A typical problem with relationship management in a B2B environment is that implementing companies often see the relationship only from their own perspective. In other words, the supplier decides which customer is worth treating as a key customer, without involving the customer in this decision, or vice versa. As a result, even resource-consuming key account customers might move to competitors if they do not value the relationship in the same way as the supplier and see an opportunity to save costs by switching sources. This study develops a better understanding of value in B2B relationships. It investigates the segmentation methods currently used in relationship management and develops a new approach that brings the value perspectives from buyer and seller together. The major contribution of the research, however, is to test the proposition that congruency of the value expectations of buyer and seller will optimize the relationship strength.In the literature there seem two general approaches, the hard and the soft. This research combines these measures to form a single, cohesive measurement of congruency of relationship value, from the perspective of both partners in the relationship. There is a lacuna in the burgeoning literature on relationship management, where trust is often inadequately represented in the research, and where reciprocity of value between relationship partners is often omitted. This research addresses this critical, yet under-researched, issue. It also provides a useful, practical, guide to companies desirous of setting up strong relationships with other organizations by explaining the importance of soft value measures and focusing on shared value expectations in these relationships.The quantitative survey was conducted among buyers and sellers in small and medium sized companies in Germany that are operating on an international level. The empirical results strongly support the research thesis. Implications for theory and practice are provided as well as recommendations for further research.

A relação existente entre as revendas de combustíveis e seu principal fornecedor, aquele do qual carrega a bandeira, é o tema desta dissertação. Este tema, embora já bastante abordado, tanto no ramo acadêmico quanto no empresarial ainda requer uma atenção especial por parte dos gestores dessas distribuidoras, eis que o número de players atuantes no mercado é elevado. A pesquisa aqui apresentada foi desenvolvida junto a revendas de combustíveis dos estados de Santa Catarina e Paraná e nas seguintes bandeiras: Petrobrás, Ipiranga, Shell e Esso. O objetivo principal foi o de verificar o grau de relacionamentos entre essas revendas de combustíveis e o seu principal fornecedor de combustível, o distribuidor, utilizando a escala de mensuração do relacionamento de clientes desenvolvida por Wilson e Vlosky (1997). Após a aplicação do instrumento de Wilson e Vlosky (1997) junto às revendas, concluiu-se que o grau de relacionamento entre as revendas e seus fornecedores é muito bom. Esta avaliação se dá devido ao resultado obtido nas análises de concordância dos seis constructos de relacionamento avaliados na pesquisa. Esta pesquisa trará importante subsídio para as distribuidoras analisadas, no intuito de reforçar o relacionamento com suas revendas. A presente pesquisa poderá servir como ferramenta para mensurar o relacionamento em distribuidoras que atuam regionalmente e que não têm a visibilidade das empresas analisadas. O relacionamento com a revenda poderá ser um diferencial competitivo perante as gigantes do setor. / The existent relation between fuel sellers and their main provider, whose banner they carry, is the theme of this dissertation. This subject, although recurrently approached in the academic field as much as in business, still requires special attention by the managers of these distributors, since the number of players in the market is high. The research here presented was developed among fuel sellers from the states of Paraná and Santa Catarina (Brazil) under the following banners: Petrobras, Ipiranga, Shell and Esso. The main objective was to verify the existence of relationships between these fuel sellers and their main fuel provider, the distributor, using the client relationship measuring scale developed by Wilson & Vlosky (1997). After applying Wilson & Vlosky’s scale among the sellers, it was concluded that the relationship level between the sellers and their distributors is very good. This evaluation is due to the result taken from the analysis of agreement upon the six relationship constructs evaluated in the research. This research will bring significant benefit to the distributors analyzed in order to strengthen the relationship with its fuel sellers. This research could serve as a tool to measure the relationship in distributors that operate regionally and do not have the visibility of companies analysed. The relationship between the distributors with its fuel sellers can be a differential to fight against the biggest players on the market.

A relação existente entre as revendas de combustíveis e seu principal fornecedor, aquele do qual carrega a bandeira, é o tema desta dissertação. Este tema, embora já bastante abordado, tanto no ramo acadêmico quanto no empresarial ainda requer uma atenção especial por parte dos gestores dessas distribuidoras, eis que o número de players atuantes no mercado é elevado. A pesquisa aqui apresentada foi desenvolvida junto a revendas de combustíveis dos estados de Santa Catarina e Paraná e nas seguintes bandeiras: Petrobrás, Ipiranga, Shell e Esso. O objetivo principal foi o de verificar o grau de relacionamentos entre essas revendas de combustíveis e o seu principal fornecedor de combustível, o distribuidor, utilizando a escala de mensuração do relacionamento de clientes desenvolvida por Wilson e Vlosky (1997). Após a aplicação do instrumento de Wilson e Vlosky (1997) junto às revendas, concluiu-se que o grau de relacionamento entre as revendas e seus fornecedores é muito bom. Esta avaliação se dá devido ao resultado obtido nas análises de concordância dos seis constructos de relacionamento avaliados na pesquisa. Esta pesquisa trará importante subsídio para as distribuidoras analisadas, no intuito de reforçar o relacionamento com suas revendas. A presente pesquisa poderá servir como ferramenta para mensurar o relacionamento em distribuidoras que atuam regionalmente e que não têm a visibilidade das empresas analisadas. O relacionamento com a revenda poderá ser um diferencial competitivo perante as gigantes do setor. / The existent relation between fuel sellers and their main provider, whose banner they carry, is the theme of this dissertation. This subject, although recurrently approached in the academic field as much as in business, still requires special attention by the managers of these distributors, since the number of players in the market is high. The research here presented was developed among fuel sellers from the states of Paraná and Santa Catarina (Brazil) under the following banners: Petrobras, Ipiranga, Shell and Esso. The main objective was to verify the existence of relationships between these fuel sellers and their main fuel provider, the distributor, using the client relationship measuring scale developed by Wilson & Vlosky (1997). After applying Wilson & Vlosky’s scale among the sellers, it was concluded that the relationship level between the sellers and their distributors is very good. This evaluation is due to the result taken from the analysis of agreement upon the six relationship constructs evaluated in the research. This research will bring significant benefit to the distributors analyzed in order to strengthen the relationship with its fuel sellers. This research could serve as a tool to measure the relationship in distributors that operate regionally and do not have the visibility of companies analysed. The relationship between the distributors with its fuel sellers can be a differential to fight against the biggest players on the market.

Dissertação(mestrado)—Universidade de Brasília, Faculdade de Comunicação, 2006. / Submitted by Raquel Viana (tempestade_b@hotmail.com) on 2009-11-16T17:53:43Z No. of bitstreams: 1 Lucio Ziegelmann Lahm.pdf: 3267078 bytes, checksum: 710b352a6ec99e326d6a0def4ea3a319 (MD5) / Approved for entry into archive by Carolina Campos(carolinacamposmaia@gmail.com) on 2009-11-17T15:46:08Z (GMT) No. of bitstreams: 1 Lucio Ziegelmann Lahm.pdf: 3267078 bytes, checksum: 710b352a6ec99e326d6a0def4ea3a319 (MD5) / Made available in DSpace on 2009-11-17T15:46:08Z (GMT). No. of bitstreams: 1 Lucio Ziegelmann Lahm.pdf: 3267078 bytes, checksum: 710b352a6ec99e326d6a0def4ea3a319 (MD5) Previous issue date: 2006 / Este trabalho realiza um estudo acerca da presença da indústria cultural na literatura contemporânea, através da análise da construção da imagem dos produtos culturais best-sellers nos meios de comunicação de massa brasileiros. A partir da lista dos livros mais vendidos da Revista VEJA, foram levantadas as obras de maior destaque dos anos de 2002 e 2003, As mentiras que os homens contam e Onze minutos, escritas por Luis Fernando Verissimo e Paulo Coelho, e editadas pelas editoras Objetiva e Rocco, respectivamente. A pesquisa encontra-se dividida em quatro capítulos. O primeiro recupera alguns conceitos fundamentais à investigação, como cultura, indústria cultural e a Teoria Crítica da Comunicação. O segundo compreende a explicação das técnicas que permearam a metodologia proposta para que a pesquisa atinja seus objetivos propostos. O terceiro capítulo é uma revisão histórica do livro, da literatura e do mercado editorial em diferentes épocas e contextos sociais; nele exibe-se também como a literatura ¿campeã de vendas¿ ganhou força no Brasil. O quarto e último capítulo, remete-se às análises das estratégias promocionais lançadas pelas editoras na construção da imagem das duas obras best-sellers sugeridas. _______________________________________________________________________________________________________________________________________ ABSTRACT / This work realize a study from the presence of cultural industry in contemporary literature through the analyses of image construction of cultural product best-sellers at the brazilian mass media. From the best-sellers list of VEJA magazine, had been chosen the books of bigger eminence from the years of 2002 and 2003, As mentiras que os homens contam and Onze minutos, written by Luis Fernando Verissimo and Paulo Coelho, and edited by Objetiva and Rocco publishing house, respectively. The research has been spitted at four chapters. The first one recover some fundamental concepts from the investigation, like culture, cultural industry and Communication critical theory. The second one comprehends the explication of techniques that permeated the methodology propose to the research reach its proposed objectives. The third chapter is a historic revision of book, literature and publishing market at different moments and social contexts, shows too how the literature best-seller won so much importance in Brazil. The forty and final chapter refers to the analyses of the promotional strategies cast by the publishing houses at the image construction of the couple of best-sellers books indicated.

A relação existente entre as revendas de combustíveis e seu principal fornecedor, aquele do qual carrega a bandeira, é o tema desta dissertação. Este tema, embora já bastante abordado, tanto no ramo acadêmico quanto no empresarial ainda requer uma atenção especial por parte dos gestores dessas distribuidoras, eis que o número de players atuantes no mercado é elevado. A pesquisa aqui apresentada foi desenvolvida junto a revendas de combustíveis dos estados de Santa Catarina e Paraná e nas seguintes bandeiras: Petrobrás, Ipiranga, Shell e Esso. O objetivo principal foi o de verificar o grau de relacionamentos entre essas revendas de combustíveis e o seu principal fornecedor de combustível, o distribuidor, utilizando a escala de mensuração do relacionamento de clientes desenvolvida por Wilson e Vlosky (1997). Após a aplicação do instrumento de Wilson e Vlosky (1997) junto às revendas, concluiu-se que o grau de relacionamento entre as revendas e seus fornecedores é muito bom. Esta avaliação se dá devido ao resultado obtido nas análises de concordância dos seis constructos de relacionamento avaliados na pesquisa. Esta pesquisa trará importante subsídio para as distribuidoras analisadas, no intuito de reforçar o relacionamento com suas revendas. A presente pesquisa poderá servir como ferramenta para mensurar o relacionamento em distribuidoras que atuam regionalmente e que não têm a visibilidade das empresas analisadas. O relacionamento com a revenda poderá ser um diferencial competitivo perante as gigantes do setor. / The existent relation between fuel sellers and their main provider, whose banner they carry, is the theme of this dissertation. This subject, although recurrently approached in the academic field as much as in business, still requires special attention by the managers of these distributors, since the number of players in the market is high. The research here presented was developed among fuel sellers from the states of Paraná and Santa Catarina (Brazil) under the following banners: Petrobras, Ipiranga, Shell and Esso. The main objective was to verify the existence of relationships between these fuel sellers and their main fuel provider, the distributor, using the client relationship measuring scale developed by Wilson & Vlosky (1997). After applying Wilson & Vlosky’s scale among the sellers, it was concluded that the relationship level between the sellers and their distributors is very good. This evaluation is due to the result taken from the analysis of agreement upon the six relationship constructs evaluated in the research. This research will bring significant benefit to the distributors analyzed in order to strengthen the relationship with its fuel sellers. This research could serve as a tool to measure the relationship in distributors that operate regionally and do not have the visibility of companies analysed. The relationship between the distributors with its fuel sellers can be a differential to fight against the biggest players on the market.

This paper investigates whether East Asians are more likely than Westerners to purchase a brand presented as a best-seller given that East Asians tend to have a higher need for conformity and Westerners tend to have a higher need for uniqueness. Results show that East Asians are more likely than their Western counterparts to purchase such brands when the perceived risk is low. However, when the perceived risk is high, both East Asians and Westerners tend to prefer a brand presented as a best-seller. Results also show that, in a three-option set in which the C option is dominated by the B option but not by the A, both East Asians and Westerners are more likely to select option C when it is presented as a best-seller than when it is not. Managerial implications and the study's limitations are also discussed.

This work shares purpose with new directions in the philosophy of intellectual property, where self-expression and participation in the creation of culture are seen as key ingredients of human wellbeingand autonomy. A technical solution is explored that enables major labels and independent creatorsto publish music with equal reach to audiences, without the need for trusted third parties.The principal contribution is a buyer-seller protocol in the setting of untrusted service providersand a blockchain ledger. In the envisioned scenario, files are streamed from untrusted providers toend users. Encryption and watermarking, rather than obfuscation, are used to protect against anddisincentivize piracy. Watermarking bit rate, storage and communication overheads, and encryptionperformance are key parameters. Subscription and ad-supported pricing models are discussed. / Detta arbete delar syfte med nya idéer inom immaterialrättsfilosofi, där yttrande och delaktighet iskapandet av kultur ses som nödvändiga ingredienser för mänskligt välbefinnande och självständighet.Rapporten utforskar en teknisk lösning som möjliggör för stora mediebolag och oberoende artister attpublicera musik med samma åtkomst till publik, utan behov av betrodda tredjeparter.Det huvudsakliga bidraget är ett köpar-säljar-protokoll för en miljö med obetrodda service providersoch en blockchain ledger. I det föreställda sceneriot skickas filer från obetrodda parter till slutan-vändare. Kryptering och vattenmärkning, snarare än obfuskering, används för att skydda mot ochavskräcka från piratkopiering. Vattenmärkningens bithastighet, lagrings- och kommunikations-behov,samt krypteringens prestanda är avgörande parametrar. Subscription och ad-supported som prismod-eller diskuteras.

No / Purpose - To present a complete and comprehensive model by which business-to-business (B2B) e-commerce transactions for sales and purchases between organisations may be categorised. Design/methodology/approach - Literature from the e-commerce and operations management fields was studied, and the findings were synthesised to develop a preliminary conceptual model of B2B interaction. The conceptual model was tested empirically using a qualitative research procedure involving focus groups. From this, its structure and content were validated and refined. Findings - The research found that the developed model, incorporating nine exclusive e-commerce trading scenarios, covers all B2B selling and purchase transactions, which suggests that it is comprehensive. It further found that trading occurs in each of the nine scenarios within the model, thus suggesting that it is complete. These findings support the conclusion that the model represents a valid taxonomy for the classification of B2B e-commerce transactions. Research limitations/implications - Although the literature findings are international, the empirical study was restricted to the UK. The model has been validated through this research, and now provides a framework by which the mechanisms of B2B trade may be further investigated. Practical implications - The model allows commercial organisations and researchers to recognise and understand the complexity and multiple dimensions of e-commerce use for B2B sales and purchases. It provides a framework onto which individual trading scenarios may be mapped. The framework offers guidance to operations and supply chain managers in organisations as to the most appropriate approach to adopt in particular e-commerce implementation projects and supply chain transactions. Originality/value - This paper furthers knowledge in the areas of e-commerce and operations management by proposing a new model of B2B interaction. This provides a comprehensive means of classifying all available transaction types, the characteristics of these and the likely technology used within them. It offers the ability, systematically, to identify, map and understand all available B2B e-commerce trading mechanisms.

Submitted by Cássia Santos (cassia.bcufg@gmail.com) on 2015-10-26T13:29:17Z No. of bitstreams: 2 Dissertação - Laísa Marra de Paula Cunha Bastos - 2015.pdf: 1622361 bytes, checksum: e1be07e3e8fb2277a0904bb198dc34e9 (MD5) license_rdf: 23148 bytes, checksum: 9da0b6dfac957114c6a7714714b86306 (MD5) / Approved for entry into archive by Luciana Ferreira (lucgeral@gmail.com) on 2015-10-26T13:31:03Z (GMT) No. of bitstreams: 2 Dissertação - Laísa Marra de Paula Cunha Bastos - 2015.pdf: 1622361 bytes, checksum: e1be07e3e8fb2277a0904bb198dc34e9 (MD5) license_rdf: 23148 bytes, checksum: 9da0b6dfac957114c6a7714714b86306 (MD5) / Made available in DSpace on 2015-10-26T13:31:03Z (GMT). No. of bitstreams: 2 Dissertação - Laísa Marra de Paula Cunha Bastos - 2015.pdf: 1622361 bytes, checksum: e1be07e3e8fb2277a0904bb198dc34e9 (MD5) license_rdf: 23148 bytes, checksum: 9da0b6dfac957114c6a7714714b86306 (MD5) Previous issue date: 2015-03-31 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior - CAPES / The study aims to understand the ways in which best-selling autobiographies by Muslim women are produced. As a representative corpus, the books Infidel, by Ayaan Hirsi Ali; Princess, by Jean Sasson/Sultana; and I am Malala, by Malala Yousafzai/Christina Lamb were selected. Using Pierre Bourdieu's methodology – for whom a literary work should not be studied only by its text, but also by its insertion and circulation in various fields (literary, political, social) – the study conjectures that these narratives of life, since manufactured in the West and founded on the logic of the cultural industry of mass production of popular literature, are presented to the public circumscribed by neo-Orientalist discourses of the clash of civilizations. We refer to the discourses displayed in the post-September 11, 2001, which, reiterating the Orientalist discourse criticized by Edward Said, divided the world into superior West versus inferior Middle East. Therefore, we investigate, in the first chapter, the implications of the discourse of War on Terror to the commercial interest in personal narratives of Muslim women. Furthermore, we describe the corpus of narratives in order to characterize the subgenre of best-selling autobiographies of Muslim women, especially with regard to the dichotomies freedom/oppression, subversion/submission. In the second chapter, we analyse the importance of the autobiographical genre and the concepts of truth and authenticity to the rise of these books, as well as the relations of co-authorship present in such narratives. Then, in the third chapter, the focus is on making visible the editorial voices and their contributions to the spectacularization of the topos of the Muslim woman as a victim to be rescued from her society. To do so, the discourses of the peritext (cover, back cover and tabs) of these autobiographies will be examined. Therefore, we seek to question the limits and possibilities of self-representation of the subaltern subject in contexts marked by inequality of forces and intermediations of the speech. / O trabalho objetiva compreender os modos de produção de autobiografias best-sellers de mulheres muçulmanas. Como corpus representativo, selecionamos os livros Infiel, de Ayaan Hirsi Ali; Princesa, de Jean Sasson/Sultana; e Eu sou Malala, de Malala Yousafzai/Christina Lamb. Usando metodologia de Pierre Bourdieu, para quem uma obra literária não deve ser estudada apenas por seu texto, mas também por sua inserção e circulação nos diversos campos (literário, político, social), parte-se da hipótese de que essas narrativas de vida, uma vez que fabricadas no Ocidente com base nas lógicas da indústria cultural de massa e da literatura de grande produção, são apresentadas ao público circunscritas pelos discursos neoorientalistas do choque de civilizações. Referimo-nos aos discursos veiculados no pós-11 de setembro de 2001, que, reiterando o discurso orientalista criticado por Edward Said, dividiram o mundo em Ocidente superior versus Oriente inferior. Assim sendo, investigam-se, no primeiro capítulo, as implicações dos discursos da Guerra ao Terror para o interesse comercial em narrativas pessoais de mulheres muçulmanas. Além disso, as narrativas do corpus são examinadas no intuito de caracterizar o subgênero de autobiografias best-sellers de mulheres muçulmanas, principalmente no que concerne às dicotomias liberdade/opressão, subversão/submissão. No segundo capítulo, problematizam-se os pressupostos e a importância do gênero autobiográfico e dos conceitos de verdade e autenticidade para a ascensão desses livros, bem como as relações de coautoria presentes em tais narrativas. Depois, no terceiro capítulo, o foco está em tornar visíveis as vozes editoriais e suas contribuições para a espetacularização do topos da mulher muçulmana enquanto vítima a ser resgatada de sua sociedade. Para tanto, serão analisados os discursos peritextuais dessas autobiografias (capa, contracapa e abas). Assim sendo, busca-se problematizar os limites e as possibilidades da auto-representação do sujeito subalterno em contextos marcados pela inequidade de forças e por agenciamentos da fala.

This thesis deals with chosen problems of consumer protection, particularly with the problem of the presentation events. The main goal is to understand a principle of presentation events and why it is so successful among senior citizens and also to ascertain the approach of state authorities and public opinion. The aim of this thesis is the overall analysis of the issues of the presentation events on basis of applicable methods especially to ascertain the knowledge of the Czech public of their consumer?s rights and the public opinion on presentation events and also to examine thoroughly process of the direct promotion including practices which are used to manipulate customers and consequently to suggest ideas leading to the possible enhancement of the current situation.