris och service är vid val av leverantör av arbetskläder. Resultatet av litteraturstudien visar att kvalité och service är avgörande vid val av leverantör i ett B2B sammanhang och att pris inte är lika avgörande. Resultatet av enkätundersökning visar att samtliga hotell som deltog i undersökningen anser att det mest avgörande vid val avleverantör är kvalité och näst viktigast är miljö. Service och pris hamnade på en tredjerespektive fjärde plats i rangordning. / Business-to-Business (B2B) describes the relationship between two companies where one company sells products or services to another company. In today's highly competitive market, businesses are forced to continually improve and develop their products in order to satisfy their customers. In addition, today's customers can search and compare what they want just with just one click on the internet, which means that companies are expected to constantly improve and develop their products to survive in the highly competitive market. The purpose of this work is to find out what customers consider important in choosing a supplier and whether the environmental aspect is crucial for the customer in choosing suppliers. A literature study supplemented with a survey was conducted to find answer on which of the four aspects (quality, environment, service, price) is crucial in selecting a supplier. The group has used a company in the textile and clothing industry as the starting point for which companies the questionnaires were to be sent to. The survey is primarily based on companies in the hotel industry in the areas of Gothenburg, Borås, Varberg and Falkenberg. The group has used questionnaires where participants were asked how crucial aspects of quality, environment, price and service are when choosing a supplier of work clothes. The outcome of the literature study shows that quality and service are crucial in choosing a supplier in a B2Bcontext and that price is not as crucial. The results from the survey indicate that all hotels participated in the survey find that the most crucial in choosing a supplier is quality and the second most important is the environment. Service and award ended in a third and fourth place in ranking.