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Buying decisions, the impact of customer administration quality
Blekinge Tekniska Högskola, Sektionen för management.
2010 (engelsk)Independent thesis Advanced level (degree of Master (One Year))Oppgave
Abstract [en]

In the competitive market of Information Technology Maintenance Services, the understandings of the key components affecting sales are important to survive in the market. Centres of Excellence are created with the aim of being a more standardised and cost efficient solution for customer services. Is the quality of the vendor customer administration important in business-to-business sales and procurement situations? Furthermore, does it affect the next sale for the vendor? The overall purpose of this work is to give guidance in terms of how cost saving programs in the customer administration area can affect sales in a long-term perspective. The hypothesis; Past vendor customer administration quality does impact the customer decision to buy again from the same vendor; has been designed to show which key components within customer administration, such as invoices and disputes, impacts the decision.

sted, utgiver, år, opplag, sider
2010. , s. 61
Emneord [en]
Buying, sales, invoicing
HSV kategori
Identifikatorer
URN: urn:nbn:se:bth-6128Lokal ID: oai:bth.se:arkivexD0E95CBCD7BC87F0C125778E00663481OAI: oai:DiVA.org:bth-6128DiVA, id: diva2:833554
Uppsök
Social and Behavioural Science, Law
Veileder
Tilgjengelig fra: 2015-04-22 Laget: 2010-08-29 Sist oppdatert: 2015-06-30bibliografisk kontrollert

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