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Buyer-seller relationships on the Internet: a business-to-business perspective
2005 (English)Independent thesis Advanced level (professional degree), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

The Internet has gone from publishing online brochures to actually presenting the virtual image of the company. Today almost every company has their own Internet website and thereby has a new possibility to reach their customers. The purpose of this thesis was to gain a deeper understanding of how websites are used in developing and maintaining customer relationships. To reach this purpose the study took place at the leading energy company in Sweden, Vattenfall. The researcher had the possibility to spend two months at Vattenfall in Råcksta, Sweden and three months at the subsidiary Bewag in Berlin, Germany. Multiple case studies were conducted where one case described the buyer-seller relationship over the Internet in Sweden and the other case described the buyer-seller relationship over the Internet in Germany. To collect the data interviews, observations and documentation was used. Due to the company’s confidentiality policies the empirical data, analysis, and findings cannot be published.

Place, publisher, year, edition, pages
Keyword [en]
Social Behaviour Law, Internet Marketing, Business to Business, Relationships, online, websites, International Marketing, Online Environment
Keyword [sv]
Samhälls-, beteendevetenskap, juridik
URN: urn:nbn:se:ltu:diva-48615ISRN: LTU-EX--05/105--SELocal ID: 60ce9587-c9ce-4c49-8e9c-3ec62cc2efdcOAI: diva2:1021958
Subject / course
Student thesis, at least 30 credits
Educational program
Industrial and Management Engineering, master's level
Validerat; 20101217 (root)Available from: 2016-10-04 Created: 2016-10-04Bibliographically approved

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