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[{"key": "dc.contributor.advisor", "value": "Karjaluoto, Heikki", "language": "", "element": "contributor", "qualifier": "advisor", "schema": "dc"}, {"key": "dc.contributor.author", "value": "J\u00e4\u00e4skel\u00e4inen, Jari", "language": "", "element": "contributor", "qualifier": "author", "schema": "dc"}, {"key": "dc.date.accessioned", "value": "2018-06-19T09:22:38Z", "language": null, "element": "date", "qualifier": "accessioned", "schema": "dc"}, {"key": "dc.date.available", "value": "2018-06-19T09:22:38Z", "language": null, "element": "date", "qualifier": "available", "schema": "dc"}, {"key": "dc.date.issued", "value": "2018", "language": "", "element": "date", "qualifier": "issued", "schema": "dc"}, {"key": "dc.identifier.uri", "value": "https://jyx.jyu.fi/handle/123456789/58623", "language": null, "element": "identifier", "qualifier": "uri", "schema": "dc"}, {"key": "dc.description.abstract", "value": "Myyj\u00e4n henkil\u00f6kohtainen myyntity\u00f6 on t\u00e4rke\u00e4ss\u00e4 roolissa asiakassuhteiden luomisen ja \nyll\u00e4pidon suhteen. Henkil\u00f6kohtainen myyntity\u00f6 koostuu eri vaiheista. Digitalisaation \nmy\u00f6t\u00e4 myyntity\u00f6 on muuttunut muun muassa tiedon saannin parantumisen ja yhteyden-\npitokanavien lis\u00e4\u00e4ntymisen my\u00f6t\u00e4. Digitalisaatiolla on ollut my\u00f6s vaikutusta yritysten os-\ntoprosesseihin.\nT\u00e4m\u00e4n tutkimuksen tavoitteena oli selvitt\u00e4\u00e4, millaisia vaiheita vakuutusmyyjill\u00e4 on hen-\nkil\u00f6kohtaisessa myyntity\u00f6ss\u00e4\u00e4n B2B vakuutusmyynniss\u00e4. Lis\u00e4ksi haluttiin selvitt\u00e4\u00e4, onko \nvakuutusmyyj\u00e4n henkil\u00f6kohtaisella myyntity\u00f6ll\u00e4 ollut vaikutusta yritysasiakkaan osto-\np\u00e4\u00e4t\u00f6kseen. Tutkimuksen teoreettinen viitekehys muodostui henkil\u00f6kohtaisen myynti-\nty\u00f6n vaiheista sek\u00e4 B2B ostoprosessista ja arvon kokemisesta. Tutkimusta varten haasta-\nteltiin kahta vakuutusmyyj\u00e4 ja nelj\u00e4\u00e4 yritysasiakasta. Tutkimusote tutkimuksessa oli kva-\nlitatiivinen.\nTutkimuksen tulokset osoittivat, ett\u00e4 vakuutusmyyjill\u00e4 oli selkeit\u00e4 vaiheita henkil\u00f6koh-\ntaisessa myyntity\u00f6ss\u00e4\u00e4n. Myyntity\u00f6n vaiheet olivat tutkimuksen perusteella verrattavissa \ntutkielman teoreettiseen viitekehykseen. Yritysasiakkaiden haastatteluissa nousi esiin, \nett\u00e4 myyj\u00e4n vaikutus ostop\u00e4\u00e4t\u00f6ksen tekoon oli merkitt\u00e4v\u00e4. Haastattelussa nousi esiin \nmy\u00f6s arvon kokeminen ja muodostuminen. Yritysasiakkaat eiv\u00e4t niink\u00e4\u00e4n saaneet arvoa\nvakuutuksesta tuotteena, vaan pikemmin asiakassuhteen kokonaisvaltaisesta yll\u00e4pit\u00e4mi-\nsest\u00e4 ja asioiden hoitamisen helppoudesta.", "language": "fi", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted by Riitta Pitk\u00e4nen (rpitkane@jyu.fi) on 2018-06-19T09:22:38Z\nNo. of bitstreams: 0", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Made available in DSpace on 2018-06-19T09:22:38Z (GMT). No. of bitstreams: 0\n Previous issue date: 2018", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.format.extent", "value": "66", "language": "", "element": "format", "qualifier": "extent", "schema": "dc"}, {"key": "dc.format.mimetype", "value": "application/pdf", "language": null, "element": "format", "qualifier": "mimetype", "schema": "dc"}, {"key": "dc.language.iso", "value": "fin", "language": null, "element": "language", "qualifier": "iso", "schema": "dc"}, {"key": "dc.rights", "value": "In Copyright", "language": "en", "element": "rights", "qualifier": null, "schema": "dc"}, {"key": "dc.title", "value": "Henkil\u00f6kohtainen myyntity\u00f6 B2B vakuutusmyynniss\u00e4", "language": "", "element": "title", "qualifier": null, "schema": "dc"}, {"key": "dc.type", "value": "master thesis", "language": null, "element": "type", "qualifier": null, "schema": "dc"}, {"key": "dc.identifier.urn", "value": "URN:NBN:fi:jyu-201806193262", "language": "", "element": "identifier", "qualifier": "urn", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Pro gradu -tutkielma", "language": "fi", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Master\u2019s thesis", "language": "en", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Jyv\u00e4skyl\u00e4 University School of Business and Economics", "language": "en", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Jyv\u00e4skyl\u00e4n yliopiston kauppakorkeakoulu", "language": "fi", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Taloustieteet", "language": "fi", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Business and Economics", "language": "en", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "Jyv\u00e4skyl\u00e4n yliopisto", "language": "fi", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "University of Jyv\u00e4skyl\u00e4", "language": "en", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Markkinointi", "language": "fi", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Marketing", "language": "en", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "yvv.contractresearch.funding", "value": "0", "language": "", "element": "contractresearch", "qualifier": "funding", "schema": "yvv"}, {"key": "dc.type.coar", "value": "http://purl.org/coar/resource_type/c_bdcc", "language": null, "element": "type", "qualifier": "coar", "schema": "dc"}, {"key": "dc.rights.accesslevel", "value": "openAccess", "language": null, "element": "rights", "qualifier": "accesslevel", "schema": "dc"}, {"key": "dc.type.publication", "value": "masterThesis", "language": null, "element": "type", "qualifier": "publication", "schema": "dc"}, {"key": "dc.subject.oppiainekoodi", "value": "20423", "language": "", "element": "subject", "qualifier": "oppiainekoodi", "schema": "dc"}, {"key": "dc.subject.yso", "value": "yritysmyynti", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "myyntity\u00f6", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "vakuutus", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.format.content", "value": "fulltext", "language": null, "element": "format", "qualifier": "content", "schema": "dc"}, {"key": "dc.rights.url", "value": "https://rightsstatements.org/page/InC/1.0/", "language": null, "element": "rights", "qualifier": "url", "schema": "dc"}, {"key": "dc.type.okm", "value": "G2", "language": null, "element": "type", "qualifier": "okm", "schema": "dc"}]
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