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Abb full service? Sales development for pulp and paper industry in asia pacific region

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The purpose of this research is to study and analyze how to improve abb full service® product sales in pulp and paper industry segment in asia pacific region. The product abb full service® consists of long term maintenance master plan and feasibility study, full responsibility of maintenance personnel, activities and equipment and furthermore, the performance of maintenance outsourcing is monitored with overall equipment efficiency concept. This concept of outsourcing has been proven successful in europe and therefore the impact of product flexibility, price and customer satisfaction to sales increment in asia pacific region will be examined. Identification of the factors with the most significant effect to the sales of abb full service® in asia pacific region will be analyzed in the research. The key results are that the product flexibility should be increased to separately for oem equipment maintenance contracts to gain trust and increase sales. The key success factor is guaranteed machine efficiency improvement and then as consequence the effect of the price will not be so significant.

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Availability

M00231

(wh)

Available

Detail Information

Series Title

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Call Number

231

Publisher

: Swiss German University., 2012

Collation

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Language

English

ISBN/ISSN

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Classification

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Content Type

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Media Type

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Carrier Type

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Edition

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Subject(s)

MBE

Specific Detail Info

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Statement of Responsibility

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