暢銷書是人們學習愛情資訊的重要管道，其內含有小說、散文與劇本等文類。它們不僅提供多樣的愛情論述，更是讀者吸收、學習愛情經驗的重要摹本。能夠出版暢銷書的作家們具備強烈的社會影響力與能見度，因此暢銷書反映了社會大眾的愛情觀念，同時也提供人們在愛情生活中該如何自處與面對愛情的生活倫理與準則。本研究亟欲透過暢銷書的研究來理解社會的主流愛情觀念，並從中分析出各種愛情困境的行動導引，最後將之統整並與社會理論家對話。為了研究愛情類的暢銷書，本研究以TPI暢銷排行榜(2004/1~2013/8)的資料作為取樣對象，並以暢銷度為首要考量後挑選適合書籍進行研究。根據研究發現，暢銷作家在許多方面與社會理論家看法一致。然而，暢銷作家比理論家專注於個人於愛情中所遭遇的困境，以及愛情困境所能實行的解決方案。愛情類暢銷書的論述呈現高度理性化、自我反思、自我實現等正向積極的現代性特徵，其中「愛自己」的論述更是它們對現代愛情的主要看法。對暢銷書而言，「愛自己」顯然是避免「浪漫愛陷阱」的最佳方式。暢銷書透過「愛自己」的論述將愛情理性化，並且從自我出發，重新建構正向積極的愛情心態。正是這種積極向上的論述重新建立起讀者對愛情的希望，並且成為讀者持續相信、進入愛情的重要原因。 / Bestselling books serve as the very way of getting love information. It contains novel, essay and drama kinds of literatures. They supply various love discourse to help readers to absorb and learn love experiences as such. Those who can publish best seller books are authors with strong social influence and visibility, therefore, books of these authors have the capacity of reflecting love ideas of general public and giving instructions for readers to deal love matters with ethical principles. The goal of the study is to use the best seller books to understand main stream ideas of love, summarizing instructions of hurdles in love and, finally, compile them into a compact form to discuss with theorists. In order to research best seller books of love, we choose the ranking list of best seller books in TPI (Taiwan Publisher Information) website as a target population to sample from, and using the degree of selling as the main sampling factor to select proper samples to research on. Based on our research findings, bestselling authors share same opinions with theorists in many aspects, however, bestselling authors are more focusing on personal struggles in love and the solutions that one can take to deal with. The discourse of best seller books present positive and active modernity portrait, for examples: highly rationalization, self-reflexivity and self-realization. Among these features, “Love Thyself”is the main concept of their way to perceive modern love. For best seller books, “Love Thyself”seems to be the best way to avoid “Traps of Romance” as such. Through the ideas of self-loving, best seller books is able to rationalize love with discourse and start from the point of self to re-construct positive and active mentality. It is from this positive and active discourse that readers can re-establish their hope to love and convince themselves to continually believe or enter into the sphere of love. Keywords: Best Selling Books, Sociology of Love, Reflexivity, Self-Love, Hope.

A thorough investigation of legislation involved in the land reform programme was conducted. This includes the Constitution of South Africa, as well as the legal frameworks that manage the land reform process. Many of the unintended results are because of misunderstandings. This study sought to clarify those misunderstandings and confusing language. The South African land reform process was excellently planned. The process is managed in three phases, namely land restitution, land redistribution and land tenure. There are some successes and failures due to the way those programmes were implemented. In order to implement and manage the land reform programmes and spatial planning on national, provincial and district level, the following plans were introduced: National Level: Pro-active Land Acquisition Strategy (PLAS) & Area-based Planning Provincial Level: Limpopo Growth and Development Strategy (LGDS) District Level: Mopani Integrated Development Plan Local Level: Greater Tzaneen Municipality Integrated Development Plan & Spatial Development Framework The study area, the Tzaneen Local Municipality, was chosen because it is home to some of the first land reform projects in South Africa, it is the district with some of the highest intensity of land claims and it offers a complete menu of land reform programmes in an advanced state on a small area. The impact that land reform has had on the spatial development in the Tzaneen Local Municipality has been studied in more detail. As the study progressed, it was realised that the impact not only stops at spatial development. The influence was much bigger than that. The local economy was affected, as were job opportunities, tourism, food security, the retail industry and even the mining industry. Such an impact is also not restricted to the Tzaneen Local Municipality. In order to control the land reform process, the government should involve the private sector in the land reform process. The moment this happens, the skills and experience locked in the private sector are transferred to the government for the benefit of all people involved in and influenced by the land reform process. An Integrated Land Reform Action Forum (ILRAF) must be established that manages the land reform process on national, provincial and local level. This ILRAF has to fulfil much the same purpose as the former Joint Monitoring Committees (JMCs) accomplished. The ILRAF must consist of all role-players within the land reform process. These include, national, provincial and local government officials, commercial farmers, key role-players from the private sector, farm worker representatives, Agri-SA, professionals such as town and regional planners and transfer attorneys, farmers? associations, commercial banks and the media to ensure transparency. In order to correct past mistakes and to ensure that the next five years of the land reform process goes off without a hitch, it is important to involve all role-players and ensure transparency throughout all decision-making processes. Key Terms: Land Reform; Agri-village; Area Based Planning; Land Restitution; Land Redistribution; Land Tenure Reform; Greater Tzaneen Municipality; Willing buyer-willing seller; Spatial Development Framework; Integrated Development Plan. / Thesis (M.Art. et Scien. (Town and Regional Planning))--North-West University, Potchefstroom Campus, 2010.

A thorough investigation of legislation involved in the land reform programme was conducted. This includes the Constitution of South Africa, as well as the legal frameworks that manage the land reform process. Many of the unintended results are because of misunderstandings. This study sought to clarify those misunderstandings and confusing language. The South African land reform process was excellently planned. The process is managed in three phases, namely land restitution, land redistribution and land tenure. There are some successes and failures due to the way those programmes were implemented. In order to implement and manage the land reform programmes and spatial planning on national, provincial and district level, the following plans were introduced: National Level: Pro-active Land Acquisition Strategy (PLAS) & Area-based Planning Provincial Level: Limpopo Growth and Development Strategy (LGDS) District Level: Mopani Integrated Development Plan Local Level: Greater Tzaneen Municipality Integrated Development Plan & Spatial Development Framework The study area, the Tzaneen Local Municipality, was chosen because it is home to some of the first land reform projects in South Africa, it is the district with some of the highest intensity of land claims and it offers a complete menu of land reform programmes in an advanced state on a small area. The impact that land reform has had on the spatial development in the Tzaneen Local Municipality has been studied in more detail. As the study progressed, it was realised that the impact not only stops at spatial development. The influence was much bigger than that. The local economy was affected, as were job opportunities, tourism, food security, the retail industry and even the mining industry. Such an impact is also not restricted to the Tzaneen Local Municipality. In order to control the land reform process, the government should involve the private sector in the land reform process. The moment this happens, the skills and experience locked in the private sector are transferred to the government for the benefit of all people involved in and influenced by the land reform process. An Integrated Land Reform Action Forum (ILRAF) must be established that manages the land reform process on national, provincial and local level. This ILRAF has to fulfil much the same purpose as the former Joint Monitoring Committees (JMCs) accomplished. The ILRAF must consist of all role-players within the land reform process. These include, national, provincial and local government officials, commercial farmers, key role-players from the private sector, farm worker representatives, Agri-SA, professionals such as town and regional planners and transfer attorneys, farmers? associations, commercial banks and the media to ensure transparency. In order to correct past mistakes and to ensure that the next five years of the land reform process goes off without a hitch, it is important to involve all role-players and ensure transparency throughout all decision-making processes. Key Terms: Land Reform; Agri-village; Area Based Planning; Land Restitution; Land Redistribution; Land Tenure Reform; Greater Tzaneen Municipality; Willing buyer-willing seller; Spatial Development Framework; Integrated Development Plan. / Thesis (M.Art. et Scien. (Town and Regional Planning))--North-West University, Potchefstroom Campus, 2010.

Made available in DSpace on 2010-04-20T20:48:28Z (GMT). No. of bitstreams: 3 71436.PDF.jpg: 14500 bytes, checksum: 79ce258895217ba70ac7208a22945e69 (MD5) 71436.PDF: 5130866 bytes, checksum: 504142b1057fd14780c3f69737baf66a (MD5) 71436.PDF.txt: 510782 bytes, checksum: 46486f756cfb2f3502558e1362f8f71b (MD5) Previous issue date: 2005-01-31T00:00:00Z / This present piece aims to shed light on the various factors that influence relationship closeness. The literature review encompasses marketing channels, TCE, relationship marketing and industrial marketing literature. This review has identified that trust performs a key-role and, therefore, any research should explore the trust concept, its underlying factors and the consequences of trust to relationship continuity. The methodology applied to run the research was built in two steps: the first one (qualitative) included indeep interviews with 12 apparel retail product managers. The second step (quantitative) included structural equation modeling and multiple regression techniques applied on survey data collected from 154 product managers. The qualitative research and the theory analysis supported the proposition of the constructs of trust, commitment, intention to stay and trust antecedents, all of them included during the model building process. The model was tested and not only results for the entire sample were analysed, but for the various retail formats represented in this research. Based on results, a set of suggestions to suppliers is recommended in order to improve relationships, specifying aspects that must be managed to develop and maintain trust for each retail format. / Este trabalho procura contribuir para o esclarecimento dos diversos fatores que influenciam a proximidade de um relacionamento. A sistematização do conhecimento foi realizada através do exame da literatura de canais de marketing, economia dos custos de transação, marketing de relacionamento e marketing industrial. Esta revisão possibilitou identificar que a confiança ocupa um papel central no relacionamento, sendo fundamental investigar em profundidade os seus fatores antecedentes, bem como seus impactos sobre a intenção à continuidade do relacionamento. A metodologia empregada na operacionalização da pesquisa foi realizada em duas fases: a primeira fase (qualitativa) incluiu a realização e análise de entrevistas em profundidade junto a uma amostra de 12 gerentes de produto de organizações do varejo de vestuário. A segunda fase (quantitativa) utilizou técnicas de modelagem de equações estruturais e de regressões múltiplas a partir de dados coletados através de questionários respondidos por 154 gerentes de compras. O exame da literatura e da pesquisa qualitativa possibilitou a delineação dos construtos confiança, compromisso e intenção à continuidade, e o levantamento dos aspectos determinantes da confiança. Esses conceitos foram utilizados na construção de um modelo teórico, testável empiricamente. A modelagem quantitativa não contemplou apenas os resultados da amostra como um todo, mas também detalhou os resultados para os diferentes formatos varejistas que estão representados na pesquisa. Os resultados foram confrontados com a teoria analisada, e, a partir das conclusões, são sugeridas diversas recomendações aos fornecedores para refinar o atendimento de cada formato varejista.

Le succès d'une entreprise est garanti par son approche relationnelle, c'est-à-dire, sa capacité à créer, développer et maintenir de nouvelles relations d'affaires mutuellement profitable sur le long terme. Le vendeur devient la pièce maitresse de l'entreprise, puisqu'il passe presque tout son temps en contact avec les clients. Cette approche relationnelle de la vente est donc réellement au cœur du succès d'une entreprise. Néanmoins, certaines entreprises ont tout de même été déçues du résultat de leurs investissements dans l'approche relationnelle de la vente. Ces résultats mitigés indiquent l'importance de l'étude de l'approche relationnelle de la vente et notamment l'identification des facteurs qui influencent la performance du vendeur. Notre recherche a pour objet de définir et de comprendre quelles sont les caractéristiques individuelles du vendeur influençant les attitudes et comportements du client. Ce mécanisme de l'approche relationnelle de la vente est éclairé par la formalisation d'un modèle et la formulation d'hypothèses qui sont testées sur un échantillon de 175 vendeurs et clients (la dyade). Notre étude porte sur l'influence positive de l'auto-efficacité, de l'attitude envers la vente et de l'expertise sur la qualité de la relation, l'intention d'achat et le bouche-à-oreille du client. La qualité de la relation médiatise l'effet de l'expertise sur l'intention d'achat et le bouche-à-oreille et l'intuition modère les liens entre l'auto-efficacité, l'attitude envers la vente et l'expertise sur l'intention d'achat et le bouche-à-oreille. Les résultats confirment l'effet direct des antécédents et le rôle médiateur de la qualité de la relation. Le rôle modérateur de l'intuition a également été confirmé sur la relation entre les antécédents et l'intention d'achat. Nos contributions enrichissent le corps théorique de l'approche relationnelle et la démarche méthodologique dyadique de la recherche sur la vente. Pour les gestionnaires, notre travail offre de multiples applications permettant d'accroître l'efficacité de l'embauche et de la formation des forces de vente. / A company's success is guaranteed by its relational approach, that is, its ability to establish, develop and maintain new business relationships that are mutually beneficial over time. The seller becomes the centrepiece of the firm, since almost all of his time is spent in contact with customers. This relational approach in a sales context is actually at the heart of successful business. Nevertheless, some businesses have been disappointed with the results of their investment in the relational approach. These mixed results indicate the importance of further study into the relational approach in a sales context, and in particular the need to identify the factors that influence the performance of the seller. The object of our study is to define and understand what are the individual characteristics of the seller that influence the attitudes and behaviours of the client. The mechanism of the relational approach in a sales context is reproduced using a model and the formulation of hypotheses tested on a sample of 175 sellers and customers (the dyad). Our study focuses on the positive influences of self-efficacy, attitude towards selling and expertise on the relationship quality, the purchase intentions and the word-of-mouth of the customer. The relationship quality mediates the effect of expertise on the purchase intention and the word-of-mouth and intuition moderates the relationship between self-efficacy, attitude towards selling and expertise on the purchase intentions and the word-of-mouth. The results confirm the direct effect of the antecedents and the mediating role of the relationship quality. The moderating role of intuition on the relationship between the antecedents and the purchase intentions was also confirmed. Our contributions add to the theoretical body of research on the relational approach and the methodological dyadic approach to sales research. For managers, our research has numerous applications for increasing the effectiveness of hiring and training sales forces.

Made available in DSpace on 2015-03-26T13:44:28Z (GMT). No. of bitstreams: 1 texto completo.pdf: 1586735 bytes, checksum: 3c83d67530c7c4c968cd15592a33785a (MD5) Previous issue date: 2012-11-09 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / With regards to the contemporary literature, it is clear the occurrence of a continuous dialog between mass culture and the processes of industrialization derived from the last half of the XX century. Because of the relationship between literature and commercial activities that regard the culture industry, mass literature has its value questioned. Questions related to selling, narrating and language are the most debated hot topics when it comes to this type of literature, which ends up being regarded as a "subliterature" or a literature which is less worth-reading. Therefore, having the relationship between art and the cultural industry in mind, the present study aims at realizing an approach that encompasses all social, historical and cultural aspects related to the literary production aimed to the mass, through a subject-reader approach. Also, we will differ the nomenclatures attributed to these literature books- best seller, mega seller, mega best seller, and mass literature- as well as identify the possibilities of approaching and legitimizing the aforementioned categories. Thus, our aim here is to reflect and to question the assumptions about what literature is and the influence of the cultural industry in the arts, through a theoretical background that interacts with the theories of literature, and the social, cultural and historical studies.This way, this study will offer a theoretical opening in terms of contemporary literature and its influences in the mass culture, leading to other research about this topic in the future. / Verifica-se na literatura contemporânea a ocorrência de um constante diálogo com a cultura de massa e os processos de industrialização advindos da última metade do século XX. Na tessitura proposta entre literatura e os processos mercantis que envolvem a indústria cultural, é questionado o próprio valor da obra literária voltada para e pela massa. Questões recorrentes como vendagem, narrativa e linguagem são os pressupostos mais debatidos acerca dessas obras, que acabam por adquirirum caráter de subliteraturaou literatura de menor valor. Logo, pensando na relação entre arte e indústria cultural, o presente estudo visa realizar uma abordagem que abranja aspectos sociais, históricos e culturais acerca da produção literária veiculada às massas, perfazendo, principalmente, o caminho do sujeito-leitor. Por essa perspectiva, diferenciaremos nomenclaturas atribuídas às essas obras best-seller, mega-seller, mega best-seller e literatura de massa como também identificaremospossibilidades de abordagem e legitimação das mesmas. Portanto, temos como objetivos centrais deste estudo, refletir e questionar as postulações sobre o que é literatura e a inserção da indústria cultural nas artes, através de um arcabouço que interage entre teorias da literatura e estudos sociais, culturais e históricos. Pretende-se, assim, viabilizar uma abertura teórica acerca da literatura contemporânea e suas intersecções com a cultura de massa, possibilitando a realização de outras pesquisas futuras sobre a temática.

Submitted by Victor Dahan (victordahan@gmail.com) on 2018-04-27T18:12:07Z No. of bitstreams: 1 dissertaçao victor dahan.pdf: 830090 bytes, checksum: abd452449e803a9e167656fbab4240bf (MD5) / Approved for entry into archive by ÁUREA CORRÊA DA FONSECA CORRÊA DA FONSECA (aurea.fonseca@fgv.br) on 2018-05-03T20:52:44Z (GMT) No. of bitstreams: 1 dissertaçao victor dahan.pdf: 830090 bytes, checksum: abd452449e803a9e167656fbab4240bf (MD5) / Made available in DSpace on 2018-05-08T14:30:40Z (GMT). No. of bitstreams: 1 dissertaçao victor dahan.pdf: 830090 bytes, checksum: abd452449e803a9e167656fbab4240bf (MD5) Previous issue date: 2018-04-26 / We investigate how the provision of trade credit by suppliers reacts when their customer firms suffer an adverse shock. We exploit an exogenous adverse shock to firms in the Brazilian food industry caused by the public announcement of a fraud investigation named Operation Weak Flesh. Using a within-firm differences-in-differences identification strategy, we found that customers suffered a negative impact of around 20 to 30% in their accounts payable, while suppliers reduced their credit provision by around 5 to 6%. The evidence suggests that suppliers would rather shield themselves against increased risks in the supply chain than try to save their customers and their relationship with them.

Nesta pesquisa, o principal objetivo foi analisar como são conduzidas as negociações entre compradores e vendedores que acontecem em um ambiente relacional, buscando não só entender os impactos do relacionamento das partes no processo de negociação, mas também verificar se as negociações o favorecem, notadamente em situações nas quais as partes pretendem manter ou aumentar as interações no futuro. Para responder esse objetivo foi escolhido o setor de distribuição de insumos agrícolas, com foco em defensivos, considerando as transações que ocorrem entre os distribuidores e os produtores rurais. Para ampliar as discussões desta pesquisa, optou-se por analisar as negociações entre as partes em dois países: Brasil e Estados Unidos. Assim, foi realizada uma pesquisa qualitativa, de caráter exploratório/descritivo, utilizando o método de estudos de casos múltiplos. Os dados foram coletados a partir do estudo de 13 casos - situações de negociação (seis no Brasil e sete nos Estados Unidos), considerando a visão do vendedor e do comprador (díades) para que se pudesse ter uma perspectiva de ambos os lados. Para isso, contou-se com o auxílio de seis distribuidores de insumos, sendo três no Brasil e três nos Estados Unidos. Os gerentes de vendas dos distribuidores foram entrevistados para que o entendimento do processo de negociação pudesse ser ampliado. Assim, em conjunto com observações, foram realizadas 13 entrevistas com vendedores, 13 com produtores e seis com gerentes de vendas, totalizando 32. Como principais resultados e contribuições, destaca-se: (1) foi proposta uma estrutura conceitual, baseada no modelo adaptado do IMP Group, para o estudo das negociações entre compradores e vendedores, considerando os elementos sistêmicos da negociação. Pôde-se perceber os impactos do ambiente da negociação (concorrentes e variáveis macroambientais), da atmosfera (poder, tempo e informação), do planejamento, do processo de negociação, dos resultados e da implementação dos acordos da negociação. Além disso, notou-se que os resultados substanciais (econômicos) podem ser superados pelos resultados psicológico-sociais da negociação, uma vez que vendedores e compradores podem abrir mão dos ganhos pensando na continuidade do relacionamento entre as partes; (2) a aplicação da estrutura para a análise das díades mostrouse aderente, o que resulta em outra contribuição. A estrutura conceitual poderá ser utilizada em outros contextos para o entendimento das negociações entre compradores e vendedores; (3) a partir da análise dos contextos Brasil e Estados Unidos, notou-se o impacto que o modelo de negócios dos distribuidores pode ter nas negociações. De um lado os distribuidores brasileiros têm sua oferta mais baseada em produtos, resultando em uma maior discussão de preços nas negociações. Já do lado norte-americano, a oferta é baseada em serviços e troca de informações, o que aumenta a dependência, os custos de mudança dos produtores e afeta os processos de negociação, diminuído em alguns casos a negociação de preços; (4) por fim, nota-se que o relacionamento entre as partes pode ter um impacto positivo nas negociações entre compradores e vendedores, diminuindo o uso de alternativas, aumentando a possibilidade de ampliação do valor das negociações e tirando o foco do preço. Além disso, percebe-se que a forma como as negociações são conduzidas pode ter um impacto positivo no relacionamento entre as partes. Assim, com a evolução do relacionamento, o conteúdo das negociações pode mudar da barganha de preços e evoluir para a discussão das adaptações necessárias para ampliação dos ganhos mútuos e maximização do valor das partes. / The main goal of this research was to analyze how the negotiations between buyers and sellers take place in a relational environment, seeking not only to understand the impacts of the relationship of the parties in the negotiation process, but also whether the negotiations favor the relationship, specifically in situations in which the parties aim to maintain or increase future interactions. To meet this goal, the distribution sector of agricultural inputs was chosen, focusing on defensive, and considering transactions that took place between distributors and farmers. The choice of this sector was due to its strong relational characteristic. To broaden the discussion of this research, the negotiations in two countries was analyzed: Brazil and the United States. Thus, a qualitative survey was conducted with an exploratory / descriptive perspective and using a multiple case studies method for data collection. The data was collected from the study of 13 negotiation situations (six in Brazil and seven in the United States), considering the view of the seller and the buyer (dyads) so that it was possible to have the perspective from both sides. Accordingly, interviews were conducted with six distributors, three in Brazil and three in the United States. The distributors\' sales managers were interviewed to develop a better understanding of the negotiation process. Thus, for the development of this research, 13 interviews were conducted with vendors, with 13 producers and six with sales managers, totaling 32. The main results and contributions are: (1) a conceptual framework was proposed based on the adapted model of the IMP Group for the study of negotiations between buyers and sellers, considering the systemic elements of the negotiation. The framework considers the various stages of negotiation and was the basis for the analysis of 13 dyads. From the analysis, the impact of the trading environment was observed (competitors and macroenvironmental variables), the atmosphere (power, time and information), planning, the negotiation process, the negotiation results, and the negotiation results implementation. Considering the importance of the relationship between the parties, the substantial results (economic) could be overcome by psychological and social results of the negotiation, as buyers and sellers can give up gains in exchange of maintaining and continuing with a good relationship with the other part; (2) the use of the framework to analyze the dyads proved to be effective, therefore the possible use of the framework in other contexts for the understanding of negotiations between buyers and sellers is another contribution of this thesis; (3) from the analysis of Brazilian and US contexts, it was noted the impact that the business model can have on negotiations. In one hand the Brazilian distributors have most of their supply based on products, resulting in more price discussion. In the other hand, in the US, the focus was on services and information exchange, which increases the dependency of producers decreasing, in some cases, the price negotiations; (4) finally, the relationship between the parties can have a positive impact on negotiations between buyers and sellers, reducing the use of alternatives, increasing the possibility of expanding the value of negotiations and taking the price out of focus. Moreover, it is clear that the way the negotiations are conducted can have a positive impact on the relationship between the parties. Therefore, with the relationship evolution, the negotiations content can evolve from prices negotiation to a discussion on necessary adaptation with a focus on value maximization for all parties.

L’émergence des cryptomarchés, ayant mené au développement de nouvelles méthodes de distribution de drogues et autres produits et services illicites (Walsh et Phil, 2011), pose divers défis aux forces de l’ordre. Ces dernières, souhaitant limiter la portée de leurs actions, adoptent habituellement des stratégies similaires à celles utilisées auprès de réseaux de drogues traditionnels (Décary-Hétu et Giommoni, 2016). Toutefois, les différences entre ces marchés et ceux en ligne génèrent des questionnements quant à l’efficacité de ces techniques. Jusqu’à présent, peu d’études s’y sont intéressées, mais celles qui ont été recensées sont effectivement parvenues à des résultats peu enthousiastes. Ces recherches ont conclu que les activités tentées jusqu’à présent par la police n’avaient pas influencé le marché de façon significativement durable (Décary-Hétu et Giommoni, 2016; Van Buskirk, Roxburgh, Farrell et Burns; 2014; Soska et Christin, 2015). Dans cette optique, ce mémoire pose un regard sur l’impact d’une opération policière n’ayant toujours pas été analysée à ce jour, qui, en collaboration avec les services postaux, a mené à une arrestation et à plusieurs saisies en lien avec des vendeurs de cannabis canadiens opérant sur les cryptomarchés. Après avoir analysé les données recueillies selon un modèle d’évaluation d’impact considérant l’offre, la demande et le prix, les résultats démontrent qu’au contraire de ce que nous dicte la littérature, l’opération a eu pour effet de diminuer significativement à long terme certains indicateurs tels que le nombre de transactions, les parts des marchés de transactions, le nombre de vendeurs actifs, les revenus engendrés et les parts de marchés de revenus, le tout au sein du marché de cannabis canadien. Le modèle de prédiction utilisé, se basant sur des analyses de séries chronologiques interrompues (ARIMA), nous a permis de déterminer que l’opération étudiée avait contribué à éviter 2452 transactions sur ce qui était normalement prévu par la tendance pré-intervention, soulignant une baisse considérable de 101%, versus 91% internationalement (différence de 10%) 18 mois après le début de l’intervention. / The emergence of cryptomarkets, which has led to the development of new methods of distributing drugs and other illicit products and services (Walsh and Phil, 2011), poses various challenges to the police. The latter, wishing to limit the scope of their actions, usually adopt strategies similar to those used with traditional drug networks (Décary-Hétu and Giommoni, 2016). However, the differences between these markets and those online raise questions about the effectiveness of these techniques. So far, few studies have focused on that topic, but those that have been identified have achieved unenthusiastic results. This research concluded that the activities attempted to date by the police have not influenced the market in a significantly sustainable manner (Décary-Hétu and Giommoni, 2016, Van Buskirk, Roxburgh, Farrell and Burns, 2014, Soska and Christin, 2015). With this in mind, this Masters thesis looks at the impact of a police operation that has not yet been analyzed, which, in collaboration with the postal services, has made an arrest and several seizures in connection with cryptomarket sellers. After analyzing the data collected according to an impact evaluation model considering supply, demand and price, the results show that, contrary to what the literature dictates, the operation had the effect of reducing significantly long-term indicators such as the number of transactions, shares of trading markets, the number of active sellers, income generated and market share of income, all within the Canadian cannabis market. The prediction model used, based on interrupted time series analyzes (ARIMA), allowed us to determine that the study had avoided 2452 transactions normally planned by the trend before the intervention, showing us a considerable drop of 101%, comparatively to 91% internationally (difference of 10%) 18 months after the beginning of the intervention.

Bakgrund: Den industriella marknadsföringen kännetecknas av djupa kundrelationer, där affärer ofta karaktäriseras av långa säljprocesser som innefattar åtskilliga interaktioner med flertalet aktörer involverade. Denna försäljning har blivit allt mer relationsorienterad där kundens behov, värde och önskemål sätts i fokus. Covid-19 har främjat ett digitalt arbetssätt vilket har påverkat verksamheter, affärslandskapet och interaktionen mellan säljare och kunder. Den fysiska interaktionen som anses vara grundläggande vid en nykundsbearbetning och för skapandet av en kundrelation har nu ersatts av digitala möten.  Syfte: Syftet med studien är att undersöka och bidra med ökad förståelse för hur omställningen till att arbeta digitalt på distans har en inverkan på säljarens nykundsbearbetning och etableringen av kundrelationer B2B.  Metod: Denna flerfallstudie tillämpar en kvalitativ forskningsmetod och utgår från ett hermeneutiskt perspektiv i samverkan med en deduktiv ansats med induktiva inslag. Studiens empiriska resultat har samlats in med hjälp av semistrukturerade intervjuer från fyra olika fallföretag. Utifrån tidigare forskning analyseras det empiriska resultatet.  Slutsats: Denna studies resultat påvisar att säljarens arbetssätt har påverkats i viss utsträckning vid bearbetning av nya kunder. Affärer präglas i hög grad av mjuka värden där den fysiska interaktionen förblir viktig för utvecklingen av en kundrelation. Digitala interaktioner ställer högre krav på säljaren inför ett möte och innebär svårigheter att kunna knyta en personlig kontakt för att komma kunden nära och utveckla ett förtroende. Samtidigt visar studien att det digitala verktyget medför en högre effektivitet, tillgänglighet, och en ökad möjlighet att nå fler kunder. Affärslandskapet har förändrats och en kombination av fysiska och digitala möten kommer vara ett sätt för säljarna att nykundsbearbeta på. / Background: Industrial marketing is defined by deep customer relationships, where business is characterized by long sales processes which include numerous interactions with multiple participants. B2B-sales have become more relationship-oriented where the customer's needs, values and wishes are the focal points. Covid-19 has promoted a digital way of working, which has changed the business landscape and the way salespeople interact with customers. The physical interaction that is considered vital when acquiring new customers has now been replaced by digital meetings.  Purpose: The purpose of the study is to investigate and contribute with an increased understanding of how the transition to working remotely has an impact on the seller’s customer acquisition and the establishment of B2B-relations.  Method: This multiple case study applies a qualitative research method, based on a hermeneutic perspective and a deductive approach with inductive elements. The empirical results of the study have been collected by means of semi-structured interviews from four different companies. The result of the interviews has been analysed using previous research.  Conclusion: The results of this study show that the salesperson’s way of working has been affected to a certain extent when acquiring new customers. B2B-sales is characterized by soft values where the physical interaction remains important for the development of customer relationships. Digital interactions require higher demands on salespeople before a meeting and can imply difficulties in developing a personal contact and association between the parties in order to establish trust. However, it turns out that digital tools lead to higher efficiency, availability, and an increased opportunity to reach more customers. The business landscape has changed, and a mix of physical and digital meetings will be a way for salespeople to acquire new customers.