The thesis aims to describe the current sales climate in the context of complex sales in business-to-business. The purpose is to increase the clients knowledge of sales and test the clients hypothesis that the sales climate is changing from Solution Selling to Insight Selling, further the thesis aims to contribute to the scientific debate of sales. Solution Selling is characterized, as the name suggest, by selling of solution to the customers needs. With Insight Selling the seller has a provocative approach towards the customer and the seller is searching for customers in the need of change. This is a qualitative study conducted with eight interviews and one focus group.

Background: Investors have several options to choose from when the goal is to achieve the highest yield at the lowest cost and risk. Stocks are a common investment options, but is also associated with risks. Portfolios are usually constructed with several different assets to reduce the unsystematic risk of investment. Funds are similar to composite stock portfolios, the big difference is that they dealt with in their entirety and investors may not affect the fund's content. The problem remains that whether you choose stocks or mutual funds there is still uncertainty as to how the future will unfold.

Scarcity due to supply, demand or in time is all factors that affect consumers´buying behavior. The scarcity principle describes how scarce resources appear moreattractive to the customer's eyes than unlimited does. When something is scar thecustomer often draws parallels to the quality and price, that the product will bemore expensive and better. People hate to be deprived of choices. When a certainproduct is scar, the customer will desire the product even more.

The purpose of this study has been to examine how customers, by interacting with each other, can communicate and create the image of a brand. We find this topic to be relevant since there are no previous studies conducted concerning the customers influence on the brand image. Our ambition has been to describe in what ways and to what extent the customer can affect and influence the brand image by communicating with other customers. To fulfill our purposed we have targeted three important questions which are:? In which ways can the customer affect the communicated image of a brand?? To what extent can the customer influence the brand image and the perceived value?? Who has control over the brand, the customer or the company?For this study we have used a qualitative approach in which we have conducted eight personal interviews with brand consultants and the editor of the magazine Dagens Media which has given us the foundation for our analysis.

Konsultverksamheter har idag en stor mängd system och leverantörer att välja mellan vid val av att bli återförsäljare till ett nytt system. Denna mängd av system kan vid vissa tillfällen ställa till osäkerhet i form av vilket system som passar bäst in i verksamhetens portfolio. Genom en effektiv utvärdering kan dock detta avhjälpas och det system som passar bäst för verksamhet väljas. Uppsatsen bygger på en kvalitativ litteraturstudie där också en intervju utförts. Vidare har de teoretiska utgångspunkterna hämtats utifrån modeller såsom Standardsystem i Verksamheter och Välja och Förvalta Standardsystem. Dessa modeller ligger sedermera till grund för den modell som presenteras i uppsatsen och förenklar konsultverksamheternas problematik med att fatta ett genomarbetat val av system till sin portfolio..

Value stream mapping is a tool that is frequently used by many different companies. It is a great tool used to achieve the work that follows the theories of lean production. The tool is used, however, only frequent on the factory floor and the method is also designed based on this type of use.An interest of applying the method on administrative parts of the company has occurred lately. Administrative parts of the company refers to the part that does all the planning such as purchasing, receiving orders, customer contact, contact with factory floor and other work that is made around the actual manufacturing. But the knowledge about applying value stream mapping on the planning part of the company is lacking because the method is relatively new.In this work, a comparison is made between the introduction of value stream analysis on production and planning.

It is important for all companies to be seen on a competitive market. It?s all about positioning yourself so that you?re seen and that you?re are attractive for both customers and employees. A crucial factor to achieve this are how the brand are handle directly by the company it self and by the market. Establishing a brand on the market is not easy and it takes time to establish what the company stands for. To be able to succeed with this you need to have a strategy and a strong belief on the brand.

Studien har genomförts i Kista Galleria med syftet att utvärdera Ryals (2005) formel för värde­ring av kundrelationer. Med hjälp av formeln beräknas Customer Lifetime Value (CLV) för ett antal kundrelationer det undersökta företaget har. Huruvida formeln är funktionell för ändamålet kundvärdering är den centrala frågeställningen. Resultaten som framkommer ty­der på att en utgångspunkt för värdering av kundrelationer med hjälp av enbart monetära faktorer kan resultera i kortsiktiga strategiska beslut. Mindre butiker uppvisade generellt bättre Customer Lifetime Value per kvadratmeter än välkända butiker med stora butiksytor.

Risk management har historiskt sett associerats med riskminimering och undvikande. Men framför allt inom project portfolio management har ett skifte inletts mot ett proaktivt tillvägagångssätt för att hantera risk, snarare än reaktivt. På så sätt uppnås en holistisk analys av risk som tar hänsyn till både positiva och negativa avvikelser på mål. Syftet med detta arbete är att undersöka hur användbara optimeringsmodeller är i läkemedelsindustrin ur ett risk management-perspektiv. Modellerna som undersöks är capital budgeting problem, goal programming och contingent portfolio programming.

Value stream mapping is a tool that is frequently used by many different companies. It is a great tool used to achieve the work that follows the theories of lean production. The tool is used, however, only frequent on the factory floor and the method is also designed based on this type of use.An interest of applying the method on administrative parts of the company has occurred lately. Administrative parts of the company refers to the part that does all the planning such as purchasing, receiving orders, customer contact, contact with factory floor and other work that is made around the actual manufacturing. But the knowledge about applying value stream mapping on the planning part of the company is lacking because the method is relatively new.In this work, a comparison is made between the introduction of value stream analysis on production and planning.

Detta examensarbete syftar till att skildra hur några textilslöjdslärare arbetar med portfoliometoden i textilslöjden och hur de ser på sitt arbetssätt. Syftet är även att ta reda på vilka för- och nackdelar lärarnas ser med portfoliometoden, då den används i textilslöjden. Det finns väldigt lite litteratur om portfoliometoden i textilslöjden. Litteraturdelen består därför av en beskrivning av portfoliometoden utifrån basämnena. Examensarbetets undersökning baseras på intervjuer med fyra textilslöjdslärare.

Problem: Which factors affect customer satisfaction in a non-physical bank relation? Purpose: The purpose with this thesis is to study what creates customer satisfaction in a non-physical bank relation. We look at this by conducting a case study in which we studied the opinion of customers who uses the e-bank at FöreningsSparbanken. Method: We have used a qualitative data method through which we have received answers from our respondents, these we have interpreted to form information, which we have used in our analysis. In our empirical study we have used a case study in which we have chosen to interview both customers and co-workers to get an answer to our problem.

Scarcity due to supply, demand or in time is all factors that affect consumers´buying behavior. The scarcity principle describes how scarce resources appear moreattractive to the customer's eyes than unlimited does. When something is scar thecustomer often draws parallels to the quality and price, that the product will bemore expensive and better. People hate to be deprived of choices. When a certainproduct is scar, the customer will desire the product even more.

This study began with a mission statement from the firm Tobii Technology AB to identify customer needs in the relatively new and rapidly growing market for eye tracking analysis. After consuling external experts, the authors however found that the availability of previous academic published market studies of new and fast growing markets was poor. Therefore a decision was made to execute the task and at the same time create a methadology for future studies in this area. The identification of customer needs, which formed the basis of the insights and analysis, led to frequent discussions between the authors and the firm's supervisors. This resulted in a project plan and a decision that an iterative model would be used, were earlier decisions would be questioned and refined throughout the project.

The aim of our thesis is to study and analyze the components and features a brand should have to provide a solid foundation for brand building. Furthermore, we show how brands can make use of trends in a brand establishment.This paper is written from a qualitative approach. Through both structured and semi structured interviews, we obtained valuable information from our respondents. Our frame of reference and empirical foundation are linked together through an abductive approach which has resulted in our analysis and conclusions.A trend brings with a set of emotional characteristics, which companies can?t influence but must adapt to.