Change search
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • 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
Growing as a business in a mature business-to-business service industry: A case study in the Swedish energy services industry
KTH, School of Industrial Engineering and Management (ITM).
2019 (English)Independent thesis Advanced level (degree of Master (Two Years)), 20 credits / 30 HE creditsStudent thesisAlternative title
Tillväxt i en mogen B2B service-marknad : En fallstudie inom den svenska marknaden för underhållstjänster för energiaktörer (Swedish)
Abstract [en]

In the past decade, the energy markets within the European Union haveincreasingly been deregulated as a means to promote increased competition, andthereby efficiency, on these markets. As a result of this, several energy institutionshave been forced to become unbundled from their parent companies and toinstead form smaller separate entities. Contracts that previously were guaranteedare now subjected to public competition and in order to not risk decreasing in size,these companies must now find new ways to grow and generate new business.

To study this, a case study was conducted at a Swedish energy servicescompany who recently has been unbundled from one of the largest Swedish gridowners. Specifically, the research focused on what companies in maturebusiness-to-business services contexts can do to increase their sales. The studywas conducted primarily through gathering qualitative interview data bothinternally and externally, but secondary data from surveys were also used.

The findings indicate that the case company should focus on pursuing a combinedstrategy of market penetration and service/product penetration to increase sales.In addition, the company should continue to invest substantially into relationshipmarketing practices in order to build long-term potential for growth. Specifically,the findings indicate it should improve its communication and relationshipinvestment towards its customers. Furthermore, it should adopt appropriatestrategies to reduce the switching barriers of its prospective customers.

The findings contribute to the understanding of how companies in similarsituations as the case company can act in order to drive growth. The studyprovides further empirical data in a field that has received relatively little academicattention. The author also suggests venues for future research in the concludingchapters.

Place, publisher, year, edition, pages
2019.
Keywords [en]
Business-to-business, services, mature industry, growth, product-market growth matrix, relationship marketing, switching barriers
National Category
Engineering and Technology
Identifiers
URN: urn:nbn:se:kth:diva-249671OAI: oai:DiVA.org:kth-249671DiVA, id: diva2:1305255
Subject / course
Industrial Economics and Management
Educational program
Master of Science in Engineering - Industrial Engineering and Management
Supervisors
Available from: 2019-05-03 Created: 2019-04-16 Last updated: 2019-05-03Bibliographically approved

Open Access in DiVA

fulltext(2053 kB)27 downloads
File information
File name FULLTEXT01.pdfFile size 2053 kBChecksum SHA-512
d9157a6701efc5708c0fd570096f2aaebeabe47938fdb0c0b885420410036eb2bffd73fb111c49566d109ef1eaa57da08f8a99c41c79667a1fa73bbea04c7148
Type fulltextMimetype application/pdf

By organisation
School of Industrial Engineering and Management (ITM)
Engineering and Technology

Search outside of DiVA

GoogleGoogle Scholar
Total: 27 downloads
The number of downloads is the sum of all downloads of full texts. It may include eg previous versions that are now no longer available

urn-nbn

Altmetric score

urn-nbn
Total: 68 hits
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • 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