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.

In this degree project I have studied how an anti-discrimination bureau can adapttheir online information to the target group ? immigrants who only have modestunderstanding of the Swedish language. This group is often subject of discriminationmatters, and therefore it?s important that they can take part of the information.To find answers to my questions I have studied different relevant theories, performeda readability analysis on the online information and have had qualitativeinterviews with representatives from the target group. I have also tested my rewrittentexts on both representatives and other readers.The result from my studies has shown that it is words that are the most difficult inthe current online information, while length and structure of the sentences are alsoof importance when it comes to the readability.

This thesis focuses on RM and customer relationships and tries to answer two research questions: how firms can retain customers and how to generate profitable customer relationships by using relationship marketing. We conducted case studies on JOB media, a company in Luleå, and Polardörren, a company in Öjebyn, Piteå. Our research has revealed that in many ways our case study companies conform in major ways to the theory in this particular area. However there are differences between how these two firms go about in regard to customer retention and establishing profitable customer relationship. We have discovered that JOB media, which is a service company is more inclined to maintaining close and long-term relationships with its customers.

In recent years e-commerce has experienced a big increase in usage. Internet however, cannot offer the same level of personal contact as traditional shops can.E-commerce is characterized by impersonal and standardized web shops that do not stimulate any emotional connection between the customer and the company. Without this personal contact with the customer the possibilities for the company to stimulate loyalty decreases. Loyalty however, is as important in e-commerce as it is in traditional commerce. The authors of this paper chose the following problem for the study:What marketing strategies are fortunate for e-commerce companies to use to create loyal customers?To research this subject the authors saw it fit to combine qualitative and quantitative research methods.

New innovation and technology have influenced the development of product development processes and the four largest banks in Sweden have more or less been forced to adapt their products and services along new customer requirements. It may therefore be considered appropriate to involve customers in this process. This by collecting customer information and allow customers to influence the process to a greater extent. The payment solutions of Sweden?s largest banks' continue to evolve and to pay with electronic money has come to change banks' product development processes of payment solutions.

This essay deals with the subject of communication through Facebook. In this survey we studied 100 youths from Karlstad and their communication habits and behavior patterns on Facebook. The social network site Facebook has since its start in 2004 made a mark in modern communication. Today in 2010 the site has more than 500 million users. This paper wants to study what happens to other types of communication.

Store windows, as many earlier research studies indicate, is an important factor of the store atmosphere to attract customers into the store. In this study we have narrowed it down and chosen to focus on how different contexts of the store windows will effect customers' evaluation. The purpose is to find out how the context of high creativity and low creativity combined with different time aspect in store windows will affect store image, attitude, entering decisions and purchase intention toward the store. The results are based on a quantitative study where we did an experiment and a field study. The result shows that higher level of creativity is better than lower level of creativity in certain aspects.

The subject for this Master's thesis is the mission of the public library concerning target group everybody. Control documents, traditions, norms and trends influence how this is interpreted and how the library's service is being formed. The often very abstract terms used to describe the public library's mission makes it open for different interpretations. We are of the opinion that the public library's service should be formed to reflect the needs, interests, and priorities of the community it services, in order to be more attractive and useful.The aim of our study is to examine how the public librarians define and adjust to the mission to satisfy all citizens needs. Why do they choose to concentrate on certain target groups? And what does that show of how the public libraries reflect their communities? Our investigation includes examining six activities aimed at a certain target group and the six public libraries that carried these out.

The purpose of this thesis is to study whether there is a demand for sawn wood products of large dimensions and planed goods among Wallnäs AB:s customers. The thesis consist of two main parts, one survey among Wallnäs present customers and another one which purpose is to increase Wallnäs customer base. Finally there is a chapter that describes what properties the raw material has to have in order to produce the demanded products. The survey to the present customers was conducted through a questioner. A sample of those who stated an interest for either sawn wood products of large dimensions or planed goods, were later contacted for a telephone interview. To reach out to new customers, relevant companies has been identified through the Swedish Trade Councils data base and through the member list of the Timber Trade Federation.

Syftet med vår studie är att finna faktorer till spridningen av kalkylmodellerna Activity-based costing (ABC), Target costing (TC) och Kaizen costing (KC). Detta gör vi genom att använda oss av kvalitativ ansats och genomföra intervjuer vid sex tillverkande företag. Vi kan se influenser av spridningen av modellerna ABC, TC och KC i studiens företag. Det har visat sig att företagen tillämpar ?traditionell? produktkalkylering med inspiration av ABC-modellen.

Every year 67000 tons of food is wasted by Swedish retail stores. The waste implies financial losses for the retailer and it has a huge impact on the global environment. Reducing in-store food waste is thus a win-win situation for both retailers and society. The most effective way to reduce waste is primarily by optimizing the logistics of supply, but customers expect a store with a wide range of products and stuffed shelves. Thus there will always be products about to expire.

There is now a trend to move closer to the customer in the form of long-term and lastingrelationships. The market today is characterized by growing competition with new playersconstantly arising. In order to gain competitive advantage with the increasingly challengingmarket, companies require to place the customer in the centre. Being close to the customerand engage in successful efforts to create customer loyalty has become a critical successfactor in many businesses. Especially when the customers in today's market is becomingincreasingly unfaithful and continuously looking for new companies with new productofferings.Many companies have now also realized the importance of trying to retain existing customersas it is more profitable than constantly trying to acquire new ones.

The purpose of this thesis was to ease the implement of an upcoming intranet for a target group who had used the previous system to an unwanted low extent. After qualitative and quantitative studies I found that the users of the current intranet thought it was hard to navigate and did not understand neither the relevance of it in their own work nor knew which information it contained.Since I did not have access to the new system by the time of the making of this thesis I concentrated on rectifying possible problems with the new system regarding the relevance and the contained information. With basis in a number of theories I produced an information brochure, whose object was to inform about the content and to convince the target group of the relevance and utility of the new intranet. .

It gets more and more important for companies to get involved in Corporate Social Responsibility, CSR, when stakeholders now are more aware of the responsibility companies should take. Through their communication companies show how they take responsibility. Reflected by their goals by which they want to achieve acceptance and understanding through an open dialogue. The paper examines this issue. CSR is an abbreviation for Corporate Social Responsibility which is engagement in responsibility for companies and organisations.

The purpose of this thesis was to examine the relationship between brands and music in TV-commercials. We investigated why companies use music in TV-commercials to affect their brands and how music affects the brand?s image. We also investigated how companies choose music genres for their TV- commercials. A case study based on interviews was conducted with four informants from SAAB, Lowe Brindfors, Riviera and Catt & Co.