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The first business transaction: a five stage process of how to attract the customer
Kristianstad University College, School of Health and Society.
Kristianstad University College, School of Health and Society.
2009 (English)Independent thesis Advanced level (degree of Master (One Year)), 10 credits / 15 HE creditsStudent thesis
Abstract [en]

As a request from our supervisor, the authors were introduced to Company XY which is standing on the verge of becoming a market player. After discussion, the authors came up with the idea of how to enable the first business transaction which became the research of this study.

The purpose of this dissertation is to explore and explain how a business with no previous business transactions completed could enter a market where the competition, assumedly, are tough due to few competitors fighting for the same customers and enable customers to purchase. To be able to conduct an in-depth analysis, the research is made with a qualitative approach. Due to the amount of previous research the deductive approach is adopted.

The theoretical review ended up in the creation of the Five Stage Process which contains five stages of how to establish a relationship and in the end enable the first business transaction. To be able to determine the relevance of the process six propositions were created.

Interviews were made at the dental school of Malmö University and at the dental hygienist school at Kristianstad University. The finding from the empirical study indicates that the theoretical assumption of the Five Stage Process might be a relevant way to describe how a company without any previous business transactions completed and with few market connections enables their first business transaction.

Place, publisher, year, edition, pages
2009. , p. 82
Keywords [en]
first transaction, relationship, collaboration, trust, dental education
National Category
Business Administration Social Sciences
Identifiers
URN: urn:nbn:se:hkr:diva-4975OAI: oai:DiVA.org:hkr-4975DiVA, id: diva2:233205
Presentation
(English)
Uppsok

Supervisors
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Available from: 2009-09-23 Created: 2009-08-30 Last updated: 2009-09-23Bibliographically approved

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CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard1
  • 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