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Winning and keeping customers: a survey of ABB Control's customers' opinions when selecting supplier
2000 (English)Independent thesis Advanced level (professional degree), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

Companies are facing a new competitive reality where making high quality products is not good enough. The demand from the customers increases and in order to stay competitive, selling companies need to improve their work against its customers. This master thesis investigates how ABB Control, a company in the low voltage product business, can win and keep customers in the Swedish market. The purpose of this study is to give suggestions to the company of areas where to improve the daily work in the selling process. Factors that may be of importance to customers in their selection of supplier and how the customers want to be informed are investigated. In order to find out the impact of different factors and ABB Control’s performance, personal interviews in combination with mail questionnaires are used. The results of this study gives areas that should be advertised and promoted in order to attract potential customers. In addition it gives areas that need improvement to keep existing customers.

Place, publisher, year, edition, pages
2000.
Keyword [en]
Technology, marketing, selling, customers, suppliers, relationships
Keyword [sv]
Teknik
Identifiers
URN: urn:nbn:se:ltu:diva-49499ISRN: LTU-EX--00/089--SELocal ID: 6d430931-4b5a-46f6-bfa0-daf1175c325cOAI: oai:DiVA.org:ltu-49499DiVA: diva2:1022846
Subject / course
Student thesis, at least 30 credits
Educational program
Civil Engineering programmes 1997-2000, master's level
Examiners
Note
Validerat; 20101217 (root)Available from: 2016-10-04 Created: 2016-10-04Bibliographically approved

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CiteExportLink to record
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Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf