Hassan Sherwani ROLE OF SALES AND MARKETING IN ... - Oulu

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4 5.2.2 Transformation from Value Creation to Value Co-creation ................................ 64 5.2.3 Transformation from Resource Based view To Knowledge based view ............. 67 5.3 Analysis for Micro Component .................................................................................... 70 6 DICUSSION <strong>AND</strong> CONCLUSION .................................................................................. 76 6.1 Answer to Research Question ...................................................................................... 76 6.2 Theoretical Implications .............................................................................................. 81 6.3 Managerial Implications .............................................................................................. 84 6.4 Limitations and Suggestions ........................................................................................ 87 REFERENCES ........................................................................................................................... 90 APPENDICES ............................................................................................................................ 99
5 Figures Figure 1: The scope of thesis ......................................................................................................... 9 Figure 2: Organization of thesis ................................................................................................... 12 Figure 3: Layers of Business Infra-structure ................................................................................ 21 Figure 4: Tradition Model for Energy Business .......................................................................... 23 Figure 5: Modern Model for Energy Business ............................................................................. 25 Figure 6: Extension of Business Trends for Energy Industry ...................................................... 27 Figure 7: The Emerging Concept of the Market (Prahalad & Ramaswamy, 2004b) ................... 39 Figure 8: Holistic view of the Framework .................................................................................. 55 Figure 9: Stages of Case Study (Yin, 1994) ................................................................................. 56 Figure 10: Comparison of Traditional and Emerging Value Chain (Valocchi et al., 2010) ........ 66 Figure 11: Levels of marketing and sales integration (Kotler et al. 2006) ................................... 74
Page 1 and 2: OULU BUSINESS SCHOOL Hassan Sherwan
Page 3: 3 CONTENTS Abstract Contents Figure
Page 7 and 8: 7 1 INTRODUCTION 1.1 Introduction a
Page 9 and 10: 9 Electricity industry used to be c
Page 11 and 12: 11 Monopoly: A market with a single
Page 13 and 14: 13 2 RESEARCH CONTEXT This chapter
Page 15 and 16: 15 produced but, resources to gener
Page 17 and 18: 17 through bioenergy largely in the
Page 19 and 20: 19 framework. There is a need to re
Page 21 and 22: 21 the companies make themselves en
Page 23 and 24: 23 Monopoly Traditional Model Value
Page 25 and 26: 25 once a company at local market a
Page 27 and 28: 27 It is vital to notice that these
Page 29 and 30: 29 In the global arena, companies m
Page 31 and 32: 31 known as Uppsala Model and is wi
Page 33 and 34: 33 vital part so the parties must a
Page 35 and 36: 35 provides to the company, in the
Page 37 and 38: 37 way of achieving this goal is to
Page 39 and 40: 39 Figure 7: The Emerging Concept o
Page 41 and 42: 41 who actually creates values and
Page 43 and 44: 43 value of the organization in its
Page 45 and 46: 45 being an extension to resource b
Page 47 and 48: 47 knowledge management process is
Page 49 and 50: 49 widely agreed on the negative ef
Page 51 and 52: 51 need to be coordinated and consi
Page 53 and 54: 53 responsibilities, and of the int
Page 55 and 56:
55 is equally important to manage i
Page 57 and 58:
57 All these four stages are follow
Page 59 and 60:
59 5 ANALYSIS As there was a brief
Page 61 and 62:
61 company’s individual needs irr
Page 63 and 64:
63 In other words, the market is fr
Page 65 and 66:
65 to seek more control in their en
Page 67 and 68:
67 themselves, who may be capable o
Page 69 and 70:
69 to enhance innovation (Pomeda &
Page 71 and 72:
71 Marketing is responsible for dev
Page 73 and 74:
73 Customer satisfaction is conside
Page 75 and 76:
75 clear picture of the role and co
Page 77 and 78:
77 more and more companies operatin
Page 79 and 80:
79 What level of integration betwee
Page 81 and 82:
81 There is a good opportunity to i
Page 83 and 84:
83 internationalization in Finnish
Page 85 and 86:
85 chaos within the company and man
Page 87 and 88:
87 In this thesis work, though the
Page 89 and 90:
89 described by Valocchi et al. (20
Page 91 and 92:
91 Cavusgil, S. T. (1980). On the I
Page 93 and 94:
93 Henry, A. (2008). Understanding
Page 95 and 96:
95 Metaxiotis K, Ergazakis K and Ps
Page 97 and 98:
97 Tykesson, D. and Alserud, M(2011
Page 99 and 100:
99 APPENDICES Interview Questions:
Page 101:
101 Are you familiar with va
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