Die Bachelorarbeit beschäftigt sich mit der Frage, in wie weit ein gezielt gesteuerter Vertrieb ein Mittel für mehr Kundenorientierung ist. Dabei sollen Maßnahmen und Ansätze zur Optimierung der Kundenorientierung von deutschen Unternehmen hinsichtlich ihres Vertriebscontrollings erörtert...

Die steigende Bedeutung von Kundenbeziehungen f?r Unternehmen spiegelt sich nicht nur in aktuellen Gesch?ftsberichten und Pressemitteilungen zahlreicher Unternehmen wider. Vielmehr verdeutlicht eine ganze Reihe unternehmensweiter Projekte, dass Unternehmen eine strategische Neuausrichtung auf...

Market orientation has been cited as a source of competitive advantage that allows the firm to construct offerings superior to those of competitors by the effective collection and dissemination of and reaction to market intelligence. Previous work on market orientation has focused on the effort...

The term business model is relatively recent. Though it appeared for the first time in the 1950s it rose to prominence and reached the mainstream only in the 1990s. Today the term is commonly used, but there is still no single dominant definition.Many different conceptualizations of business...

The supply chain management discipline suggests that information sharing is paramount when attempting to achieve cost reductions and quality improvements. In many cases, the traditional accounting data used to support strategic decisions reflect inaccurate supply chain costs. This research...

Effective supply chain management gains much attention from industry and academia because it helps firms across a supply chain to reduce cost and improve customer service level efficiently. Focusing on one of the key challenges of the supply chains, namely, demand uncertainty, this dissertation...

Which form of exchange governance performs better in a dynamic environment? This remains an unanswered question in the transaction cost analysis (TCA) and relational exchange literatures. Some researchers purport that transactional governance provides superior performance by providing firms the...

This dissertation consists of three independent sections: In the first part, focusing on the auto industry we look at the challenges and solution strategies of employing build-to-order (BTO) with global supply. We consider some familiar tools for managing domestic supply and exploit them for...

In this thesis, we investigate the potential of improving demand management activities in the global supply chains. In the increasingly global world, commerce is becoming more complex with an incredible amount of internal and external information available for businesses to select, analyze,...