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

More documents

Recommendations

Info

6 Tables Table 1. Internationalization process models (Blomstermo & Sharma, 2003) ............................ 32 Table 2. Migration to co-creation experience (Prahalad and Ramaswamy (2004b) .................... 42
7 1 <strong>IN</strong>TRODUCTION 1.1 Introduction and Research Design Energy market is significantly being altered at an enormous rate because of advanced technologies. Energy distribution models can be affected both directly and indirectly through modern technologies. Along with the benefits, it is source of change that can cause huge disruptions. Besides its affects, it can empower the smaller to medium sized enterprises (SMEs) to successfully compete with the big business tycoons. Considering the successful development and implementation of innovative models of energy industry followed by external factors such as economic factors, demographics, social conditions, laws, and government regulation, it is highly important that the relations between the sales and marketing functions are productive, and that the sales and marketing objectives are aligned to keep internal atmosphere of organization more competitive and effective. This chapter is dedicated to the introduction and research design of the thesis. Firstly the scope and research question of the thesis are laid out. Consequently, the aims and objective of the research as well as the research methodology are illustrated. There is a brief description of key terms used in the thesis followed by organization of thesis. 1.2 Scope and Research Question The electricity industry is in a disruptive transition: the market changes from a few monopolistic supply-side players per country to thousands of supply side enterprises and customers with possibility to select their electricity provider (Kartseva et al, 2004). With the advent of technology, the rise of Internet, usage of information and communication technology (ICT) within electricity distribution system through smart grids, and implication of renewable energy (RE) systems are some of the key issues being discussed in energy market. On the other side, marketers depict these emerging technologies as a vast laboratory, launching a series of experiments to crack the code that generates a golden key in the form of marketing, sales and customer loyalty. Moreover, governments have their role to play when it comes to re-regulate business laws occurring due to emerging technologies. Success comes not that easy, not
Page 1 and 2: OULU BUSINESS SCHOOL Hassan Sherwan
Page 3 and 4: 3 CONTENTS Abstract Contents Figure
Page 5: 5 Figures Figure 1: The scope of th
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
show all

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

You also want an ePaper? Increase the reach of your titles

Delete template?

Save as template?